Ensono delivers complete Hybrid IT solutions, from mainframe to cloud, tailored to each client’s journey.
Director, Go To Market Strategy – Planning
Location
United States
Posted
2 days ago
Salary
$155K - $210K / year
Seniority
Lead
Job Description
Director, Go To Market Strategy – Planning
Ensono
• Lead annual and quarterly GTM planning: market sizing, segment prioritization, and resource allocation • Own territory design and capacity modeling—balancing coverage, fairness, and revenue potential • Drive quota setting and compensation plan design in partnership with Finance and Sales Leadership • Build and maintain account stratification frameworks to focus sales energy on the highest-value opportunities • Define and refresh the Ideal Customer Profile (ICP) — including the scoring criteria, strategic rationale, and where and why we draw the line • Build CAC and ROI analysis frameworks to evaluate GTM investments across headcount, marketing spend, and channel mix • Deliver Board- and ELT-ready strategic analysis — not just data, but a point of view and a clear recommendation • Partner with BI/Analytics to mine Salesforce and other data assets to surface actionable insights • Collaborate with Sales, Finance, Marketing, and Product to align on GTM decisions and drive them forward • Translate business strategy into operational models that Sales Ops can execute • Challenge assumptions, pressure-test forecasts, and flag risks early • Lead and develop a small team • Build repeatable frameworks and templates that scale beyond yourself • Be ready to roll up your sleeves — this is a builder role from day one
Job Requirements
- 7–10+ years of experience, including 3+ years in management consulting (e.g., McKinsey, Bain, BCG, Deloitte S&O, Accenture Strategy, or equivalent)
- Demonstrated builder orientation — you've created GTM frameworks from the ground up: ICP design, territory and capacity modeling, quota and comp planning, or CAC/ROI analysis
- Advanced Excel/Google Sheets and PowerPoint/Slides skills — you've built board-level deliverables
- Financial modeling skills across capacity plans, ROI models, and scenario analysis
- Strong executive presence — you've presented to and held your own at the board and ELT level
- Strong data acumen — you can independently identify the right questions, partner with BI/Analytics to pull what you need, and translate the output into insight.
Benefits
- Unlimited Paid Days Off
- Three health plan options
- 401k with company match
- Eligibility for dental, vision, short and long-term disability, life and AD&D coverage, and flexible spending accounts
- Family Forming Benefit including fertility coverage and adoption/surrogacy reimbursement
- Paid childbearing and paternal leave
- Education Reimbursement, Student Loan Assistance or 529 College Funding
- Sabbatical leave
- Wellness program
- Flexible work schedule
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