GTM主管，销售计划
Head of GTM, Sales Planning
CaptivateIQ 正在改变企业规划、管理和优化销售业绩的方式。我们最初通过革新激励薪酬管理实现了突破，现在正在扩展平台以解决更广泛的销售规划挑战。我们被 Forrester 和 G2 等行业分析师所认可，并获得 Sequoia、ICONIQ、Accel 和 Sapphire Ventures 等顶级投资机构的支持，我们为 Netflix、Figma 和 Stripe 等高增长公司提供灵活性和洞察力，以推动营收表现。
加入一个才华横溢、快速成长的团队，致力于解决销售绩效管理中最具复杂性和影响力的问题。
职位简介
该职位负责营销的数字部分，包括需求、运营、现场销售和 BDR，而另外一位 Corporate Marketing 总经理则负责品牌、产品营销和叙事。我们有意将原本一个 CMO 的职位拆分为两个专注的领导角色，每个角色都因深度而非广度而被招聘。
这是一个全权负责的角色——你将定义这些产品的销售、实施和增长方式，并直接与企业客户从评估的早期阶段到长期成功进行合作。你将向联合首席执行官汇报，并与产品、工程、客户体验和 GTM 团队紧密合作。
该职位在售前和售后之间保持平衡。你不仅仅是赢得交易——你将负责整个客户生命周期，从成交到扩展。
CaptivateIQ 参与 E-Verify，这是一个基于网络的系统，允许注册雇主确认其员工是否有资格在美国工作。
职责
- 负责销售规划的完整 GTM 生命周期——从市场定位到客户上线和扩展。Catalyst 也将作为次要目标包含在此角色中
- 定义进入市场的策略，包括定位、包装以及为营收和财务领导者带来最大价值的使用场景
- 制定并实施销售和实施策略，并与产品、客户体验和 GTM 团队一起推进该策略
- 评估我们当前销售规划 GTM 策略的有效性，并根据市场反馈和客户成果开放地调整方法——包括测试专用或叠加销售模型
- 与 EPD 领导层合作，影响对 GTM 成功有影响的产品决策——用例优先级、定位和实施要求——同时尊重 EPD 的职责范围
查看英文原文
CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.
Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.
About the Role
This role owns the numbers half of marketing, including demand, ops, field, and BDR, while a separate Head of Corporate Marketing owns brand, product marketing, and narrative. We're deliberately splitting what used to be one CMO seat into two focused leadership roles, each hired for depth rather than breadth.
This is a full-ownership role — you’ll define how these products are sold, implemented, and grown, and you’ll work directly with enterprise customers from the earliest stages of evaluation through long-term success. You’ll report to the Co-CEO and partner closely with Product, Engineering, CX, and GTM.
This role is balanced equally between pre-sales and post-sales. You’re not just winning deals — you’re owning the full customer lifecycle from close through expansion.
CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States
Responsibilities
- Own the full GTM lifecycle for Sales Planning — from market positioning through customer go-live and expansion. Catalyst will also fall under this role as a smaller, secondary objective
- Define go-to-market strategy, including positioning, packaging, and the use cases that deliver the most value for revenue and finance leaders
- Develop and operationalize the sales and implementation motion, and bring Product, CX, and GTM along on the strategy
- Evaluate the effectiveness of our current Sales Planning GTM motion and be open to evolving the approach — including testing dedicated or overlay selling models — based on market feedback and customer outcomes
- Partner with EPD leadership to influence product decisions that impact GTM success — use case prioritization, positioning, and implementation requirements — while respecting that EPD owns final decisions on product development and platform architecture
- Work closely with Product to translate market feedback into a roadmap that builds toward durable, scalable revenue
- Drive product-market fit validation across the highest-signal use cases by engaging directly with customers and analyzing customer data
- Form and test hypotheses on how to accelerate awareness, conversion, and adoption across the full funnel from lead to renewal
- Serve as the escalation point for customer issues — not to manage every escalation directly, but to identify thematic patterns and drive systematic process fixes
- Partner with cross-functional leaders across Product, Engineering, CX, and GTM to align on strategy, build the enablement needed to sell and support both products at scale, and hold the organization accountable to execution
- Surface customer and market insights to leadership to inform product direction, company strategy, and where we invest next
- Today, Sales Planning GTM resources are allocated across implementation, CX, and GTM functions — you’ll coordinate their work through dotted-line relationships. As the product scales, you’ll build a dedicated team reporting to you
Requirements
- 10+ years of experience in sales performance management, revenue operations, or enterprise SaaS
- Deep expertise in Sales Planning — territory design, quota methodology, capacity modeling. Ideally, you’ve worked at a Sales Planning vendor (Anaplan, Varicent, Xactly) or services firm implementing SPM, or you’ve led a Sales Planning rollout in-house at an enterprise company. A combination of domain expertise and go-live experience is ideal
- Demonstrated experience building or scaling an enterprise SaaS product’s go-to-market and implementation motion
- Strong presence with enterprise buyers — comfortable owning the commercial and technical conversation with senior revenue and finance leaders
- Proven ability to drive alignment across Product, Engineering, CX, and GTM teams without relying on positional authority
- Comfortable operating in a product that is still finding its footing in enterprise — able to make scope calls, set expectations, and move forward without perfect information
- Familiarity with incentive compensation management and how it connects to sales planning is a strong plus
- Experience with partner-led or SI-driven implementation motions is a plus
- Exposure to AI-powered product capabilities or agentic workflows is a plus
Benefits
- Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
- Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
- Annual Stipends: Dedicated funds for your professional development and caretaking needs.
- Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does.
- Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future.
- Premium Tools: The latest Apple hardware to empower you to do your best work.
- Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.
Notice for Prospective Candidates
- Only emails from @captivateiq.com should be trusted.
We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:
- Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
- Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
- Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
- Ask candidates to make a payment in order to be considered for a position.
- Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
- Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.