Director, Go To Market Strategy & Planning

Director, GTM Strategy & Planning

At Ensono, our Purpose is to be a relentless ally, disrupting the status quo and unleashing our clients to Do Great Things! We enable our clients to achieve key business outcomes that reshape how our world runs. As an expert technology adviser and managed service provider with cross-platform certifications, Ensono empowers our clients to keep up with continuous change and embrace innovation.

We can Do Great Things because we have great Associates. The Ensono Core Values unify our diverse talents and are woven into how we do business. These five traits are the key to achieving our purpose: Honesty, Reliability, Curiosity, Collaboration, and Passion.

This is a newly created role! We’re looking for a strategic operator who can take ambiguity and turn it into a plan. This role owns the future of our go-to-market motion—how we define our ideal customers, where we deploy sales capacity, how we set targets, and how we measure what’s working. You’ll be the analytical backbone behind annual planning, territory design, and executive-level strategic analysis.

This is not a Revenue Operations execution role — it’s a thinking role, partnering directly with the SVP of Revenue Operations and the executive team to shape how Ensono goes to market. Someone who can independently frame the right questions, design the right approach, and recommend the path forward.

Strategic Planning

• 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

Analytics & Insights

• 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

Cross-Functional Partnership

• 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

Team Development

• 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

What You Will Need

• 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, t