Director, GTM Planning

The Role

The RoleBlock is looking for a Director, GTM Planning to build and lead quota and capacity planning across Block's commercial sales organizations. This is the function that turns growth targets into actionable plans: how many sellers we need, what we ask them to deliver, and when we hire.

About the role

This role is critical to Block's ability to drive commercial growth. It involves building and owning the planning capability end to end, ensuring that methodologies, systems, data, and processes are in place to run quota, capacity, and headcount planning at scale. The Director will measure the effectiveness of plans, lead external partners through the initial build, own the quota-setting framework for all commissionable roles, and partner with Compensation Design to align quota decisions with incentive structures.

Responsibilities

• Build and own the planning capability end to end, including methodologies, systems, data, and processes needed to run quota, capacity, and headcount planning at scale.
• Measure whether plans are actually working.
• Lead external partners through the initial build.
• Own the quota-setting framework for all commissionable roles, from initial target-setting through ongoing assessment.
• Build differentiated approaches that account for market potential, pipeline, book size, productivity, ramp, attrition, role design, product mix, and route to market.
• Own the hiring model for the commercial sales organization, defining role mix, hiring timing, ramp assumptions, and productive capacity.
• Partner with Recruiting to turn requirements into execution.
• Run scenario planning to evaluate overassignment, attainment distribution, capacity gaps, and investment tradeoffs, bringing clear recommendations to executive decision-makers.
• Serve as a trusted advisor to Sales and Finance leaders, translating growth goals into clear choices about quotas, capacity, role mix, hiring, and investment.
• Align Sales leadership, Finance, Strategy & Operations, and Recruiting around shared assumptions, decisions, and execution.
• Flag early when plans don't tie, and propose how to close the gaps.
• Establish governance, decision rights, standards, and executive operating rhythms for planning approvals, in-year changes, and performance reviews.

Requirements

12+ years of experience in Sales Operations, Revenue Operations, GTM Strategy and Operations, Strategic Finance, or a related field.

Experience leading quota, capacity, and headcount planning across a complex, multi-segment sales organization.

Deep knowledge of quota methodologies, productivity and capacity modeling, ramp and attrition assumptions, overassignment strategies, and headcount planning.

Experience supporting multiple go-to-market motions: direct sales, channel/reseller, advertising or media sales, and account management across new business, expansion, and retention.

Advanced modeling skills and fluency with systems like Salesforce, Snowflake, Pigment, or Looker.

Strong executive communication and cross-functional influence.

Qualifications

Experience in payments, fintech, or a consumption-based business model.

Experience in standing up a net-new planning function or capability from scratch.

Exposure to territory design, coverage planning, or market sizing methodologies.

Skills

Advanced modeling skills and fluency with systems like Salesforce, Snowflake, Pigment, or Looker.

Strong executive communication and cross-functional influence.

Benefits

Block offers competitive compensation, comprehensive benefits, and a supportive work environment. Specific details such as pay ranges and benefits are determined based on job-related skills, experience, qualifications, work location, and market conditions.

Pay

Starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future.

Schedule

Remote work is offered.