Director, Go to Market Planning

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The Director, Go to Market Planning at Paychex is a strategic leader responsible for designing, managing, andoptimizingthe company's go-to-market planning initiatives. This role encompasses GTM design, incentive design, compensation administration, sales policy formulation, and project management (PMO) to ensure a cohesive approach that aligns with Paychex's broader strategic objectives. This leader will play a crucial role in crafting strategic plans that integrate market insights, customer feedback, and competitive intelligence into actionable frameworks that drive organizational success.

Reporting to the Sr Director, Revenue Operations, Director, Go to Market Planning will collaborate closely with cross‑functional teams, including Sales, Marketing, Product, Customer Success,HRand Finance, to ensure the efficient and effective execution of GTM strategies. This role is pivotal in delivering on our business goals and securing a competitive edge in the market.

• Leadtheannualandquarterly
  
  GTMplanningprocess,whichincludessegmentation,territory design,coverageandcapacityplanning,andquotamethodologyforsalesrepresentatives.
• Definerulesofengagementandensureroleclarityacrossallchannels,includingdirectsalesandpartnernetworks.
• Conduct‘zerobased’coverageandcapacitymodelingtoensureoptimalmarketcoverageanddynamicterritories;optimize representative-to-accountratiosandwhitespacecapture.
• Collaborate with HR to design,implement,andmaintaincompensationstructuresalignedwithprofitablegrowthandpay-for-performance principles.
• Ownthe
  
  GTMplanningcalendarandensurecross-functionalalignmentwith
  
  Finance, HR,and Salesleadershipteams.
• Governfunneldefinitionsandpipelinestagecriteriaincollaborationwith Marketing Operations and Sales leadership.
• Partner with
  
  GTM Analyticstodefineplanningreportingrequirementsanddeliver
  
  AI-driveninsightsonperformancerelativetoplan,includingperformancebycohortandinsightson
  
  Total Addressable Market  (TAM),coverage,andautoterritoryadjustments.
• Continuouslyimproveplanningtools,including
  
  CRMviews,capacity models,andquotamanagementsystems,toenhanceefficiencyanddecision-making.

• Master's Degree in Business, Marketing, Finance, or related field - Preferred
• 10+ years of experience in go-to-market strategy or operations with a proven track record in designing and executing GTM initiatives in high-growth environments. .
• 5 years of experience in executive or senior-level leadership experience managing large teams, influencing cross-functional stakeholders, and driving organizational change. .
• 5 years of experience in managing incentive, compensation, and sales policy structures.
• 3 years of experience in HCM Industry.

In the spirit of pay transparency, we are excited to share that the starting base pay range for this position is $175,000 to $275,000 annually. Please keep in mind that this range is the base pay only and does not consider other components that make up the total rewards package for the Talent Acquisition & Onboarding position. If you are hired at Paychex, your overall compensation will be determined based on factors such as geographic location, skills, education, and/or experience which may result in total compensation outside of this range.

• Act with uncompromising integrity.
• Provide outstanding service and build trusted relationships.
• Drive innovation in our products and services and continually improve our processes.
• Work in partnership and support each other.
• Be personally…