Director, Go to Market Planning

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Imagine Your Future with Us! Since 1971, Paychex has been at the forefront of simplifying HR, payroll, and benefits for American businesses. Our digital HR technology and advisory solutions cater to the changing needs of employers and their employees. With our award-winning training and endless opportunities for growth and development, you can build a lifelong career with us. We pride ourselves on fostering an inclusive and innovative culture.

Our leaders are here to support your career journey; they and our dedicated employees embody the values that drive us to support each other, our clients, and our communities. Join us to pursue your passion and unleash your potential.

The Director, Go to Market Planning at Paychex is a strategic leader responsible for designing, managing, and optimizing the 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, HR and 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.

• Lead the annual and quarterly GTM planning process, which includes segmentation, territory design, coverage and capacity planning, and quota methodology for sales representatives.
• Define rules of engagement and ensure role clarity across all channels, including direct sales and partner networks.
• Conduct ‘zerobased’ coverage and capacity modeling to ensure optimal market coverage and dynamic territories; optimize representative-to-account ratios and whitespace capture.
• Collaborate with HR to design, implement, and maintain compensation structures aligned with profitable growth and pay-for-performance principles.
• Own the GTM planning calendar and ensure cross-functional alignment with Finance, HR, and Sales leadership teams.
• Govern funnel definitions and pipeline stage criteria in collaboration with Marketing Operations and Sales leadership.
• Partner with GTM Analytics to define planning reporting requirements and deliver AI-driven insights on performance relative to plan, including performance by cohort and insights on Total Addressable Market (TAM), coverage, and auto territory adjustments.
• Continuously improve planning tools, including CRM views, capacity models, and quota management systems, to enhance efficiency and decision-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.

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