Job description
We are seeking a Vice President of Go-to-Market (GTM) Strategy to architect and lead the next chapter of our revenue growth engine. This executive will shape, operationalize, and optimize our GTM model across Sales, Marketing, Customer Success, and Operations. This is a highly visible, enterprise-level role that partners closely with the CSO, CFO, CMO, and CEO to define our segmentation strategy, coverage model, capacity planning, territory design, quota and incentive frameworks, the data, systems, and governance that power our GTM performance.
If you thrive at the intersection of strategy, analytics, technology, and operational excellence—and enjoy building high-performing Revenue Operations organizations—this is an opportunity to have a meaningful impact on the entire business.
This is a remote-first role, open to applicants located in provinces or states where we have legal hiring entities.
WHAT YOU’LL DO: GTM Strategy & Planning
- Own the end-to-end GTM strategy across business segments and customer types ensuring alignment with long-term growth objectives.
- Lead annual and rolling GTM planning processes, including segmentation, ICP strategy, headcount/capacity modeling, territory frameworks, and coverage strategy.
- Partner with Sales, Marketing, Finance, and Product to translate corporate strategy into integrated GTM operating plans and execution priorities.
- Design and implement GTM governance, ensuring strategic consistency, clarity of ownership and effective execution across the revenue lifecycle.
Revenue Operations Leadership
- Lead an integrated RevOps organization including Sales Operations, Customer Success Operations, Marketing Operations, reporting/analytics, and GTM systems.
- Establish enterprise forecasting, pipeline governance and performance management frameworks to improve predictability, visibility and accountability.
- Drive cross-functional alignment and enable leaders with effective tools, insights and operating models to execute with confidence.
- Hire, lead, mentor and develop a team of senior professionals and people leaders. Perform full scope of people-management responsibilities in alignment with Hootsuite’s DE&I objectives
Reporting, Analytics & GTM Technology
- Set the vision and governance model for the GTM technology ecosystem. Oversee the design, governance, and evolution of the GTM tech stack (CRM, CPQ, forecasting, enablement, data warehouse, analytics tools).
- Ensure executive-ready reporting, dashboards, and insights that inform strategic decision making and front-line execution.
- Champion data integrity, process governance, and unified definitions across the revenue funnel.
Compensation Planning & Governance
- Own quota-setting philosophy, incentive compensation strategy, and sales compensation governance (in partnership with Finance and People teams).
- Ensure alignment between compensation structure, sales strategy, and financial goals.
Cross-Functional Leadership & Influence
- Act as a strategic advisor to senior executives on GTM strategy, operational rigor, and revenue performance.
- Lead strategic analyses to identify productivity drivers, cost efficiency opportunities, and revenue acceleration levers.
- Foster a culture of continuous improvement, accountability, and operational excellence.
WHAT YOU’LL NEED:
- 15+ years in GTM strategy, sales operations, revenue operations, or sales effectiveness consulting.
- Deep experience with segmentation, headcount/capacity planning, territory design, quota setting, and comp plan architecture.
- Proven success leading and scaling RevOps or GTM operations teams.
- Strong understanding of CRM architecture (Salesforce), forecasting tools, CPQ, reporting/BI platforms, and GTM systems.
- Highly analytical, with deep experience using data to drive decisions and strategy.
- Exceptional executive communication—able to simplify complexity for senior leadership.
- Strategic thinker with flawless operational discipline and attention to detail.
- Strong collaborator who thrives in cross-functional environments.
- Experience in SaaS or recurring revenue models strongly preferred.
- Inclusive Leadership: Builds inclusive, cohesive teams which apply diversity to achieve common goals
- Play to Win: Capably delivers results through others, is good at establishing clear direction, helping others achieve their best work
- Long Range Planning: Identifies key issues and relationships relevant to achieving a long-range goal or vision; Builds an integrated plan for course of action to accomplish this vision
- Enablement: Challenges and supports others to create results but also develop new capabilities. Successfully develops the capacity and capability of team and individuals on the team
WHO YOU ARE:
- Solution seeker: You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.
- Lifelong learner: You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t.
- Resilient adapter: In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity.
- Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information.
- Critical challenger: You have the trust in your team to ask difficult questions in order to get to the best end result.
- Active communicator: You listen actively and communicate ideas and information clearly, inclusively, and proactively.
- Integrated thinker: You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals.
- Accountable owner: You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes.
- Bar-raiser: You step up to help your team grow and succeed, even when that means going beyond what might be expected.
In all we do, our six guiding principles light the way: Step Up: Dare to go beyond the expected to achieve greatness. #StepUp
One Team: Make Hootsuite a place we soar together by respecting each other’s individuality, building trust, and showing up for the team. #OneTeam #FreeToBeMe
Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed
Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile
Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses
Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies
Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.
#LI-NS1
Use of AI in Hiring
Hootsuite uses artificial intelligence (AI) to support our recruitment process. These tools may assist with screening and assessing applicants and / or summarizing interview feedback. All final hiring decisions are made by human decision-makers who use their professional judgement to review and evaluate relevant candidate information in addition to AI outputs. For more information about how we use AI and your rights, please see our Careers Privacy Policy.
