Director, GTM Planning

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.

We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.

Summary:

Revenue Operations is a strategic growth engine at Clio, accountable for optimizing how we acquire, expand, and retain revenue globally. We partner with Sales, Channel, Marketing, Customer Success, Finance, Legal, and Customer Support to design scalable GTM systems, align incentives to company strategy, and enable predictable, durable growth. The Revenue Operations team provides executive level insights, drives cross-functional decision making, and continuously improves GTM effectiveness through data, systems, and process excellence across North America, EMEA, and APAC.

We are seeking a Director of GTM Planning and Compensation to own and evolve Clio's global GTM planning, territory design, and incentive compensation functions as a core lever of growth, performance, and behavior change. This role is available to candidates in Vancouver, Calgary, or Toronto, or remotely across Canada (excluding Québec) and the US.

This role is responsible for translating company and GTM strategy into capacity plans, territories, quotas, and incentive design that drives the right outcomes across Sales, Channel, and Customer Success. You will operate as a strategic advisor to GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline.

You will lead capacity planning, territory design and maintenance, and incentive compensation planning, governance, and administration globally, oversee compensation systems and analytics, and build a high-performing sales planning function that scales with Clio’s rapid expansion. Your work will directly influence revenue predictability, seller behavior, retention, and long-term growth.

What you’ll work on:

GTM Planning, Capacity & Quotas

• Leading GTM capacity planning and quota-setting, translating growth targets into coverage, headcount, and productivity plans across Sales and CS.
• Developing and evolving quota-setting methodologies, ensuring targets are grounded in market opportunity, historical performance, and productivity expectations.
• Partnering with Finance and GTM leadership to model capacity needs, ramp assumptions, productivity, and hiring requirements for annual and long-range planning, including scenario models that show the tradeoffs between headcount, coverage, quotas, productivity, compensation, and revenue before decisions are made.
• Establishing planning frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments.
• Owning quota exceptions, relief policies, and disputes, balancing consistency with practical business judgment.

Territory Design & Maintenance

• Leading territory design and account segmentation, aligning selling resources with company strategy.
• Translating revenue targets into coverage models and account assignments, and identifying where the organization is over- or under-covered and what needs to change.
• Owning ongoing territory maintenance, including account assignments and in-year territory changes.

Compensation Strategy & Plan Design

• Owning and evolving Clio's global GTM compensation and rewards strategy spanning SMB and Enterprise segments, partnering with Sales, Channel, and CS leadership to ensure alignment with company objectives, GTM motions, and growth stages.
• Leading the design, modeling, and optimization of Sales and CS compensation plans, pay mix, quotas, accelerators, SPIFFs, and performance levers that drive desired behaviors, improve productivity, and support multi-year growth.
• Partnering with Finance and Sales/CS Ops to model plan effectiveness, risk, and ROI, leading quarterly and annual compensation effectiveness reviews (attainment distribution, cost of sale, capacity utilization), and ensuring plans support revenue predictability, margin targets, and financial planning.
• Developing and delivering clear, compelling compensation education and enablement programs for leaders, managers, and individual contributors, translating complex compensation concepts into simple, actionable narratives that build trust across GTM teams.

Compensation Administration & Systems

• Ensuring accurate, timely, and compliant compensation processing in partnership with Payroll, Finance, HR, Legal, and RevOps.
• Establishing and maintaining compensation governance, principles, and decision frameworks to ensure consistency, fairness, and scalability.
• Owning compensation communications, including plan documentation,