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KongKongSacramento, CA

Senior Director, Sales Strategy & Operations

Senior Director partnering with global sales leadership to own the sales operating system. Drives strategy, planning, coverage design, operating cadence, productivity insights, GTM alignment, and AI adoption to scale revenue performance to $1B+.

233k – 275k
On-site8+ YOERevenue Operations

About the role

Key Responsibilities

  • Serve as strategic and operational partner to global and regional Sales leaders across theaters and segments, driving performance management, execution rigor, and revenue growth.
  • Lead the evolution of the global sales model as the company scales to $1B+ in revenue, including global expansion, establishing new motions (especially new product), and driving GTM transformation aligned with usage-based pricing models.
  • Own global sales planning, including segmentation, coverage models, capacity planning, territory design, quota planning, resource allocation, and annual planning alignment with company revenue goals.
  • Establish and run the global sales operating rhythm, including forecast reviews, pipeline inspections, QBRs, business reviews, performance scorecards, executive reporting, and front-line manager inspection frameworks.
  • Operate the analytics and insights engine to identify risks, productivity gaps, conversion opportunities, rep performance trends, and growth levers across regions and segments.
  • Partner with Marketing, SDR, Customer Success, Product, Finance, Enablement, Systems, and Deal Desk to drive cross-functional GTM execution, multi-product sales motions, and priority revenue initiatives.
  • Lead the adoption of AI across Sales Strategy & Operations and the global sales organization, embedding AI into planning, seller workflows, manager inspection, forecasting, account prioritization, pipeline generation, and productivity initiatives.

Requirements

  • Proven experience as a strategic partner to global sales leadership.
  • Strong business judgment, analytical depth, operational excellence.
  • Ability to influence senior sales and GTM leaders globally.
  • Experience shaping global sales strategy, leading annual planning, driving cross-functional alignment.
  • Background building operational infrastructure to scale high-performing sales organizations.
  • Hands-on experience with sales productivity, conversion, forecasting, coverage design, and execution rigor.
  • Experience with GTM transformation, new sales motions, and usage-based pricing models.
  • Expertise in sales analytics, insights, performance management, and operating cadences (forecast reviews, QBRs, pipeline inspections).
  • Demonstrated success leading AI adoption in sales and operations contexts.

Nice-to-Haves

  • Experience scaling sales operations from early-stage to $1B+ revenue.
  • Background in API, AI, or technology infrastructure companies.

Skills

Sales StrategySales OperationsGo-to-Market StrategySales ForecastingPipeline ManagementQuota PlanningTerritory DesignCapacity PlanningSales AnalyticsAi AdoptionPerformance ManagementCross-Functional Alignment

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