Head of Sales Strategy, Global GTM

Responsibilities

Solution Sales Strategy

• Define core sales motions for the solutions portfolio and determine global field priorities.
• Identify target personas, segments, industries, and geographies for each sales motion.
• Design execution models, including field and channel orchestration, sales assets, and supporting programs.
• Partner with Marketing and Enablement to produce sales assets and programs.
• Own competitive positioning and design and roll out compete and takeout campaigns.
• Define KPIs and OKRs for each sales motion and partner with Operations and Insights to instrument and report them.

Cross-Functional GTM Alignment

• Align Product, Marketing, Finance, Sales, Regional Sales Strategy, Customer Success, Enablement, and Operations around shared solution outcomes.
• Bring field perspectives into product launch and roadmap decisions and translate product decisions into sales-strategy changes.
• Co-own recovery plans for products, segments, or regions that are behind target and drive follow-through.

Signal, Insight, and Executive Alignment

• Synthesize field and customer feedback with pipeline and performance data into actionable perspectives.
• Conduct rapid strategic analyses for GTM leadership.
• Lead cross-functional GTM strategy steering committees, including agendas, decision framing, and follow-through.
• Advise the Head of GTM Strategy, Operations & Analytics and commercial leadership on sales strategy.

Team Leadership

• Lead and develop the Sales Strategy team, including hiring, prioritization, and quality standards.

Requirements

• Experience owning sales or go-to-market strategy for a product or product line at a B2B technology company, or advising on it in strategy consulting.
• Experience designing and rolling out sales motions or sales plays, competitive positioning or compete programs, and targeting models.
• Experience defining KPIs for a sales motion or product line and using them to operate the business.
• People-management experience, including team prioritization and individual development.
• Strong analytical skills, including spreadsheet-based analysis of targeting, investment, and performance questions.
• Ability to diagnose issues using quantitative data and qualitative field signals.
• Excellent written and verbal communication and ability to drive senior leaders to decisions.
• Ability to influence cross-functional teams without direct ownership of outcomes.
• Comfort with ambiguity, novelty, and a fast-paced environment.
• Hands-on use of AI as a thought partner and productivity accelerator, including building AI skills and agents.
• Bachelor’s degree or equivalent combination of education and training.

Nice-to-Haves

• Extensive sales strategy or product go-to-market experience in a rapidly scaling commercial organization.
• Expertise in AI, cloud infrastructure, or usage-based and API-driven business models, and enterprise AI adoption.
• Experience taking new products or capabilities from launch to an established field sales motion.
• Experience across multiple regions or routes to market, including direct sales, self-serve or usage-based adoption, and channel or partner-led sales.
• Experience running competitive takeout programs against established incumbents.
• Experience operating executive cadences such as steering committees, planning cycles, or leadership forums.
• Experience owning or co-owning recovery plans for underperforming businesses.
• Management consulting or comparable analytical experience combined with in-house operating experience.
• Experience using SQL or business intelligence tools with pipeline and usage data.

Compensation

• Annual on-target earnings range: $310,000–$360,000 USD, including base salary and target sales commissions or bonuses.