Senior Director, Global Sales Strategy and Operations

Responsibilities

• Lead annual and long-range planning for global sales, including new business, renewals, expansion, partners, and BDR teams.
• Own territory design, quota allocation, compensation plan design, and capacity modeling for AE, CAE, BDR, and partner teams.
• Define and maintain GTM rules of engagement, ownership, handoffs, and coverage models.
• Build operational foundations for international expansion across the Americas, EMEA, and APAC.
• Simplify and automate forecasting and pipeline reporting, creating a centralized view of funnel performance.
• Drive accountability for pipeline generation and coverage, net ARR, bookings, GRR, and NDR.
• Lead forecast reviews, deal inspections, and pipeline councils focused on strategic decision-making.
• Use BI and revenue data to improve organizational performance and operating processes.
• Develop expansion, renewal, partner-sourced pipeline, and BDR-sourced pipeline programs.
• Co-develop the GTM AI strategy with GTM Engineering & Systems, aligning investments with field needs and tracking adoption.
• Build and lead a high-performing global sales operations team, including managers.
• Present data-backed recommendations to the CRO, CEO, CFO, and other executive leaders.

Requirements

• 12+ years of progressive experience in Sales Operations, Revenue Operations, or GTM Strategy at a high-growth SaaS company.
• 8+ years of people leadership experience, including managing managers and building high-performing operations teams.
• Experience leading global, multi-functional operations portfolios spanning sales operations, renewals, partnerships, or equivalent scope.
• Genuine AI fluency in GTM contexts, including evaluating use cases, assessing ROI, and driving adoption.
• Experience partnering across Sales, Marketing, Customer Experience, and Finance.
• Strong analytical skills, including forecasting models, complex datasets, and executive-ready data narratives.
• Deep familiarity with SaaS metrics and mechanics, including ARR, GRR, NDR, quota design, and partner economics.
• Hands-on experience with CRM, revenue intelligence platforms, sales engagement, conversation intelligence, and AI productivity tools.
• Credibility with sales leadership and the ability to challenge assumptions constructively.
• Strong executive presence and communication skills.
• High ownership, low ego, and a bias toward action.

Compensation

• OTE range: $225,000–$280,000, plus bonus and equity.
• Benefits include health coverage, leave, equity opportunities, wellness benefits, and career development programs.