# Senior Director, Global Sales Strategy and Operations

**Company:** [Ironclad](https://hotfix.jobs/companies/ironclad)
**Location:** San Francisco, CA, New York, NY
**Role:** Revenue Operations
**Salary:** $225k – $280k/yr
**Experience:** 12+ years
**Skills:** Sales Operations, Revenue Operations, Go-to-Market Strategy, Salesforce, Forecasting, Pipeline Management, Territory Design, Quota Design, Capacity Modeling, Revenue Intelligence, Artificial Intelligence, SaaS Metrics, Arr, Grr, Ndr
**Posted:** 2026-08-31

> Leads global sales strategy and operations across planning, forecasting, renewals, expansion, partnerships, and AI transformation. The role requires extensive SaaS revenue operations experience, strong people leadership, analytical depth, and executive-level cross-functional influence.

## Job Description

## 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.

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