# Senior Director, Sales Strategy & Operations

**Company:** [Kong](https://hotfix.jobs/companies/kong)
**Location:** Albany, NY, Annapolis, MD, Olympia, WA, Austin, TX, Sacramento, CA, Springfield, IL
**Role:** Revenue Operations
**Experience:** 8+ years
**Skills:** Sales Strategy, Sales Operations, Revenue Operations, Go-to-Market Strategy, territory design, Capacity Planning, quota setting, Sales Forecasting, pipeline analysis, Salesforce, AI Tools, usage-based pricing
**Posted:** 2026-07-16

> 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 through major model transitions.

## Job Description

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

## Basic Requirements
- 8+ years in Sales Strategy, Sales Operations, or Revenue Operations, with at least 3+ years in a Sales Ops/Strategy leadership role at a B2B SaaS company.
- Direct ownership of territory design, capacity planning, quota setting, and annual sales planning.
- Experience owning global or multi-theater sales operating cadence (forecasting, pipeline inspection, QBRs, executive reporting) for $100M+ revenue or 100+ quota-carrying reps.
- Experience supporting major GTM model transitions (new market expansion, new product launch, or pricing model shift e.g. subscription to usage-based).
- Proven track record as trusted strategic advisor to senior Sales leadership (VP/SVP/CRO), with executive presence to influence globally.
- Hands-on experience with data/analytics (ideally AI tools) for sales performance, pipeline/conversion analysis, productivity insights, forecasting; fluency in Salesforce and modern GTM systems.

## Nice-to-Haves
- Strong interest and capabilities in applying AI as a force multiplier for sales operations.

## Similar roles

- [Head of Revenue Accounting](https://hotfix.jobs/jobs/eb0c4d76-c435-49e3-97e6-2436f75f83c7) - Anthropic - San Francisco, CA - $300k – $385k/yr
- [Head of Revenue Accounting & Order to Cash](https://hotfix.jobs/jobs/3b34215b-0f29-4968-b867-1fe72ced529f) - MongoDB - Palo Alto, CA - $137k – $270k/yr
- [Head of Marketing Operations](https://hotfix.jobs/jobs/0473f2d7-7a85-4ce7-9abb-88bfef4e930c) - Replit - Foster City, CA - $160k – $200k/yr
- [Director, Sales Finance](https://hotfix.jobs/jobs/5bf299f4-55e2-47d3-9d71-ce0f3411a937) - OPSWAT - San Francisco, CA - $220k – $260k/yr
- [Director, Pipeline Excellence](https://hotfix.jobs/jobs/c27fac81-f649-4871-91fa-31e9b504790d) - GitLab - Remote - $168k – $286k/yr

**Apply:** https://hotfix.jobs/jobs/cef8bb05-a63c-4cb0-b315-93064cca92c0
**Canonical:** https://hotfix.jobs/jobs/cef8bb05-a63c-4cb0-b315-93064cca92c0