Head of Sales Strategy, Performance and Operations
Job Purpose
The Head of Sales Strategy, Performance, and Operations is a critical leadership role responsible for driving the strategic direction, operational excellence, and overall productivity of the sales organization. This role sits at the intersection of strategy and execution, transforming high-level business goals into actionable sales strategies, optimizing the sales tech stack, managing performance metrics, and removing friction from the sales cycle.
The ideal candidate is a data-driven strategist, an operational mastermind, and a collaborative leader who can partner closely with Executive Leadership, Marketing, Finance, and HR to maximize revenue growth.
Job Description
1. Sales Strategy & Planning
· Strategic Growth: Partner with the Chief Distributions Officer (CDO) and executive leadership to define the
long-term sales strategy.
· Territory & Quota Management: Design and optimize sales territories, structures, and equitable quota
allocation models to maximize market coverage and revenue potential.
· Compensation Design: Collaborate with Finance and HR to design, implement, and manage competitive
sales incentive and commission plans that align behavior with business objectives.
· Market Intelligence: Analyze market trends, competitor landscapes, and customer segments to identify new
growth levels and risk areas.
2. Sales Performance & Analytics
· Data-Driven Insights: Build, maintain, and oversee the sales analytics framework. Deliver actionable
insights regarding pipeline health, win/loss rates, sales cycle velocity, and average deal size.
· Forecasting Accuracy: Implement and manage a rigorous sales forecasting process, ensuring high
predictability and visibility for leadership and board-level reporting.
· KPI Management: Define, track, and report on key performance indicators (KPIs) for individual reps, teams,
and the overall sales organization.
· Lead sales training and capacity building to enhance all sales person GI knowledge and to make improve their technical expertise.
· Performance Remediation: Identify performance gaps across regions or teams and develop strategic interventions or enablement programs to address them.
3. Sales Operations & Enablement
· Process Optimization: Continually map, review, and streamline the end-to-end sales process to reduce
friction, improve the buyer journey, and increase rep selling time.
· Tech Stack Management: Oversee the selection, implementation, and optimization of sales technology and tools (e.g., CRM/Salesforce/HubSpot, sales engagement tools, conversational intelligence, and data enrichment platforms).
· Cross-Functional Alignment: Act as the primary liaison between Sales and Finance (for budgeting/pricing), Marketing (for lead routing/attribution), and Product (for feedback loops).
· Onboarding & Training: Partner with Sales Enablement to ensure the sales team is equipped with the right playbooks, continuous training, and resources to hit their targets.
4. Leadership & Team Management
· Team Development: Lead, mentor, and scale a high-performing team of sales operations analysts, strategy managers, and system administrators.
· Culture Carrier: Foster a data-driven, accountable, collaborative, and high-energy culture within the operations team and the broader sales organization.
Job Requirements
.Experience: 5–8+ years of experience in Sales Operations, Revenue Operations, Business Strategy, or Management Consulting, with at least 3+ years in a leadership/people-management capacity.
· Education: Bachelor’s degree in business, Finance, Economics, Engineering, or a related field. An MBA is highly preferred.
· Analytical Prowess: Advanced data analysis skills. Expert proficiency in Excel/Google Sheets, BI tools
(Tableau, Power BI, or Looker), and CRM systems (Salesforce Admin level or deep understanding preferred).
· Strategic Vision: Proven track record of designing GTM strategies, territory mapping, and compensation plans in a fast-paced environment (e.g., SaaS, Tech, B2B enterprise).
· Communication: Exceptional communication and presentation skills, with the ability to translate complex data into clear, compelling narratives for executive stakeholders.
· Change Management: Strong leadership skills with a demonstrated ability to drive cross-functional alignment and manage large-scale organizational changes.
Job Details
Senior Manager
