Director, Sales Strategy and Operations

About the role…

We are hiring a Director of Sales Operations to own the operating rhythm of our pre-sales engine globally: Sales, Sales Development, and Sales Engineering. This is a player/coach role leading a small team of experienced senior operators while staying hands-on, and our first Sales Operations leadership seat in North America. This role reports to the VP of Revenue Operations.

What you’ll be doing…

• Forecasting and pipeline inspection. Own forecast methodology, accuracy, and variance analysis end to end for Sales and Sales Development; run the weekly commit and pipeline inspection cadence; build the leading indicators (stage conversion, velocity, slippage, aged pipeline) that make the forecast defensible before quarter end, not explained after it.
• Sales process and policy. Own the pre-sales process architecture: opportunity stages, exit criteria, qualification standards, pipeline hygiene rules, rules of engagement, and the SDR-to-AE handoff, including how conflicts get resolved.
• Sales Engineering coverage. Own the SE deployment model (SE-to-AE coverage ratios, prioritization of scarce SE time), standardize the technical proof-of-concept and demo process, and build the reporting that shows technical win-rate.
• Territory, quota, and comp. Run territory and quota deployment, exceptions and the audit trail behind them; partner on SE comp and quota-credit design alongside AE and SDR comp.
• Partnership with the field. Be the trusted operational partner to Sales, Sales Development, and Sales Engineering leaders in their forecast calls and deal reviews, not adjacent to them; own adoption of process and system change, including manager-level reinforcement.
• Cross-functional alignment. Represent the field's requirements into GTM Engineering and Data teams; prioritize, scope, and defend the roadmap.
• AI-native operations. Design the pre-sales motion on the assumption AI does the manual work: deal inspection, call-signal extraction, pipeline risk flagging, enrichment, and forecast commentary should be agent-assisted by default. Build and ship those workflows yourself where tooling allows.
• Leadership. Lead, develop, and stretch a team of experienced senior operators; manage across US and European time zones; set the prioritization bar and protect the team from reactive demand.

We’d love to hear from you if you have…

• 8+ years in Sales Operations, Revenue Operations, or Sales Strategy in B2B SaaS, including people management.
• B2B SaaS domain expertise, with experience at both small and large B2B SaaS companies.
• You have owned a forecast, and can talk methodology, where it broke, and how you fixed it.
• Direct experience with Sales Engineering coverage models (SE-to-AE ratios, technical win-rate, POC process), not just Sales and SDR ops.
• Deep, current, hands-on Salesforce ability; you diagnose in the object model yourself.
• You have put AI or automation into a live sales workflow and can describe the result.
• Credible with senior Sales leaders, and C-Level Executives.
• Plus: Quantitative degree, Management consulting or Investment Banking background.