Senior Director, Sales & Marketing Operations

Responsibilities:

Strategic Leadership & GTM Planning: Define the operating system (processes, tooling & design) for executing GTM strategies, annual targets, territory design and capacity/quota allocation.
Compensation & Governance: Partner with Finance to design, administer, and govern sales compensation plans, commission structures, and incentive programs.
Sales Forecasting & Analytics: Build robust forecasting models, pipeline inspection cadences, rep performance, and data-driven dashboards to predict revenue performance accurately.
Prospecting: Optimize the top-of-funnel technology, data routing, and analytics infrastructure that power high-velocity marketing lead conversion and outbound sales prospecting.
Process & Technology Optimization: Advise GTM technology, sales enablement, and automation/AI needs to eliminate sales friction.
Lead-to-Close Management: Own and automate the full lead lifecycle, including scoring, routing, conversion analytics, and tracking marketing ROI down to closed-won revenue.
Cross-Functional Alignment: Work closely with Marketing, Product, RevOps, Finance and Customer Success to optimize the end-to-end buyer and customer journey.
Team Leadership: Coach and manage a high-performing team of sales operations and marketing operations team members.
Partner Strategy Support: Partner with Channel and Alliances leadership to optimize our GTM operating model for partner-led motions.

What Success Looks:

• A responsive and proactive team supporting our sales & marketing leaders with aligned priorities and consistency across the org.
• A planning process that closes on time, with territories and quotas sellers see as fair and finance trusts and strong forecast accuracy
• A shared funnel definition and lead-to-revenue process, with measurable gains in handoff speed, conversion, and marketing-influenced pipeline.
• A comp plan tied to strategic priorities, with attainment spread, cost of sales, and top-performer retention all moving in the right direction.
• A rationalized GTM tech stack and a trusted data foundation, with lower redundant spend, higher adoption, and streamlined dashboards used in weekly business reviews.
• At least 3-5 AI use cases live in production with documented gains in time saved, pipeline quality, or win rate.
• A high-performing GTM Ops team with clear ownership, strong partnerships, and a pipeline of future leaders.

Requirements:

• 12+ years in sales operations, marketing operations, revenue operations, or GTM strategy, with 5+ years leading teams at the director level or above in a high-growth B2B software or SaaS company.
• Proven record designing and running annual planning, territory and quota models, and sales comp plans for a sales org of 100+ quota-carrying reps, including the legal and accounting considerations behind commissions.
• Hands-on command of modern GTM motions, including usage-based and hybrid pricing, multi-product selling, and partner-led channels.
• Strong analytical skills (advanced Excel or Sheets modeling, SQL, BI tools) and demonstrated results applying AI and automation to revenue workflows, with a clear view of what works, what is hype, and how to drive adoption.
• Experience in developing supporting strategies using Salesforce, marketing automation platforms, forecasting platforms (Gong, or similar), CPQ, and sales prospecting tools.
• A track record of influencing without authority, working with the GMs, COOs, CMO, CFO, and earning trust from front-line sellers.
• Bachelor's degree in business, finance, economics, engineering, or a related field. MBA a plus.

Nice to Have:

• Prior time in a quota-carrying sales, sales management, or consulting role.
• Experience with M&A integration or international rollouts, including multi-currency comp and local compliance.