Director, Sales Business Partner

This is a fully remote position, open to applicants in California, +10 more states.

📋 Description

• Lead and cultivate SBPs by establishing clarity and consistency in roles, along with clear goals and expectations to achieve proactive, strategic impact for GTM success.

• Foster a high-performance culture centered on collaboration, accountability, and growth.

• Promote a “think like a salesperson” mindset to ensure your team is aligned with the needs, challenges, and opportunities of the sales leader.

• Act as the SBP for a multi-billion dollar business, delivering the same capabilities expected from your team.

• Partner with GTM leaders and challenge the existing status quo.

• Shape and implement business strategies to tackle risks, obstacles, and opportunities.

• Convert strategy into actionable operational plans and execute them effectively.

• Serve as the voice of sales in cross-functional initiatives.

• Implement operational cadences.

• Oversee forecast and pipeline health, ensuring predictability for month, quarter, and year.

• Provide insights on business performance and facilitate informed decision-making.

• Generate regular and ad hoc executive business updates.

• Engage in and deliver localized planning and sales operations activities (e.g., headcount, Annual Planning, New Year Readiness, Account Movements, Territory & Quota operationalization) in alignment with the Strategic Operations peer function.

• Drive the local implementation and acceptance of transformational programs and sales initiatives.

• Identify, plan, and execute strategies according to local requirements.

• Collaborate closely with Strategic Sales Ops peers to ensure SBPs comply with and implement the Strategic Ops defined “playbook” for running and planning the business.

• Provide essential feedback to Sales Operations, ensuring insights from sales leaders are incorporated into our capabilities and wider operational planning.

• Partner across functions with sales, finance, HR, systems, marketing, product, and other teams to align strategies, execution, and achieve business outcomes.

⛳️ Requirements

• Over 10 years of experience in sales operations, sales, or strategy consulting; with a minimum of 2 years directly collaborating with senior software/tech sales leaders in organizations with $1B+ in sales.

• Preferred experience in sales operations related to consumption and usage models.

• Proven track record in leading and developing a high-performing sales business partner function that supports senior sales leaders, including direct people management responsibilities.

• Established ability to advocate for a “think like” sales leader mentality, anticipate the needs of sales leaders, and drive execution.

• In-depth knowledge of sales strategy, GTM models, planning, and operations for large-scale, growth-oriented sales organizations.

• Outstanding leadership, communication, and interpersonal skills, with the ability to influence and align senior leadership and teams.

• Customer-centric approach that focuses on integrating customer insights and sales expertise into business strategy and execution.

• Exceptional problem-solving abilities, analytical mindset, and capability to thrive in ambiguity.

• Ability to lead through influence, effect change, and build cross-functional alignment across all organizational levels.

• Strong expertise in sales planning and operations, including sales coverage, segmentation, territory allocation, sales compensation strategy, and other functions critical to partnering successfully with the Strategic Operations team.

• Promote a “win as a team” mentality, creating an environment where team members support each other, celebrate achievements, and enjoy driving results.

• Bachelor’s Degree or equivalent experience; a graduate degree is a plus.

🏝️ Benefits

• Health care insurance

• 401(k) retirement account

• Paid sick time

• Paid personal time off

• Paid parental leave