Director, Sales Operations – Planning

This is a fully remote position, open to applicants in Texas.

📋 Description

• We are looking for a Director of Sales Operations, Planning to oversee two key areas of our go-to-market organization: Territory Planning Operations and Quota Strategy & Operations.

• This role is vital in implementing GTM strategy, enhancing performance, and fostering alignment among Sales, Marketing, Customer Success, and Finance.

• You will collaborate with senior leaders to develop and implement scalable, data-driven operating models while ensuring excellence in territory and quota planning, execution, and governance.

• As a leader in Territory Planning, you will facilitate operational rhythm, optimize performance, and promote cross-functional alignment within the GTM organization.

• Co-lead the annual GTM planning process, which includes headcount strategy, capacity modeling, segmentation, territory design, and budget alignment.

• Spearhead large-scale strategic initiatives, including territory realignment, market expansion, and GTM process redesign.

• Collaborate with Sales Directors, Business Operations Leaders, and global teams to enhance planning accuracy and operational excellence.

• Ensure alignment across Sales, Marketing, Customer Success, Product, and Finance for seamless execution.

• Manage the documentation and communication of standard operating procedures across various teams.

• Identify and remove operational bottlenecks; proactively suggest scalable solutions.

• Oversee territory management and adjustments to the sales hierarchy.

• Provide sales planning insights through operational metrics, reporting, and data quality management to support rapid growth initiatives.

• Develop a global quota allocation strategy and ensure alignment with regional operations.

• Work with Sales Operations to create quota structures that accurately reflect territory potential, historical performance, and growth expectations.

• Ensure that quota methodologies are consistent, transparent, and justifiable to field leadership.

⛳️ Requirements

• 8–12+ years of experience in Sales/GTM Operations, Business Operations, Sales Strategy, or Revenue Operations.

• Extensive knowledge in Territory Modeling and Quota Setting Methodologies.

• Proven experience leading or co-leading an annual GTM planning cycle, including target-setting, segmentation, and coverage design.

• Outstanding analytical skills; comfortable with financial models, BI tools, and large datasets.

• Strong financial acumen; capable of modeling revenue scenarios and collaborating with Finance on planning processes.

• Experience collaborating with Sales Operations, HR, and Compensation functions on quota design, role definitions, and incentive alignment.

• Exceptional ability to distill complex inputs into clear, executive-level recommendations and narratives.

• Proven history of driving cross-functional alignment and managing competing stakeholder priorities within a global, matrixed organization.

• Excellent written and verbal communication skills; able to influence across various levels and functions.

• Familiarity with sales motion models (enterprise, PLG, channel) is advantageous.

• Preferred tools experience includes: Gemini/Claude/GenAI, Salesforce, Xactly, Tableau, Clari, Excel/Google Sheets.

🏝️ Benefits

• bonus

• benefits