Director, Sales Strategy and Operations – Global Expansion

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

📋 Description

• Act as the daily strategic partner to the VP of Global Expansion

• Take ownership of the expansion organization's planning and execution processes

• Shape strategic direction and drive implementation across a complex, multi-faceted expansion organization

• Identify and eliminate productivity obstacles

• Determine the role of AI in the expansion strategy and facilitate measurable productivity improvements

• Conduct data analysis and create reports utilized by leadership

• Recruit and manage a team of two to four analysts and operations partners within the next 12 to 18 months

• Oversee segmentation, account scoring, book of business design, and engagement rules

• Collaborate with GTM Finance on capacity modeling, quotas, and workforce planning

• Establish business metrics and instrumentation, including NDR, GRR, product attach, and Engine X GMV

• Organize and manage annual planning, weekly pipeline and risk assessments, monthly business reviews, and renewal forecasts

• Standardize handoffs, opportunity categories, stages, exit criteria, and engagement rules

• Convert strategy into field training, playbooks, and tools in collaboration with Revenue Enablement

• Work with GTM Finance on compensation design and transparency

• Define the AI strategy and oversee implementation across risk scoring, customer health, data auditing, compensation visibility, and insights for representatives

• Partner with GTM Systems on the adoption of tools, AI, and insights

• Formulate and test hypotheses regarding segmentation, coverage, and productivity, translating findings into actionable decisions

⛳️ Requirements

• Over 8 years of experience in sales/expansion strategy and operations or revenue operations

• Significant experience in a rapidly growing B2B SaaS, fintech, or marketplace environment

• Proven track record as the primary strategic and operational partner to a VP or C-level revenue executive

• Strong perspective on AI and automation within a contemporary expansion strategy, with a history of implementing it at scale

• Extensive knowledge of post-sale mechanics, including NDR, GRR calculations, book of business design, renewal forecasting, and compensation plan development

• Excellent analytical abilities and the capability to independently construct models

• Skill in influencing senior leaders without direct authority

• Education is not mandatory

🏝️ Benefits

• Competitive base salary aligned with role and experience

• Performance bonuses

• Commission opportunities

• Equity options

• Comprehensive benefits package (full details available at engine.com/culture)

• Hybrid work model offering office-based or fully remote work options

• Necessary equipment and resources provided for success in the role