Senior Sales Operations Lead

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

📋 Description

• Define and implement the strategic vision for global Hotels acquisition operations, ensuring that regional initiatives align with global priorities while maintaining a consistent and high-performing approach across various markets.

• Manage the global Hotels acquisition funnel from lead generation to contract signing, continuously monitoring performance at each stage, identifying drop-off points, and driving cross-functional solutions to enhance conversion rates and velocity.

• Collaborate with the Hotels Onboarding program to ensure a smooth transition from acquisition to onboarding, focusing on increasing throughput, reducing the time between contract signing and go-live, and addressing acquisition-related issues that may cause delays downstream.

• Work alongside finance and sales leadership to design, oversee, and assess sales incentive compensation programs for the Hotels acquisition team, ensuring that the plans are motivating, aligned with business objectives, and promote the desired behaviors across regions.

• Take ownership of representative-level goal setting for the Hotels acquisition team, converting business targets into individual quotas across different regions. Lead acquisition forecasting, pipeline analysis, and capacity planning to ensure that field teams and vendor partners are adequately resourced and aligned with the plan.

• Collaborate with marketing, product, tech, and vendor teams to enhance lead scoring, prioritization, and workflow optimization, thereby maximizing conversion rates and improving the efficiency of the sales team throughout the funnel.

• Develop analytical models and frameworks to assess acquisition performance, generating original analyses, sizing opportunities, modeling scenarios, and uncovering insights that are currently unavailable. Transform findings into clear, actionable recommendations that influence leadership-level business decisions and resource allocation.

• Act as the primary global contact for Hotels acquisition operations, ensuring alignment, data accuracy, and effective communication among regional and global stakeholders, including sales, marketing, product, analytics, and finance.

• Serve as the internal subject matter expert on hotel acquisition strategies, advising leadership and regional teams on which levers to activate for specific markets, segments, and growth opportunities.

⛳️ Requirements

• 12+ years of experience in sales operations, revenue operations, or a related field, preferably in a high-growth global environment; experience in travel, OTA, or marketplace settings is advantageous.

• Demonstrated ability to manage and optimize a complex, multi-stage global sales funnel with a measurable impact on conversion and growth.

• Strong strategic and analytical capabilities — able to interpret complex performance data into clear business insights and influence decisions across various organizations.

• Experience in designing and managing incentive programs, quota setting, and forecasting processes within a sales or revenue operations context.

• Excellent skills in cross-functional collaboration, with a proven track record of working across sales, marketing, product, tech, analytics, and finance.

• Strong verbal and written communication skills, including the capacity to present to and persuade senior leadership.

• Robust analytical and modeling capabilities — comfortable creating your own models, frameworks, and analyses from the ground up, rather than merely interpreting existing reports. Proficiency in Excel and SQL is essential; familiarity with BI tools (e.g., Tableau, Looker) is a plus.

• Proficient in CRM and performance management systems (e.g., Salesforce); strong data literacy is required.

• Experience working in or with global, matrixed organizations and navigating regional variances in go-to-market strategies.

• Capability to operate at both strategic and executional levels — able to set the vision while also focusing on the details necessary to bring it to fruition.

🏝️ Benefits

• This role may also qualify for bonuses, equity, benefits, and Employee Travel Credits.