Director, Sales Strategy

The Experience

The Sales Planning & Analysis team, part of the CRO Business Operations organization, owns business planning, headcount operations and seller performance analysis for the sales function globally.

This high-performing, inclusive and empowered team enables the company to meet its revenue and margin goals by setting ambitious yet achievable growth targets, allocating resources to maximize ROI, driving productivity through accountability and controlling cost with rigorous headcount management.

In this role, you will primarily focus on business planning, while also supporting short-to-medium term strategic initiatives related to planning, capacity or productivity. You will lead a diverse team based in the US and Europe, helping them do their best work and grow their careers.

Your work will involve regular exposure to C-level executives, close collaboration across functions, intellectually challenging problem-solving, and strategic business impact. You'll feel right at home if you enjoy work that's high visibility, high intensity, and high impact.

What You'll Actually Be Doing

• Deliver annual growth and sales capacity targets, as well as planning guidelines, for Operating Units, in collaboration with Finance, Product, Renewals, Employee Success (HR), and global Centers of Excellence
• Reprioritize and reallocate sales capacity investment quarterly (or monthly) based on performance and market dynamics, in close alignment with Finance, to meet growth and margin expectations
• Support executive decision-making on org alignment or GTM changes with data driven insights and an objective POV
• Continuously improve target setting and resource allocation methodologies to meet evolving business needs
• Supply content or insights for quarterly executive cadences, including Board of Directors updates and quarterly business reviews with CEO leadership team
• Lead strategic initiatives in areas including (but not limited to) seller productivity, capacity reporting, AI adoption, and business performance deep dives
• Develop talent, strengthen team culture, and manage performance

You're Our Person If...

• 10+ years in sales strategy, business operations, finance or management consulting; 3+ years leading teams
• Advanced quantitative analysis skills (e.g. complex models in Google Sheets/Excel, SQL), analytical rigor and attention to detail
• Hands-on experience with AI tools (e.g. Claude Code, Claude Cowork, Gemini)
• Excellent executive communication, written and verbal, with the ability to develop and present C-suite ready content
• Proven ability to collaborate across many stakeholders and influence without authority
• Demonstrated intellectual curiosity, business acumen and judgement
• Capable of managing significant level of ambiguity and change