Responsibilities
- Commercial Strategy and Growth: Partner with the CCO and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, head combust and budgets.
- Translate complex data into actionable recommendations for Commercial leaders.
- Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity.
- Forecasting & Pipeline Management: Own and evolve the global sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments.
- Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes.
- Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics.
- GTM and Sales Efficiency: Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews).
- Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments.
- Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting.
- Territory Management: Lead territory design, ensuring sales coverage aligns with market opportunities and business objectives.
- Continuously optimize territory assignments and GTM approaches based on performance data and growth trends.
Requirements
- 10+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations, with at least 2 years in a senior leadership role.
- Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans.
- Deep expertise in Salesforce, Outreach, Gong, and other GTM tools.
- Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs.
- Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives.
- Experience designing sales methodologies and commercial processes that scale in B2B SaaS.
- Comfort working cross-functionally and influencing without authority — excelling at aligning diverse stakeholders around common goals.
- High EQ, clear communication skills, and a strong sense of ownership.
