Head of Sales Operations

We are seeking a detail-oriented and analytical Global Head of Sales Operations to be a key player in our sales management organization. This role is responsible for bridging the gap between sales strategy and execution by optimizing sales processes, ensuring data accuracy, and providing actionable insights to leadership. The ideal candidate will be a proactive problem-solver with a strong understanding of sales methodologies and data management to help drive revenue growth.

• Establish protocols across Sales, Product, Solutions Engineering & Corporate Strategy teams (or equivalents) to define the total addressable market vs. sellable addressable market.
• Collaborate with key stakeholders and subject matter experts to define ideal client profiles for each GTM and a targeted, persona-based outreach plan.
• Own alignment when launching a new product/GTM; ensuring SAM is well-defined for roll‑out to Sales
• Territory management
  • Guide Sales leadership through annual refresh cycles and allocation exercises for regional/rep territory assignments
  • Maintain Salesforce to reflect up‑to‑date prospects and customer ownership.

• Own Sales calendar and cadence scheduling (pipeline meetings, forecasting meetings, Sales QBRs, etc.)
• Manage content and delivery of Sales Leadership QBRs
• Support all levels of the Sales hierarchy in daily requests, GTM launches, and ad hoc priority initiatives
• Create, maintain, and enhance processes to improve efficiency across the larger organization
• Partner with Sales Enablement to onboard new team members, launch processes, and deliver training
• Serve as an expert on all Sales processes and technology systems to guide teams effectively
• Design, implement, and refine sales processes to improve efficiency and effectiveness across the sales life cycle (lead generation to deal closure).
• Assist in the implementation and governance of the quarterly renewal program.

• Establish KPIs through collaboration with leadership and in alignment with company OKRs
• Design reporting and dashboards to run the daily business and support each level of the Sales hierarchy
• Provide key reporting to Sales and Executive leadership on weekly/monthly/quarterly cycles.
• Liaise with the Finance/FP&A team to produce consistent views on forecasting and booking.
• Manage forecast and pipeline program: tracking, trends, insights
• Produce content for ELT and Board meetings/initiatives

• Inform strategy through insights into Sales/business drivers and alignment with executive priorities.
• Partner with Finance to establish and maintain the commissions policy
• Design and issue compensation plans for Sales roles
• Maintain commissions model and calculate monthly commissions/supporting analyses through systems like Quota Path and Salesforce
• Enable Controllership’s expense/accruals process

• Own roadmap, prioritization, and delivery of CRM enhancements and roll‑out to Sales/stakeholders
• Troubleshoot and resolve team issues with Salesforce processes/errors
• Oversee the day‑to‑day administration and optimization of the Salesforce and other sales optimization tools, ensuring data accuracy, integrity, and user adoption.

• Oversee and uphold Sales data integrity in Salesforce; correct gaps and inconsistencies.
• Leads the design of Salesforce data models (conceptual and logical) and defines comprehensive data requirements and business rules to support evolving organizational hierarchies and team structures, partnering with IT for complex customizations and integrations.
• Analyze sales data, track key performance indicators (KPIs), create standardized reports and dashboards, and provide insights to sales leadership to drive performance and informed decision‑making.
• Use data analysis and market trends to develop and maintain accurate sales forecasts, assist in territory planning, and manage sales budgets.

• Support the larger organization in process creation and problem‑solving for complex organizational issues.
• Lead initiatives and provide subject‑matter expertise to carry out…