Global Head of Sales and Operations

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Global Head of Sales Performance and Operations based in the United States.

This senior leadership role will drive greater discipline, consistency, and measurable outcomes across a global enterprise sales organization. You'll act as a strategic operating partner to the CRO and regional sales leaders, helping strengthen execution from pipeline generation through forecasting and close. The role combines commercial judgment, analytical rigor, operational discipline, and executive-level communication. You'll work across complex, multi-stakeholder enterprise sales cycles with opportunities ranging from hundreds of thousands to several million dollars.

The position offers the opportunity to shape sales methodology, performance management, incentives, territory strategy, and go-to-market operations. You'll lead a global team while collaborating across functions in a fast-paced, high-growth SaaS environment.

Accountabilities:

• Partner closely with the CRO and Heads of Market to improve sales execution, operating discipline, and commercial outcomes globally.
• Establish high-frequency pipeline inspection rhythms covering stage qualification, deal momentum, risk exposure, and close-date accuracy.
• Standardize and enforce structured enterprise sales methodologies such as Value Selling, MEDDPICC, Force Management, or Challenger.
• Inspect strategic opportunities and work directly with sales leaders and account executives to improve deal progression and reduce slippage.
• Lead the Deal Desk function, helping remove contract roadblocks and accelerate legal, security, procurement, and approval processes.
• Establish activity-based and milestone-based KPIs that provide early visibility into deal velocity, execution risk, and performance.
• Lead Sales Enablement initiatives that align with business strategy and product development while supporting execution across long sales cycles.
• Identify underperforming territories, teams, or representatives early and partner with sales leadership on performance improvement and operational reset plans.
• Own quota allocation, capacity planning, and territory design to align sales coverage with pipeline generation and revenue opportunities.
• Develop incentive compensation and SPIFF structures that reinforce business priorities and high-quality sales execution.
• Review sales representative time allocation and remove unnecessary administrative work so account executives can maximize customer-facing activity.
• Translate revenue strategy into clear weekly and monthly priorities and execution expectations for field teams.
• Drive disciplined adoption of the Salesforce-based go-to-market technology stack.
• Optimize quote-to-cash workflows while maintaining compliance with pricing and discounting guidelines.
• Develop real-time executive dashboards covering operational bottlenecks, conversion gaps, pipeline health, and representative productivity.
• Partner with Product, Finance, and Customer Success to improve post-sale operational transitions and visibility into retention.
• Mentor and develop team members while providing candid, timely feedback and recognizing individual contributions.
• Represent sales operations priorities in cross-functional discussions and help turn insights into practical operational actions.
• Support customer escalations when necessary and use recurring issues to identify opportunities for process improvement.
• Participate in broader sales planning and help establish a consistent operating cadence across the global organization.

• 8 years of experience in sales leadership, sales operations, or revenue operations within enterprise B2B SaaS.
• At least 3 years of experience managing global operational teams.
• Demonstrated track record of proactively driving sales execution rather than functioning solely as a reporting or analytics function.
• Deep experience with complex, long-cycle enterprise sales involving multiple economic buyers and opportunities of approximately $300K to $5M ACV.
• Strong understanding of enterprise sales processes and the operational requirements of 12 month sales cycles.
• Hands-on expertise implementing and enforcing structured sales frameworks such as MEDDPICC, Force Management, Challenger, or comparable methodologies.
• Advanced knowledge of Salesforce and modern revenue intelligence platforms such as Clari and Gong.
• Strong quantitative forecasting capabilities and the ability to…