Senior Director, Sales Operations and Enablement

Overview

The Senior Director of Sales Operations & Enablement is a strategic and operational leader responsible for building and optimizing the systems, frameworks, and programs that power a high‑performing sales organization. In close, cross‑functional partnership, this role ensures sellers have the capabilities, insights, incentives, and operating rigor needed to drive consistent, profitable growth. The leader owns the full sales operating model—methodology, enablement, analytics, process governance, territory design, and incentives—serving as both architect and operator of the sales engine.

While primary responsibility focuses on building and leading this capability for the US Region, this leader will identify global standards in partnership with Managing Directors for APAC, Canada, and EMEA regions as applicable.

• Sales Operating Model Design, implement, and evolve the sales skills framework, sales methodology, and supporting tools. (e.g. Challenger)
• Design and lead the Strategic Account Management framework and account prioritization, ensuring consistent account planning and opportunity management.
• Build and govern the Strategic Account Review process, including cadence, metrics, and executive reporting.
• Sales Enablement:
  Direct onboarding, ongoing training, and role‑specific sales training and enablement programs.
• Partner with Sales Leadership to ensure enablement is practical, measurable, and embedded in daily selling behaviors.
• Partner with Global and US Marketing leaders to deliver impactful product training mirroring the sale training framework.
• Coordinate delivery of product training and pricing strategies at effective learning intervals.
• Sales Operations & Analytics:
  Drive Salesforce (and other potential GTM tools/technologies) adoption, data integrity, and utilization through Sales Leadership.
• Deliver actionable reporting, dashboards, and insights for Sales and Executive Leadership.
• Partner with Finance, Marketing and Sales leaders to define performance metrics, pipeline health standards, and forecasting methodologies.
• Translate business strategy into operating rhythms, tools, and governance that drive accountability.
• Territories & Coverage:
  Oversee territory and account design to ensure equitable coverage and alignment to market potential.
• Partner cross‑functionally to drive transparent communication and effective change management for coverage and compensation updates.
• Compensation:
  Lead sales commission plan design and administration aligned to growth priorities and pay‑for‑performance.
• Partner with Finance on incentive modeling, governance, and use of accurate financial data.
• Partner with HR to ensure compensation practices are compliant, competitive, and correctly executed through payroll.
• Leadership &
  
  Collaboration:
  
  Serve as a trusted advisor to Sales Leadership on strategy, prioritization, and execution.
• Build and lead a high‑performing Sales Operations & Enablement capability with clear accountability via indirect and/or direct leadership.
• Act as the connective tissue across Sales, Finance, HR, Marketing, and IT to ensure alignment and operational excellence.
• Drive alignment toward global standards in applicable disciplines across regions.
• Leadership Responsibilities:
  Oversee and optimize team dynamics, leading a high‑performing team and ensuring alignment with organizational goals.
• Cultivate a culture of collaboration, innovation, and continuous improvement, incorporating strategies for inclusion and diversity to enhance team effectiveness and creativity.
• Provide strategic guidance to foster the success and growth of each group, ensuring an inclusive environment where all voices are heard and valued.

• 7+ years of experience in Sales Operations, Enablement, Revenue Operations, or commercial leadership.
• Proven experience with sales frameworks, incentive design, territory models, GTM tools and technologies, and enablement programs.
• Strong expertise in Salesforce CRM, reporting, and analytics.
• Demonstrated AI proficiency.
• Experience with modern sales methodologies (e.g., Challenger, MEDDICC, Miller Heiman).
• Demonstrated ability to influence senior leaders and drive…