Director, TPS Strategy & Business Operations

Position Overview

We are seeking a Director of TPS Strategy & Business Operations to lead the strategic and operational engine for the Technical Pre‑Sales organization.

This role owns the end‑to‑end TPS operations, bringing together strategy, business operations, and sales operations into a single, coordinated function that translates go‑to‑market priorities into clear plans, disciplined execution, and measurable outcomes.

As a player‑coach leader, you will both define direction and directly drive critical work streams—partnering closely with TPS leadership to ensure the organization operates with clarity, rigor, and impact.

• Own TPS Strategy, Business Operations, and Sales Operations as a unified function
• Lead a small, high‑impact team (3 FTEs) across strategy, analytics, and operations
• Serve as the primary strategic and operational partner to TPS leadership
• Balance hands‑on execution with leadership and prioritization

• Translate enterprise GTM strategy into TPS priorities, big bets, and execution plans
• Lead annual and in‑year planning (capacity, coverage, and investment decisions)
• Define and continuously refine TPS growth strategy tied to pipeline, win rates, and deal outcomes
• Ensure alignment between TPS priorities and sales motions

• Own TPS business operations, including planning cycles, governance, and operating rhythms
• Run core cadences (QBRs, pipeline reviews, capacity reviews, leadership forums)
• Drive clarity on priorities, roles, and decision‑making frameworks
• Partner with Finance and HR on budget, workforce planning, and organizational design
• Establish lightweight, scalable operating mechanisms

• Help define and lead operationalization of pre‑sales engagement and coverage models
• Partner with Sales Ops to integrate technical breakthroughs into pipeline and forecasting
• Drive awareness of technical deal progression, risk, and capacity constraints
• Support territory planning and optimize pre‑sales resource deployment

• Define important metric framework for TPS (productivity, technical win rates, cycle time, impact on revenue)
• Build and maintain a focused, high‑quality reporting and insights engine
• Lead performance reviews that drive decisions and accountability
• Personally deliver executive‑level insights and recommendations

• Lead a small number of high‑priority initiatives that improve TPS effectiveness and scale
• Drive adoption of new processes, tools, and AI‑enabled workflows
• Ensure strong follow‑through from strategy to execution to measurable outcomes
• Create a closed‑loop system from insight to action

• Partner with Sales Ops and technical teams to improve systems, workflows, and data quality
• Standardize critical processes while avoiding unnecessary complexity
• Leverage automation and AI to increase efficiency and insight generation

• Operate as a player‑coach—comfortable going deep into analysis and execution when needed
• Prioritize ruthlessly, focusing the team on the few things that matter most
• Bring structure and clarity without over‑engineering
• Build strong cross‑functional relationships and drive alignment without formal authority

• 10–15 years in Strategy, Business Operations, Sales Operations, or GTM Operations
• Experience supporting Sales and/or Technical Pre‑Sales organizations
• Proven ability to build operating models and personally drive execution
• Strong analytical and financial modeling skills
• Executive‑level communication and partner management

• Experience in SaaS or enterprise technology environments
• Familiarity with pre‑sales workflows (solution consulting, technical validation, POCs or comparable experience)
• Experience in small, high‑impact teams or early‑stage org building

• TPS operates with clear priorities and strong execution rigor
• Leadership has simple, trusted awareness of performance, capacity, and pipeline
• Strong alignment between Sales and TPS improves win rates and deal velocity
• The team consistently delivers a small number of…