Revenue Operations Director

Austin | Chicago | Salt Lake City | San Francisco

Gong empowers everyone in revenue teams to improve productivity, increase predictability, and drive revenue growth by deeply understanding customers and business trends; driving impactful decisions and actions. The Gong Revenue AI Platform captures and contextualizes customer interactions, surfaces insights and predictions, and powers actions and workflows that are essential for business success. More than 4,500 companies around the world rely on Gong to unlock their revenue potential.

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As the Revenue Operations Director focused on Territory Strategy, you’ll play a critical role in driving go-to-market efficiency and sales productivity by designing and managing scalable territory models. You’ll partner cross-functionally with Sales, Marketing, and Strategy teams to align coverage with market opportunity, optimize segmentation, and ensure equitable, high-potential sales territories across global regions.

RESPONSIBILITIES

• Lead the design, deployment, and ongoing optimization of global territory models across Sales segments.

• Analyze historical performance, market potential, and account data to inform segmentation and coverage plans.

• Partner with Sales leadership, Strategy, and Finance to align territories with business goals and headcount plans.

• Drive territory balancing efforts to ensure fairness and performance opportunity across reps and regions.

• Support GTM planning cycles by delivering territory assignments, whitespace analysis, and coverage recommendations.

• Maintain accurate territory mapping in CRM systems (e.g., Salesforce), ensuring data integrity and change management.

• Monitor coverage effectiveness, identifying and resolving gaps proactively.

• Enable Sales and Rev Ops teams with territory dashboards, reports, and insights.

• Lead special projects such as market expansion, vertical alignment, or rep capacity modeling.

QUALIFICATIONS

• You are within commuting distance of one of our listed hub locations and can be in-office 2x per week

• 5–8+ years of experience in Revenue Operations, Sales Strategy, or a related GTM planning function.

• Deep understanding of B2B SaaS go-to-market models, sales territories, and segmentation strategies.

• Strong analytical skills with experience in Excel, SQL, and BI tools (e.g., Tableau, Looker).

• Proficiency with CRM systems, especially Salesforce; experience with territory management tools a plus.

• Excellent cross-functional collaboration and stakeholder management skills.

• Comfortable navigating ambiguity in a fast-paced, high-growth environment.

PERKS & BENEFITS

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.

• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.

• Mental Health benefits with covered therapy and coaching.

• 401(k) program to help you invest in your future.

• Education & learning stipend for personal growth and development.

• Flexible vacation time to promote a healthy work-life blend.

• Paid parental leave to support you and your family.

• Company-wide recharge days each quarter.

• Work from home stipend to help you succeed in a remote environment.

The annual salary hiring range for this position is $153,000 - $227,000 USD.

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits.

Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets.

We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.

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