Senior Director, Global Sales Strategy and Operations

Sr. Director, Global Sales Strategy And Operations

Ironclad is looking for a Sr. Director, Global Sales Strategy and Operations to own the operating infrastructure of the global sales organization: sales planning, pipeline and bookings performance, renewal and expansion execution, partner operations, and business development operations. This is a GTM-first role. You'll partner as closely with Marketing, Customer Experience, Finance, and the GTM Engineering & Systems team as you do with Sales leadership, because we don't win by optimizing one function alone.

This is also a data-first, AI-forward role. You'll shape how Ironclad's revenue org uses AI internally, in tooling and forecasting, and how our GTM motion adapts as buyers get more AI-savvy themselves. Bring firsthand experience with what AI can already do inside a revenue org, plus a point of view on what's next.

This is not a 'keep the lights on' operations role. You will be responsible for automating away friction in our sales process, moving our team away from repetitive, transactional work and toward the strategic insights that actually move the needle.

This role calls for someone who will challenge sales leadership when the data calls for it: pressure-test plans, flag risk early, push back with evidence, and keep the relationship strong while doing it. This is a role for someone who wants to reshape how the business runs.

• Drive annual and long-range planning for the sales org, including new business, renewals, expansion, partners, and BDR, in partnership with Sales leadership and Finance.
• Own territory design, quota allocation, compensation plan design, and capacity modeling for AE, CAE, BDR, and partner teams.
• Define and maintain operating rules of engagement across GTM roles, so ownership, handoffs, and coverage stay clear as the business and its markets evolve.
• Build the operational foundation for Ironclad's international expansion, adapting planning frameworks, territory models, and cadences so global teams execute with the same rigor as the core business.

• Simplify and automate our forecasting and pipeline reporting. Your goal is to give leadership one clean, central view of the funnel, freeing up everyone's time to focus on closing deals rather than managing spreadsheets.
• Drive accountability to the metrics that matter most: pipeline generation and coverage, net ARR and bookings attainment, and GRR and NDR performance, so the org closes gaps before they turn into missed targets.
• Curate and lead our operating cadences—forecast reviews, deal inspections, and pipeline councils—ensuring they serve as a platform for real strategic decision-making, not just status updates.
• In partnership with BI and Revenue leadership, define what gets measured and surfaced, then use that data to improve how the revenue organization operates and performs.

• Turn trends across the funnel into programs that move the needle: a defined, forecastable expansion motion for the account management team, and renewal operations that deliver consistent GRR and NDR.
• Build performance programs for partner- and BDR-sourced pipeline, including conversion analysis and enablement feedback, that lift their contribution to bookings.

• Use AI to supercharge our sales motion. We don't just want someone to manage tools; we want someone who looks at our current workflow and asks, 'How can we automate this?' to make our sellers more effective and our forecasting more accurate.
• Co-develop Ironclad's GTM AI strategy as the primary field-side partner to the GTM Engineering & Systems team, so AI investments map to real field needs, with adoption tracked against clear metrics.

• Build and lead a high-performing operations team that shapes the business, and serve as a senior thought partner to Sales, Finance, and GTM leadership, translating signals into clear decisions and pushing back when the data calls for it.
• Present to executive leadership with confidence, turning complex operational narratives into clear, data-backed…