Global Head of Sales and Operations

Shift delivers AI agents that transform insurers' most critical work. By combining deep industry expertise and unmatched data resources, Shift provides proven results that have earned the trust of hundreds of the world's leading insurers. Our insurance-grade AI is accurate, explainable, and secure—empowering human experts to move with unmatched speed, total confidence, and a renewed focus on the people they serve.

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Our culture is built on innovation, trust, and a drive to transform the insurance industry through our SaaS platform. We come from more than 50 different countries and cultures and together we are creating the future of insurance.

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We are seeking a high-urgency, commercially minded Global Head of Sales Performance & Operations to drive greater discipline, consistency, and outcomes across our global sales organization.

This leader will serve as a critical operating partner to the CRO and Heads of Market
, helping them run their businesses more effectively—from pipeline creation and opportunity progression through forecasting and close. The mandate is:
bring rigor to how we sell, identify where execution is breaking down, and work alongside sales leadership to drive action and results.

Shift operates in a complex enterprise selling environment. Our AI-native platform serves sophisticated buyers in a highly regulated industry, with multi-stakeholder sales processes, 12+ month sales cycles, and opportunities ranging from $300K to several million dollars. Success requires more than reporting and traditional sales operations. The ideal candidate understands enterprise selling and combines commercial judgment, analytical rigor, operational discipline, and executive presence
. They are equally comfortable challenging a forecast with a Head of Market, dissecting a strategic deal with an AE, identifying systemic pipeline issues, and translating those insights into action.

This role is hybrid in Boston or fully remote in Eastern or Central US time zones, as you will manage a team in Paris and partner with a Global Sales team.

Execution Rigor & Pipeline Inspection

• Drive high-frequency pipeline inspection rhythms, rigorously questioning stage qualification, deal momentum, and close-date accuracy across long sales cycles.

• Implement and enforce standardized enterprise sales methodologies (e.g., Value Selling) to ensure rep-level accountability and eliminate deal slip.

• Actively manage the Deal Desk, unblocking contract roadblocks, managing custom terms, and expediting legal, security, and procurement approvals to close deals faster.

Sales Accountability & Performance Management

• Establish discipline, activity-based and milestone-based KPIs for reps to track deal velocity and risk exposure months before target close dates.

• Lead the Sales Enablement team to create outcome driven programs aligned with business strategy and product development, ensuring reps quickly learn to navigate a long sales cycle and dynamic market.

• Partner directly with Sales Leadership and Sales Enablement to identify underperforming territories or reps early, enforcing performance improvement plans and operational reset plans.

• Own quota allocation, capacity planning, and territory design, ensuring rep coverage is directly tied to pipeline generation and immediate revenue capture.

Strategic Go-to-Market & Incentive Alignment

• Architect incentive compensation and SPIFF structures that aggressively reward top-performer execution and support Shift's strategic objectives.

• Continuously audit rep time allocation, removing administrative burden so Account Executives spend maximum time in active buyer conversations.

• Translate revenue strategy into clear,…