Sr. Director, Global Sales & CS Operations

 

We're looking for a Senior Director to own Global Sales & Customer Success Operations end-to-end for a fast-growing software company. This leader runs the engine behind ARR growth — territories, quotas, forecasting, incentives, renewals, and expansion — across direct and channel, new business and post-sale, SMB through Strategic accounts. You'll build the team, own the data narrative, and set the GTM tooling strategy, partnering closely with Sales, CS, Finance, Marketing, and Enterprise Applications (who own the CRM itself).

 

Reports to: VP, Revenue Operations

 

You are: Scrappy, data-driven, people-first, and allergic to busywork — someone who'd rather fix the process than just report on it.

Build and lead a high-performing team. Hire, coach, and develop a Sales & CS Ops organization; create clear growth paths and a culture of accountability and ownership.

Own Sales Ops end-to-end. Territory and quota design, pipeline and forecast management, and incentive/comp plan design and execution that keep the sales engine running — across direct and channel, SMB through Strategic.

Own CS Ops end-to-end. Renewal and churn reporting and forecasting, data hygiene, health scoring, and renewal/expansion workflows that scale Customer Success and drive retention and expansion ARR.

Drive the data-driven narrative. Own reporting and analytics across the full funnel; turn complex data into clear, actionable recommendations for senior leaders.

Be a trusted business partner. Build deep business acumen across Sales and CS; influence VP-level stakeholders and align priorities across a matrixed org without direct authority.

Drive impact through AI. Unlock productivity gains for AEs, CSMs, and RevOps through AI-enabled tools and workflows; evolve our GTM engine toward agent-driven processes (e.g., prospecting); and support our GTM evolution to sell AI products, including the shift to consumption-based pricing.

Challenge the status quo. Identify where automation and AI can improve forecasting, productivity, and the customer lifecycle; pilot and scale new approaches.

Move fast, build for scale. Balance a bias to action with durable, repeatable processes that hold up as the business grows.

Own the GTM tooling strategy. Partner with Enterprise Applications on the systems roadmap (Salesforce, sales engagement/intelligence platforms, BI, comp tools); define requirements and priorities — without owning CRM administration.

Run core operating mechanisms: forecasting, pipeline/QBR cadence, planning, capacity, commissions governance, and Deal Desk.