Senior Director, Global Sales Strategy and Operations

Ironclad is the leading AI contracting platform that transforms agreements into assets. Contracts move faster, insights surface instantly, and agents push work forward, all with you in control. Whether you’re buying or selling, Ironclad unifies the entire process on one intelligent platform, providing leaders with the visibility they need to stay one step ahead. That’s why the world’s most transformative organizations, from Rivian to the World Health Organization and the Associated Press, trust Ironclad to accelerate their business.

• 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 recommendations for the CRO, CEO, and CFO.

• This role reports into the VP, Revenue Operations and Enablement. It leads a global sales operations team covering the Americas, EMEA, and APAC regions, along with strategy, planning, and sales programs. Structure and titles will flex based on the candidate and ongoing transitions.