Director, Sales Operations - Territory Design

Territory Strategy & Annual Planning Own the end-to-end Americas territory design process: develop the principles, frameworks, and governance approach that structure how sellers are aligned to accounts across the region Lead the annual territory planning cycle from kickoff through approval—managing timelines, tooling, OU-level engagement, and submission workflows across all American business units and divisions Partner with business unit teams and field leadership to model year-over-year changes in coverage, incorporating shifts in strategy, headcount, account segmentation, and market structure Engage worldwide strategy and governance teams to translate global policy into Americas-level design decisions; represent Americas interests in WW discussions on business rules and coverage standards Drive leadership alignment on territory principles, account categorization, and coverage model decisions at the division and executive levels Build and deliver leadership-facing reporting, insights, and executive-ready materials throughout the fiscal year—from planning kick-off through post-rollover Manage in-year territory changes, exceptions, and escalations with consistency and sound judgment—balancing business unit flexibility with worldwide governance requirements Coordinate with engineering and planning teams on territory system readiness, rollover timelines, and field visibility communications Ensure audit readiness and risk mitigation across territory decisions, maintaining documentation of governance decisions and exception rationale Engage deeply across a broad stakeholder ecosystem: business unit Chiefs of Staff, field leaders and managers, resource management, quota, finance, HR, and worldwide strategy teams Lead change management and communications by translating complex sales operations concepts into clear frameworks, decision criteria, and actionable guidance for diverse audiences—from individual sellers to regional leadership Build and maintain trusted working relationships across the Americas, acting as the authoritative voice on territory design principles, governance, and process Represent the territory design function in cross-functional forums, executive reviews, and planning processes Process Modernization & Scale Build repeatable, high-quality frameworks that reduce planning cycle time, improve account data integrity, and enable faster, more consistent coverage decisions across the Americas Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 10+ years experience in sales operations, business operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field OR equivalent experience. 12+ years of experience in sales operations, business operations, strategy, management consulting, or a related field Demonstrated experience leading large-scale, cross-functional planning or operational programs in complex, matrixed organizations Proficient analytical and structured problem-solving skills; ability to frame ambiguous problems, synthesize competing inputs, and drive decisions with clarity Reliable stakeholder management skills—comfortable influencing without authority, navigating competing priorities, and presenting recommendations to senior leaders Experience building operational frameworks, processes, or systems from the ground up in dynamic environments Effective written and verbal communication skills; ability to develop executive-level materials, narratives, and leadership updates Ability to manage multiple high-priority workstreams simultaneously and deliver results under deadline pressure Experience in sales coverage design, account segmentation, territory planning, or go-to-market strategy Familiarity with large enterprise B2B sales organizations and how field sales operations function at...