Director, Sales Operations (Planning)

Skip to main contentThis website uses cookies to improve your web experience. By using the site, you agree to the use of cookies. Privacy PolicyDeclineAccept CookiesEnglishSign InDirector, Sales Operations (Planning) page is loadedDirector, Sales Operations (Planning)Applyremote typeFully FlexiblelocationsRemote, Texas, United States of Americatime typeFull timeposted onPosted 21 Days Agojob requisition idR32802Job DescriptionAbout the Role:We are seeking a Director of Sales Operations, Planning to lead two critical pillars of our go-to-market organization: Territory Planning Operations and Quota Strategy & Operations. This individual will be instrumental in operationalizing GTM strategy, optimizing performance, and driving alignment across Sales, Marketing, Customer Success, and Finance.The primary focus of this role is to serve as the planning bridge between Field Sales Operations and Worldwide Sales Planning teams — ensuring planning decisions are executed accurately, escalations are resolved efficiently, and field needs are represented in worldwide processes.You’ll partner with senior leaders to design and execute scalable, data-driven operating models while ensuring excellence in territory and quota planning, execution, and governance. This role requires both a strategic mindset and strong executional horsepower.Key Responsibilities:Territory Planning OperationsAs a leader in Territory Planning, you will drive operational rhythm, performance optimization, and cross-functional alignment across the GTM org.Co-lead annual GTM planning, including headcount strategy, capacity modeling, segmentation, territory design, and budget alignment.Lead large-scale strategic initiatives, such as:Territory realignmentMarket expansionGTM process redesignPartner with Sales Directors, Business Operations Leaders, and worldwide teams to drive planning accuracy and operational excellenceDrive alignment across Sales, Marketing, CS, Product, and Finance to ensure cohesive execution.Act as a program owner for key cross-functional initiatives with clear milestones, owners, and outcomes.Own the documentation and communication of standard operating procedures across teams.Identify and eliminate operational bottlenecks; proactively propose scalable solutionsOwn territory management and sales hierarchy changesDeliver sales planning insights through operational metrics, reporting, and data quality management to support the rapid growth strategy Quota Strategy & OperationsEstablish a global quota allocation strategy and drive alignment with regional operationsPartner with Sales Operations to design quota structures that reflect territory potential, historical performance, and growth expectationsEnsure quota methodologies are consistent, transparent, and defensible to field leadershipPartner with Sales Operations and Leadership teams to capture feedbackSynthesize planning outputs into executive-ready communications for CCRO and senior leadership reviewsMaintain documentation of planning assumptions, model inputs, and decision rationale to support auditability and year-over-year learningContinuously improve planning tools, templates, and processes to reduce cycle time and increase output qualityServe as subject-matter expert on territory planning, dispute resolution, and change management.Leadership & CollaborationServe as a thought partner and trusted advisor to GTM leaders.Lead a small team or project-based workstreamsCreate a culture of accountability, data-driven decision making, and operational excellence.Qualifications:8–12+ years of experience in Sales/GTM Operations, Business Operations, Sales Strategy, or Revenue Operations.Deep expertise in Territory Modeling and Quota Setting Methodologies.Demonstrated experience owning or co-leading an annual GTM planning cycle including target-setting, segmentation, and coverage designExceptional analytical skills; comfortable working with financial models, BI tools, and large datasets.Strong financial...