Revenue Intelligence Operations Director, Sales

Overview

Senior individual contributor role leading the operational engine behind AMER sales performance, covering forecasting, the operating cadence, the annual planning cycle, and territory and quota design. Leads through influence in a matrixed organization.

What you'll do

• Own the AMER operating calendar, including weekly forecast calls, pipeline inspection, performance reviews, QBRs and ad-hoc leadership meetings, and act as first point of contact for AMER sales leadership on operational issues.
• Shape the agenda and direct the analysis these forums depend on, and convert outcomes into tracked actions with owners and dates.
• Lead the AMER forecast process end to end, including cadence, roll-up logic and snapshot discipline, against the accuracy definition the region is measured on.
• Set the standard for commit criteria, stage definitions and pipeline hygiene, enforce those standards, diagnose forecast error to root cause, and close recurring gaps.
• Partner with Finance on the link between the sales and financial forecast, including reconciliation, variance explanation, and authoring the forecast narrative for AMER and global leadership.
• Lead the AMER Annual Operating Plan process for sales, including sequencing, inputs, dependencies, leadership decisions, segmentation, territory design, account distribution, quota setting, and coverage and capacity modeling.
• Shape go-to-market structure and headcount scenarios, influence Sales Compensation on plan design, and direct in-year changes including territory moves, coverage gaps and reorganizations.
• Set priorities and sequence work across the Sales Operations professionals supporting AMER, maintaining standards for analytical rigor, data integrity and quality of recommendations.
• Mentor experienced operations professionals, represent AMER in global Sales Operations forums, and bring global standards into the region.
• Diagnose process, tooling and data challenges, pioneer the use of AI and automation, retire ineffective processes, and drive adoption of approved changes with Corporate IT and global Sales Operations.

What you'll need

• Bachelor's degree or equivalent experience.
• 10+ years in sales operations, revenue operations or commercial strategy at a technology company (ideally SaaS), or in strategy or technology consulting.
• Direct ownership of a regional or global sales forecast process, including forecast accuracy improvement.
• Direct ownership of an annual sales planning cycle, including segmentation, territory design, quota setting and capacity modeling.
• Proven ability to drive complex, cross-functional programs through influence rather than direct authority.
• Strong analytical rigor, including the ability to structure ambiguous problems, generate insight from quantitative analysis, identify data issues, and defend recommendations under challenge.
• Credibility with senior sales leaders and highly effective written, verbal and presentation skills.
• Experience with Salesforce and the surrounding commercial technology stack.
• Fluent in English.
• Willingness to travel occasionally, both domestically and internationally, and work across time zones.

Nice to have

• Advanced degree in Economics, Mathematics or Business Administration.
• Experience with AI-enabled productivity and automation tooling.
• Experience building or improving forecast governance, pipeline hygiene and sales operating cadences.
• Experience partnering across Finance, Sales Compensation, Marketing, Revenue Operations and Technology organizations.
• Experience leading organizational change, territory realignments or sales force transformations.
• Experience operating within complex global, matrixed organizations.

Details

• Remote, United States.
• Team is based on the east coast or willing to work Eastern hours to align with the team.
• Occasional domestic and international travel; works across time zones.