About this role
The Role
We are seeking a Head of Global Sales Strategy, Planning & Operations to serve as the strategic backbone of our global sales organization. This leader will own the design and execution of go-to-market strategy, sales planning, and day-to-day sales operations — including leadership of our Sales Acceleration function — for a business built on a consumption-based revenue model. The ideal candidate combines analytical rigor with operational excellence and the cross-functional influence to align Sales, Finance, Product, and HR around a shared growth strategy.
What You'll Do
Strategy & Planning
• Own the annual and ongoing global sales strategy, planning, and forecasting cycle, tailored to a consumption-based revenue model
• Lead territory design, segmentation, and account coverage models to maximize market penetration and rep productivity
• Partner with Finance on revenue modeling, capacity planning, and long-range forecasting tied to consumption trends
Sales Acceleration
• Build and run a global Sales Acceleration function to drive pipeline velocity, deal execution, and rep ramp/productivity
• Own Sales Acceleration's role in bringing new products to market at scale — partnering with the broader GTM organization to build repeatable launch playbooks, enablement, and readiness programs that get reps productive on new offerings quickly
• Design scalable frameworks for new product introduction (NPI) that can flex across regions, segments, and rep populations without re-inventing process per launch
• Identify and remove friction in the sales cycle through tooling, process redesign, and enablement programs
• Establish metrics and feedback loops to continuously improve acceleration program ROI, including time-to-productivity for new product launches
Compensation & Quota
• Design and administer global sales compensation plans and incentive structures aligned to consumption-based growth metrics
• Own quota setting methodology, ensuring quotas are fair, achievable, and aligned to business targets, including incorporating new product contributions
• Partner with HR and Finance on compensation governance, approvals, and plan changes
Operations & Systems
• Lead global sales operations, including CRM/tooling strategy, data integrity, reporting, and process standardization
• Build scalable operating rhythms (QBRs, forecast calls, pipeline reviews) across global regions
• Drive modeling and analytics that give leadership real-time visibility into pipeline health, consumption trends, new product adoption, and revenue risk
Cross-Functional Leadership
• Serve as the primary sales-side partner to Finance, Product, and HR on planning, resourcing, and compensation matters
• Represent Sales in the GTM organization shaping product strategy, pricing, packaging, and launch timing for new products in a consumption model
• Build and lead a high-performing global team, managing resources across multiple regions/time zones
What Yo