Director, Sales Strategy and Operations - Travel & Spend

Responsibilities

• Strategy and Planning
• Own segmentation strategy: ICP, account scoring, and territory design.
• Partner with GTM Finance on capacity modeling, goal setting, and multi-year headcount planning.
• Define the metrics, instrumentation, and executive-ready analysis leadership uses to steer the business.
• Build and run the sales operating cadence: annual planning, forecasting, pipeline reviews, and QBRs.
• Sales Process
• Design and enforce the end-to-end sales process, and the standards for how the team sells, forecasts, and reports.
• Partner with Revenue Enablement to translate strategy into training, playbooks, and tools the field will use.
• AI, Systems, and Insights
• Set the AI strategy for the sales motion and lead the rollout across prospecting, forecasting, deal execution, and coaching.

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