Sales Strategy & Operations, Enterprise

The shape of it

In the posting’s own words

We're seeking a Sales Operations Lead to function as the operating partner to our Majors and Verticals sales organization in the US. You'll align directly to our sales leaders and their account executives, owning the strategy, programs, and operating cadences that make the segment successful— from territory design and sales plays to forecasting, quarterly business reviews, and pipeline inspection. You'll partner closely with Sales Leadership, Sales Development, Finance, and GTM Systems to sharpen our segment and vertical strategy, optimize the seller experience, and drive measurable revenue growth across our Majors motions.

What it asks for · 6

• 8+ years in Sales Strategy & Operations, Revenue Operations, or GTM Strategy at a high-growth technology company, with experience directly supporting enterprise or majors sales teams
• Track record as a high-impact IC— either broad, hands-on ownership at a scaling startup or an explicit enterprise or majors focus at a larger company
• Proven ability to run operating cadences for senior sales leaders and turn them into decisions: you know what a good QBR, forecast call, and pipeline review look like and how to instrument them
• Experience with territory design, account planning, capacity modeling, and target setting in partnership with Finance and Sales Leadership
• Salesforce expertise (reporting, dashboards) and strong analytical skills in Excel/Google Sheets and BI platforms, with SQL preferred; able to turn complex data into clear recommendations for executive and front-line audiences
• Ownership mindset— accountable, resourceful, able to turn ambiguity into action, and effective at building alignment with senior stakeholders across Sales, Finance, and Systems

Also a plus

• Have worked in a consumption or usage-based business, or at a developer tools, infrastructure, or cloud platform company with both PLG and enterprise sales motions
• Have built or run vertical or industry-specific sales plays at an enterprise software company
• Have a point of view on how AI and automation can transform sales operations— and have shipped something that demonstrates it

What the job covers

• Serve as the strategic and operational partner to Majors Sales Leadership— owning the segment's operating rhythm and using pipeline, win/loss, deal velocity, and retention analysis to advise on where and how to grow the business
• Run core operating cadences, including weekly pipeline plan reviews, forecast calls, and monthly and quarterly business reviews— defining the metrics the team manages to, driving forecast rigor and pipeline health in our forecasting platform and Salesforce, surfacing renewal risk and upside early, and holding the team accountable on follow-through
• Own territory and account planning for the segment: build the thesis behind each book (vertical, regional, or play-aligned), run carves and account transitions, manage rules of engagement between teams, and partner with Finance and Sales Leadership on capacity modeling, target setting, and annual planning
• Design and operationalize sales plays and growth programs: sizing the addressable market, defining the motion, equipping the field with insights, and measuring what works
• Partner with Sales Development on account prioritization, outbound programs, and crediting processes that accelerate Majors pipeline
• Collaborate with GTM Systems, Engineering and Data to ship scalable tooling, automation, and AI-driven workflows (e.g. account prioritization agents, automated carves, deal and call insights) that remove manual work from sellers and leaders
• Lead enablement and change management for new processes, operating changes, and planning rollouts affecting the Majors teams— and own the operational onboarding of new reps and leaders, from book assignment and tooling to how we run the business

Tools and skills named

Words the posting leans on

• sales19×
• majors7×
• pipeline7×
• account6×
• business6×
• operating6×
• reviews6×
• run6×
• strategy6×
• enterprise5×
• operations5×
• partner5×
• vertical5×
• data4×
• finance4×
• gtm4×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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