Senior Director of Sales Strategy

Senior Director of Sales Strategy

Role Summary:

The Senior Director of Sales Strategy is a senior leadership role responsible for defining and driving the company's sales strategy to accelerate revenue growth, improve productivity, and enhance go-to-market effectiveness. This leader partners closely with executive stakeholders across Sales, Strategy, Finance, Marketing, and Operations to translate corporate objectives into scalable commercial strategies and execution frameworks.

Key Responsibilities:

1. Sales Strategy & Planning

• Lead development of annual and long-range sales strategies aligned to corporate growth objectives
• Define go-to-market approaches including segmentation, coverage models, territory design, and account strategy

2. Revenue Growth & Performance Optimization

• Drive initiatives to improve sales productivity, pipeline health, and conversion rates
• Identify revenue growth opportunities (e.g., whitespace, cross-sell, upsell, new markets)
• Monitor performance against key metrics and adjust strategies to ensure target attainment

3. Strategic Initiatives & Transformation

• Lead high-impact strategic programs (e.g., sales transformation, GTM redesign, digital selling, AI enablement)
• Partner with leadership on business cases, investment decisions, and ROI analysis
• Drive change management and ensure adoption across the sales organization

4. Cross-Functional Leadership

• Collaborate with Sales Leadership, Finance, Marketing, Pricing, and Customer Success teams
• Align sales strategy with marketing campaigns, demand generation, and product strategy
• Serve as a trusted advisor to senior executives and sales leaders

5. Analytics, Insights & Reporting

• Oversee development of dashboards and insights to guide decision-making
• Translate complex data into actionable recommendations for executive audiences
• Leverage advanced analytics to forecast performance and identify risks/opportunities

Qualifications & Experience:

Education

• A college degree is nice to have but not required. What's more important is having the skills to do the job. Other forms of acceptable experience include:

Experience

• 10-15+ years of experience in sales strategy, sales operations, management consulting, or commercial leadership
• Proven track record of shaping and executing sales strategies in complex, high-growth environments
• Experience working closely with senior executives and influencing business outcomes

Core Skills & Competencies:

Strategic & Analytical

• Deep expertise in sales strategy, GTM design, and revenue growth frameworks
• Strong financial acumen and business case development
• Advanced analytical and modeling skills

Leadership & Influence

• Executive presence with the ability to influence C-level stakeholders
• Strong cross-functional leadership and stakeholder management
• Ability to lead large-scale transformation initiatives

Operational Excellence

• Data-driven decision-making mindset
• Strong program and project management capabilities

Technical (Preferred)

• Experience with CRM platforms (e.g., Salesforce, Dynamics)
• Proficiency with analytics tools (Power BI, Tableau)
• Familiarity with sales enablement and revenue operations tools

Key Metrics for Success

• Revenue growth and attainment vs. targets
• Sales productivity (e.g., quota attainment, pipeline conversion)
• ROI of strategic initiatives and investments
• Effectiveness of coverage and territory models