VP of Sales & Services Operations

11 - 15 years experience  •  Internet Services

Salary depends on experience
Posted on 12/08/17
San Francisco, CA
11 - 15 years experience
Internet Services
Salary depends on experience
Posted on 12/08/17


Reporting to the SVP of Sales, as the Vice President, Sales and Services Operations you will oversee all aspects of sales operations and sales strategy at Fastly, including compensation planning; capacity modeling; quota setting; and field enablement for all geographies.This role will provide direct counsel to the SVP and Sales Leaders to drive sales rep performance, develop accurate forecasting & pipeline measures, and build strong relationships across sales leadership and related business partners to influence decision making.


  • Acts as Chief of Staff for SVP, Sales overseeing Sales and Client Services Planning, Operations, and Enablement
  • Acts as Critical Issues/Escalation Manager for the SVP, Sales
  • Manages Territory and Quota assignment process including categorization and sizing of accounts
  • Allocates headcount based on territory demand and market sizing data
  • Designs and writes the Variable Compensation Plan for quota bearing sales reps, sales engineers, sales leadership, and sales development reps
  • Manages the Commission Appeal Process; acts as first line of adjudication for appeals
  • Partners with Finance and Legal to develop processes to streamline the back-office sales flow
  • Partners with Finance to analyze rep effectiveness
  • Partners with Product, Marketing, Finance and Legal to create and administer Limited Availability Program for new product sets
  • Partners with key stakeholders to assist in the development of Go-To-Market strategies
  • Works with SVP, Sales to create Board and Executive level presentations about current and future state of the Sales and Client Services Organization
  • Partners with Enterprise Systems to scope and improve Sales focused tools
  • Provides strategic sales and deal shaping support to sales on a deal basis
  • Partner with senior sales leadership to identify opportunities for sales process and methodology improvement.
  • Design new sales coverage models, compensation plans, and incentive structures and operationalize them while balancing growth and ROI.
  • Refine the sales management processes, including key performance indicators and dashboards, pipeline management, and account and territory planning.
  • Leads , manages and develops the Sales Operations team to deliver effective and accurate sales data and customized sales development programs
  • Proactively identify opportunities to improve the processes, communication and management of sales performance to promote the scale and growth of the sales organization


  • 10+ years of experience in a Leadership role for Sales Ops
  • 5+ years management experience
  • Bachelor’s degree required: advanced degree preferred
  • Experience in developing and administering Sales Compensation plans
  • Extremely strong writing and analytical skills
  • Experience in some or all of the following areas: Sales operations; territory design and coverage models; sales process design; sales compensation planning; sales force automation (SFA) implementation and management; forecast/pipeline management; sales intelligence; data science, and data analysis.
  • Customer-facing skills (strong presenter, comfortable with executive-level audience, able to identify issues/needs through effective questioning)
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