Req ID: 396732
We are currently seeking a Sales Operations Senior Director to join our team in Plano, Texas (US-TX), United States (US).
TEMP - Sr. Director, NA Sales Ops - Bookings
Position Overview
The temporary Sr. Director, NA Sales Ops - Bookings will lead the design, alignment, documentation, and socialization of the annual bookings targeting process across North America business units. This role will partner closely with the Sr. Director North America Sales Operations, FP&A, Global Sales Strategy & Insights, and senior business and finance leadership to determine appropriate FY27 bookings targets that are communicated across the organization.
The primary objective is to establish, validate, align, and communicate annual bookings targets across North America business units & Global Practices, encompassing Annual Contract Value (ACV), Total Contract Value (TCV), ACV Gross Profit (ACV GP), and TCV Gross Profit (TCV GP) - along with other measures.
Operating as a cross-functional leader, this individual will facilitate stakeholder alignment, clarify roles and responsibilities, establish process governance, and ensure the resulting methodology is fully documented and understood by business unit, sales, practice, and finance leadership.
This is a time-bound assignment focused on delivering the FY27 annual bookings targets.
Key Responsibilities
1. Annual Bookings Targeting Process
• Partner with the Sr. Director North America Sales Operations to define the methodology, key inputs, assumptions, calculation logic, validation steps, decision points, and approval requirements for ACV, TCV, ACV GP, and TCV GP targets.
• Identify opportunities to improve consistency, transparency, financial alignment, and accountability across participating business units.
2. Cross-Functional Coordination and Alignment
• Collaborate with FP&A analysts to align bookings targets with financial plans, gross profit expectations, planning assumptions, and relevant financial models.
• Work with the Global Sales Strategy & Insights team to review methodology, explain variances, and incorporate their feedback - in balance with that of the North America business.
• Partner with North America Sales Operations leadership to ensure the process supports regional business objectives and is practical to execute.
3. Executive Stakeholder Socialization and Change Enablement
• Drive the socialization of the proposed targeting methodology and process with North America business unit leadership, sales leadership, practice leadership, and local CFOs.
• Facilitate stakeholder discussions to communicate the methodology, assumptions, governance model, timelines, and expected deliverables.
• Gather feedback, address questions and concerns, and drive alignment on targets and financial assumptions.
• Build consensus across business and finance stakeholders while escalating material disagreements, unresolved assumptions, and decisions requiring executive direction.
• Document key decisions, agreed-upon assumptions, exceptions, and outstanding issues to ensure transparency and continuity.
• Deliver a practical, maintainable solution that can be owned and executed by North America Sales Operations following completion of the assignment.
• Conduct a formal handover to the Sr. Director North America Sales Operations and designated stakeholders, including a review of documentation, calculations, proof of stakeholder alignment, and recommended next steps.
Required Qualifications and Experience
• 10 + years of significant experience in Sales Operations, and financial planning
• 10 + years with a strong understanding of enterprise sales planning, bookings targets, revenue-related metrics, and financial planning processes.
• Experience partnering with FP&A and finance leadership to align business objectives, financial assumptions, and performance targets.
• Demonstrated ability to lead structured stakeholder discussions, resolve competing perspectives, and drive alignment on complex business decisions.
• Ability to operate effectively in a matrixed organization and translate complex methodologies into clear, actionable processes.
