Senior Director of Sales StrategyRole 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
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