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About the Role

Seeking a strategic and hands-on Senior Director, Global Sales Strategy & Operations to drive performance across the global sales organization. This leader will own the operating system for global sales, partnering with Sales leadership to improve productivity, conversion, forecasting discipline, coverage design, execution rigor, and drive consistent revenue performance. The role requires a leader who can operate at both strategic and tactical levels, shaping global sales strategy, leading annual planning, driving cross-functional alignment, and building the operational infrastructure needed to scale a high-performing sales organization.

Responsibilities

Serve as the strategic and operational partner to global and regional Sales leaders across theaters and segments, driving performance management, execution rigor, and revenue growth.
Lead the evolution of the global sales model as the company scales from to $1B+ in revenue, including global expansion, establishing new motions, and driving a GTM transformation in alignment with new usage-based pricing models.
Own global sales planning, including segmentation, coverage models, capacity planning, territory design, quota planning, resource allocation, and annual planning alignment with company revenue goals.
Establish and run the global sales operating rhythm, including forecast reviews, pipeline inspections, QBRs, business reviews, performance scorecards, executive reporting, and front-line manager inspection frameworks.
Operate the analytics and insights engine to identify risks, productivity gaps, conversion opportunities, rep performance trends, and growth levers across regions and segments.
Partner with Marketing, SDR, Customer Success, Product, Finance, Enablement, Systems, and Deal Desk to drive cross-functional GTM execution, multi-product sales motions, and priority revenue initiatives.
Lead the adoption of AI as a force multiplier across Sales Strategy & Operations and the global sales organization, embedding AI into planning, seller workflows, manager inspection, forecasting, account prioritization, pipeline generation, and productivity initiatives to improve execution quality and scale.

Requirements

8+ years of experience in Sales Strategy, Sales Operations, or Revenue Operations, including at least 3+ years in a Sales Ops/Strategy leadership role at a B2B SaaS company, with direct ownership of territory design, capacity planning, quota setting, and annual sales planning.
Demonstrated experience owning a global or multi-theater sales operating cadence (forecasting, pipeline inspection, QBRs, executive reporting) for an organization of meaningful scale (e.g., $100M+ in revenue or 100+ quota-carrying reps).
Experience supporting a company through a major GTM model transition — new market/theater expansion, new product motion launch, or a pricing model shift (e.g., subscription to usage-based/consumption) — not just steady-state operations.
Proven track record partnering directly with senior Sales leadership (VP/SVP/CRO level) as a trusted strategic advisor, with the executive presence to influence global and regional sales leaders rather than just execute on their behalf.
Hands-on experience applying data/analytics (and ideally AI-enabled tools) to sales performance management — pipeline/conversion analysis, rep productivity insights, forecasting models — with fluency in Salesforce and modern GTM systems.

Skills

Sales Strategy
Sales Operations
Revenue Operations
Sales Ops/Strategy leadership
B2B SaaS
Territory design
Capacity planning
Quota setting
Annual sales planning
Global sales operating cadence
Forecasting
Pipeline inspection
QBRs
Executive reporting
GTM model transition
Data/analytics
AI-enabled tools
Sales performance management
Pipeline/conversion analysis
Rep productivity insights
Forecasting models
Salesforce
Modern GTM systems
AI adoption
API connectivity technologies
AI connectivity technologies

Experience Level

Senior Director
8+ years of experience
3+ years in a leadership role

About the Company

Kong Inc., a leading developer of API and AI connectivity technologies, is building the infrastructure that powers the agentic era.
Trusted by the Fortune 500 and startups alike, Kong's unified API and AI platform, Kong Konnect, enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI models.
For more information, visit www.konghq.com.