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About the Role

This is a high-impact leadership role at the heart of our Go-To-Market engine, responsible for building the structure, discipline, and deal governance that turns pipeline into predictable revenue at scale. It is a standout opportunity for a commercially sharp operator who can influence at the top table and drive execution across a complex, global sales organisation.

Responsibilities

• Own the global Sales Operations function, including sales planning, forecasting, pipeline management, territory and coverage design, and CRM discipline.
• Define and enforce standards for pipeline hygiene, forecast methodology, and sales operating metrics across all regions.
• Lead annual and quarterly planning cycles in partnership with Sales leadership and Finance, translating strategy into executable field plans.
• Deliver executive-ready visibility into performance, risks, and opportunities with clear narratives that drive decision-making.
• Own the global bid/no-bid and deal governance framework end-to-end.
• Lead structured deal review forums for complex, non-standard, or high-value opportunities, ensuring alignment across Sales, Finance, and Legal.
• Establish and maintain approval thresholds, escalation paths, and decision rights for pricing, discounting, commercial terms, and exceptions.
• Hold the balance between commercial rigor and sales agility, protecting EBITDAC without slowing momentum.
• Own the core operating rhythm, including pipeline reviews, forecast calls, QBRs, and executive deal reviews.
• Act as a thought partner to Sales leadership, diagnosing execution gaps, improving forecast accuracy, and building consistency across regions.
• Proactively bring risks and corrective actions to the CRO before they become problems.
• Oversee the design, governance, and execution of sales incentive structures in partnership with Finance and HR.
• Ensure incentive plans are strategy-aligned, operationally sound, and driving the right field behaviors.
• Monitor sales productivity trends to inform adjustments to targets, coverage models, and operating structures.
• Serve as the primary operational bridge between Sales and Finance, Legal, and RevOps on matters related to sales execution and deal decisioning.
• Build strong collaborative relationships across functions, ensuring alignment and shared accountability for commercial outcomes.
• Represent Sales Operations and Bid Management in executive forums with authority and credibility.
• Lead and develop a global Sales Operations and Bid Management team across regions.
• Set clear priorities, accountabilities, and outcomes, fostering a culture of execution, rigor, and genuine partnership with the business.
• Actively build bench strength and succession capability within the function.

Requirements

• 15+ years in Sales Operations, Commercial Operations, or Deal Management in complex enterprise SaaS environments.
• Proven track record at senior leadership level, partnering closely with CROs and senior Sales leaders to drive execution.
• Deep fluency in enterprise sales motions, forecasting discipline, deal economics, and cross-functional commercial governance.
• Strong executive presence and sound commercial judgment.
• Able to influence senior stakeholders through data, structure, and credibility.

Skills

• Sales Operations
• Commercial Operations
• Deal Management
• Sales Planning
• Forecasting
• Pipeline Management
• Territory and Coverage Design
• CRM Discipline
• Bid Management
• Deal Governance
• Incentive Design
• Performance Management
• Cross-Functional Leadership
• Executive Presence
• Commercial Judgment
• Data Analysis
• Strategic Planning
• Operational Execution

Experience Level

• Senior leadership level
• 15+ years

About the Company

• Our ideal candidate is a senior commercial leader within the Go-To-Market organization, responsible for building and running the execution infrastructure that converts pipeline into predictable, scalable revenue.