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About the Role
The Associate Director, Sales Strategy is a strategic leader responsible for driving revenue growth in an FCC business unit through the development and execution of sales strategies, operating models, and business planning initiatives. This role acts as a trusted advisor to senior sales and business leaders, translating organizational objectives into actionable commercial strategies that improve sales effectiveness, productivity, and performance. Approximately 50% of the role is focused on leading, developing, and managing a team of sales strategy professionals, ensuring successful execution of strategic initiatives while building organizational capability. The Associate Director balances hands-on strategic leadership with people management, coaching, talent development, and cross-functional influence. Operating with a high degree of autonomy, this position leads complex initiatives, provides thought leadership on sales and revenue performance, and drives alignment across Sales, Revenue Operations, Finance, Marketing, Product, and Enablement.
Responsibilities
- Lead the development and execution of sales strategies aligned with FCC bookings, retention, and organic growth objectives.
- Partner with business unit Sales Leadership to define commercial priorities, territory strategies, account segmentation models, and go-to-market plans.
- Oversee annual and quarterly business planning — capacity modeling, territory and account assignments, quota allocation, pipeline strategy, and forecasting methodology.
- Own the business unit forecast process in Salesforce; drive the design and optimization of sales operating models to improve productivity, scalability, and revenue performance.
- Lead revenue performance reviews and QBR content and present strategic recommendations to senior leadership.
- Develop and manage sales performance frameworks, KPIs, dashboards, and business review processes that enable data-driven decision making.
- Identify risks, market trends, and growth opportunities — including cross-sell and service-to-sales across the FCC portfolio — and develop strategies to improve sales effectiveness and business outcomes.
- Lead strategic initiatives focused on sales capacity planning, organizational design, process optimization, and commercial transformation.
- Partner with Revenue Operations, Finance, Marketing, Product, and Enablement teams to ensure alignment on business priorities and execution.
- Champion adoption of Salesforce, analytics capabilities, AI/automation, and process improvements that enhance commercial effectiveness.
- Provide business intelligence and analytical insights to guide executive decision-making and long-term strategic planning.
- Support design and governance of sales compensation programs aligned with business objectives and performance outcomes.
- Lead, coach, and develop a team of managers and/or senior individual contributors within the Sales Strategy function.
- Establish team objectives, performance expectations, development plans, and succession strategies to build organizational capability.
- Create a high-performance culture focused on accountability, collaboration, innovation, and continuous improvement.
- Manage workforce planning, hiring, onboarding, performance management, and talent development for the team.
- Provide strategic direction and prioritization across multiple initiatives, aligned with business objectives and resource capacity.
- Mentor team members in strategic thinking, business analytics, stakeholder management, and executive communication.
- Foster strong cross-functional partnerships across sales, operations, finance, marketing, product, and enablement.
- Monitor team performance and operational effectiveness; remove barriers and enable delivery of strategic priorities.
- Support leadership development and organizational change management within the broader FCC revenue organization.
- Influence and guide senior stakeholders; serve as an escalation point for complex business issues and strategic decisions.
Requirements
- Bachelor's degree in Business, Finance, Economics, Analytics, or a related field; MBA or advanced degree preferred.
- 8+ years in Sales Operations, Revenue Operations, Business Analytics, Strategy, Finance, or a related analytical role.
- 3+ years of experience leading and developing high-performing teams.
- Demonstrated success partnering with senior Sales leadership to drive commercial strategy, revenue growth, and business transformation.
- Experience leading enterprise-wide strategic initiatives within a complex, matrixed organization.
- Strong executive presence with exceptional communication, influencing, and stakeholder management skills.
- Expertise in commercial strategy, go-to-market planning, forecasting, territory strategy, business analytics, and sales performance management.
- Experience building and leading high-performing teams while driving alignment across multiple business functions.
- Proficient in Salesforce and Power BI; experience with CRM analytics and sales planning platforms.
- Experience leveraging AI, automation, and emerging technologies to improve commercial execution and operational effectiveness is preferred.
- Preferred: experience in B2B information services, software, or financial/legal/regulatory compliance markets.
- Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Skills
- Salesforce
- Power BI
- CRM analytics
- Sales planning platforms
- AI
- Automation
- Commercial strategy
- Go-to-market planning
- Forecasting
- Territory strategy
- Business analytics
- Sales performance management
- Strategic thinking
- Business analytics
- Stakeholder management
- Executive communication
Location
- Onsite at a Wolters Kluwer office
Work Type
- Full-time
Experience Level
- Associate Director
- 8+ years
- 3+ years leading teams
Education Level
- Bachelor's degree in Business, Finance, Economics, Analytics, or a related field
- MBA or advanced degree preferred
Salary/Compensations
- $122,300.00 - $218,550.00 USD
- Eligible for Bonus
Benefits
- Medical, Dental, & Vision Plans
- 401(k)
- FSA/HSA
- Commuter Benefits
- Tuition Assistance Plan
- Vacation and Sick Time
- Paid Parental Leave
About the Company
- Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life.
Equal Opportunity
- To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.