Sales Operations and Strategy Director

6 hours ago

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Kentik

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Cybersecurity • SaaS

Kentik is a network observability company that provides a comprehensive platform for optimizing cloud costs, performance, and security. Their solutions enable users to visualize all cloud and network traffic, monitor network performance, troubleshoot issues quickly, and ensure secure cloud migrations. Kentik helps organizations reduce cloud spend and mitigate DDoS attacks, while offering tools for network AI and hybrid cloud observability. The platform seamlessly integrates with existing tools, making it an essential resource for any team managing large networks.

201 - 500 employees

🔒 Cybersecurity

☁️ SaaS

📋 Description

• Lead Global Sales Operations: Manage all aspects of sales operations, including territory planning and optimization, sales compensation design and management, sales process improvement, and operational governance • Executive Communication: Deliver clear, data-driven narratives and performance insights to senior leadership. Manage preparation of executive reports, QBRs, and Board presentations that help inform decision-making and business alignment • Forecasting & Pipeline Management: Influence forecast accuracy and pipeline integrity through standardized processes, metrics, and methodologies. Establish clear KPIs and reporting cadence to support executive visibility and accountability • Sales Design & Planning: Own sales organization design, segmentation, capacity planning, and coverage models to ensure balanced territories, effective resource allocation, and alignment with growth objectives • Strategic Partnership: Partner with Sales, Solutions Engineering, Marketing, and Finance leadership to develop and operationalize strategies that enable the sales organization to scale effectively and achieve performance goals • Performance Management & Insights: Deliver proactive reporting, dashboarding, and analysis of sales performance, including pipeline health, territory effectiveness, capacity utilization, and coverage optimization • Operational Excellence: Establish governance frameworks, standardize workflows, and maintain data integrity to enhance efficiency and scalability across the global sales organization

🎯 Requirements

• 8+ years of experience in Sales or Revenue Operations, with end-to-end ownership of forecasting, planning, and compensation across global or multi-segment sales organizations • 4+ years in a B2B SaaS growth environment, supporting scaling GTM teams through data-focused processes and strategic planning • Deep understanding of B2B SaaS metrics, sales compensation strategy, pipeline management, and capacity and coverage modeling • Hands-on expertise with the Sales Ops tech stack — Salesforce (required), CPQ, Gong, and BI platforms (Sigma, Tableau, Looker, or Power BI) • Proven ability to analyze complex data and deliver actionable insights on territory performance, productivity, and revenue optimization • Strong analytical and financial modeling skills; highly proficient in Excel with experience building scalable forecasting or capacity models • Exceptional communication and executive presence, with the ability to influence and align Sales, Solutions Engineering, Marketing, Finance, and other GTM leaders • Strategic thinker with strong operational discipline; adept at balancing long-term process transformation with daily execution

🏖️ Benefits

• 100% of premiums are paid by company for health, vision and dental coverage for you and your dependents • Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family • Paid family & medical leave • Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays • 401(k) retirement account • Home office reimbursement • Stock options