Director, Sales Strategy and Operations – Global Expansion

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $170k - $230k / year

⏰ Full Time

🔴 Lead

⚙️ Operations

👻 Ghost score 1%

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Hotel Engine

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2018

🏨 Hospitality

📦 Logistics

🛍️ eCommerce

💰 $65M Series B on 2021-12

Hospitality • Logistics • eCommerce

Hotel Engine is a powerful platform that simplifies business travel by allowing companies to easily book, manage, and save on travel needs. The platform offers access to over 750,000 hotels globally, enabling seamless reservations for various group sizes, from small teams to large corporate events. With features like centralized reporting, flexible payment options, and dedicated support, Hotel Engine aims to streamline the travel experience for both organizations and individual travelers, ensuring significant savings in time and money.

📋 Description

• Serve as the day-to-day thought partner to the VP of Global Expansion • Own how the expansion organization plans and executes • Influence strategic direction and drive execution across a complex, multi-motion expansion organization • Identify and remove productivity bottlenecks • Decide where AI belongs in the expansion motion and drive measurable productivity gains • Analyze data and build analyses used by leadership • Hire and lead a team of two to four analysts and operations partners over the next 12 to 18 months • Own segmentation, account scoring, book of business design, and rules of engagement • Partner with GTM Finance on capacity modeling, quotas, and headcount planning • Define business metrics and instrumentation, including NDR, GRR, product attach, and Engine X GMV • Build and run annual planning, weekly pipeline and risk reviews, monthly business reviews, and renewal forecasting • Standardize handoffs, opportunity types, stages, exit criteria, and rules of engagement • Translate strategy into field training, playbooks, and tools with Revenue Enablement • Partner with GTM Finance on compensation design and visibility • Set the AI strategy and lead rollout across risk scoring, customer health, data auditing, compensation visibility, and rep-facing insights • Partner with GTM Systems on tools, AI, and insights adoption • Develop and test hypotheses on segmentation, coverage, and productivity and translate results into decisions

🎯 Requirements

• 8+ years in sales/expansion strategy and operations or revenue operations • Substantial experience in a high-growth B2B SaaS, fintech, or marketplace business • Track record as the primary strategic and operational partner to a VP or C-level revenue leader • Clear point of view on AI and automation in a modern expansion motion, with evidence of shipping it at scale • Deep knowledge of post-sale mechanics, including NDR, GRR math, book of business design, renewal forecasting, and compensation plan design • Strong analytical skills and ability to build models independently • Ability to influence senior leaders without direct authority • Education is optional

🏖️ Benefits

• Competitive base pay tied to role and experience • Bonuses • Commissions • Equity • Benefits package (full list referenced at engine.com/culture) • Hybrid-hub model with office-based or fully remote work environments • Equipment and resources needed to succeed in the role