Director, Sales Strategy – Planning

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

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Itential

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2014

💼 Consulting

🏥 Healthcare

📦 Logistics

💰 Convertible Note on 2022-02

Consulting • Healthcare • Logistics

Itential is a leading SaaS platform that focuses on hybrid cloud network automation and orchestration. The company provides products designed to simplify the management of hybrid networks and automate workflows across IT systems and infrastructure, offering solutions for network automation, orchestration, and infrastructure as a service. Itential's platform is utilized by various industries, including financial services, healthcare, public sector, and managed services, to streamline operations, enhance service delivery, and drive innovation through advanced automation processes.

📋 Description

• Run weekly forecast and pipeline reviews across North America and EMEA • Set agendas, prepare analysis, challenge assumptions, document decisions, and drive action items to closure • Maintain an independent, data-driven forecast alongside rep submissions and explain differences between the views • Monitor pipeline coverage for the current quarter and next two quarters • Build path-to-plan scenarios and analyze the impact of key deals slipping • Lead analytical preparation and follow-through for quarterly business reviews and sales leadership discussions • Prepare the CSO for executive and board conversations with performance narratives, numbers, risks, questions, and recommended actions • Build trusted relationships with sales representatives across North America and EMEA • Inspect opportunity quality, close plans, next steps, deal aging, and forecast categories with reps • Coach deal, pipeline, and forecast habits • Partner with channel sales and BDR leadership to inspect pipeline and identify coverage, handoff, conversion, and follow-through gaps • Collaborate across Sales, Channels, BDR, Marketing, Product, Finance, and Customer Success to resolve cross-functional pipeline and deal issues • Partner with Revenue Enablement to identify skill gaps and design focused programs, certifications, practice sessions, call reviews, and coaching • Participate in call reviews and provide actionable feedback on discovery, qualification, deal strategy, and next steps • Measure the impact of enablement programs on seller behavior, deal quality, conversion, ramp, and other outcomes • Partner with the CSO and Finance on annual and quarterly sales planning, capacity, hiring and ramp assumptions, coverage, territories, quotas, and pipeline requirements • Analyze pipeline creation, conversion, win rates, sales cycles, renewals, partner contribution, and productivity by region, segment, product, and seller group • Lead win/loss and competitive analysis with Product and Marketing • Evaluate quota and compensation structures, discounting, pricing exceptions, and deal desk trends • Build scenarios and recommendations with Finance and the CSO • Turn approved decisions into implementation requirements for Sales Operations, RevOps, Finance, Marketing, and Revenue Enablement • Validate business data using Salesforce reports, sales data, call intelligence, and planning models • Identify misleading metrics or workflows across stages, forecast categories, territories, quotas, compensation, and sales processes • Develop practical AI applications for account preparation, call review, coaching, deal inspection, forecasting, and sales planning • Test AI practices and incorporate successful approaches into the sales rhythm • Partner with the Sales & GTM Operations Manager on data definitions, dashboards, CRM improvements, and seller workflows

🎯 Requirements

• Seven or more years of experience in Sales Strategy, Sales Planning, Sales Operations, Revenue Operations, or a related analytical role in B2B technology • Substantial hands-on Sales Operations experience, including forecast management, pipeline inspection, Salesforce reporting, territory or quota planning, and sales process design • Experience supporting enterprise sales teams across multiple regions and working with direct sales, BDR, and partner or channel motions • Experience coaching sellers or sales leaders through deal reviews, call reviews, pipeline inspection, or structured enablement programs • Strong modeling skills and the ability to build an independent forecast, capacity plan, and scenario analysis • Experience with SQL or business intelligence tools is valuable • Practical familiarity with AI tools and the judgment to apply them to sales work in ways that improve quality and productivity • Ability to turn complex analysis into a concise point of view and recommendation for executive audiences • Credibility to challenge senior leaders, work directly with reps, and earn trust without formal reporting authority • Ability to use Salesforce, call intelligence tools, BI and reporting tools, Excel/Google Sheets, Claude, and other AI and GTM tools • Ability to work standard business hours with flexibility across North America and EMEA time zones • Ability to travel occasionally, up to 15% • Ability to meet the stated physical requirements, including constant sitting, close vision, hearing, communication, and manual dexterity

🏖️ Benefits

• Occasional travel (up to 15%) for sales kickoffs, QBRs, and time with sales teams in North America and EMEA • Standard business hours with flexibility to support forecast cycles, quarter-end, board preparation, and teams across North America and EMEA time zones • Reasonable accommodations throughout the application, interview, and employment process • Equal opportunity employment • Employment at will

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