Senior Director, Sales Strategy & Operations

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If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.

We are seeking a strategic and hands-on Senior Director, Global Sales Strategy & Operations to drive performance across our global sales organization - across all theaters and key segments. This leader will own the operating system for the global sales organization, partnering closely with Sales leadership to improve productivity, conversion, forecasting discipline, coverage design, execution rigor, and drive consistent revenue performance.

This role requires a leader who can operate at both strategic and tactical levels: shaping global sales strategy, leading annual planning, driving cross-functional alignment, and building the operational infrastructure needed to scale a high-performing sales organization. The ideal candidate combines strong business judgment, analytical depth, operational excellence, and the ability to influence senior sales and GTM leaders globally.

Key Responsibilities:

• Business Partner to Global Sales Leadership
  Serve as the strategic and operational partner to global and regional Sales leaders across theaters and segments, driving performance management, execution rigor, and revenue growth.

• GTM Design & Model Transformation
  Lead the evolution of the global sales model as the company scales from to $1B+ in revenue. This will include global expansion, establishing new motions (esp new product) and driving a GTM transformation in alignment with new usage-based pricing models

• Global Sales Strategy, Planning & Coverage Design
  Own global sales planning, including segmentation, coverage models, capacity planning, territory design, quota planning, resource allocation, and annual planning alignment with company revenue goals.

• Sales Operating Cadence & Manager Execution System
  Establish and run the global sales operating rhythm, including forecast reviews, pipeline inspections, QBRs, business reviews, performance scorecards, executive reporting, and front-line manager inspection frameworks.

• Drive Productivity & Performance Insights
  Operate the analytics and insights engine to identify risks, productivity gaps, conversion opportunities, rep performance trends, and growth levers across regions and segments.

• Cross-Functional GTM Alignment & Strategic Initiatives
  Partner with Marketing, SDR, Customer Success, Product, Finance, Enablement, Systems, and Deal Desk to drive cross-functional GTM execution, multi-product sales motions, and priority revenue initiatives

• Champion of AI across GTM
  Lead the adoption of AI as a force multiplier across Sales Strategy & Operations and the global sales organization, embedding AI into planning, seller workflows, manager inspection, forecasting, account prioritization, pipeline generation, and productivity initiatives to improve execution quality and scale.

Basic Requirements:

• 8+ years of experience in Sales Strategy, Sales Operations, or Revenue Operations, including at least 3+ years in a Sales Ops/Strategy leadership role at a B2B SaaS company, with direct ownership of territory design, capacity planning, quota setting, and annual sales planning.

• Demonstrated experience owning a global or multi-theater sales operating cadence (forecasting, pipeline inspection, QBRs, executive reporting) for an organization of meaningful scale (e.g., $100M+ in revenue or 100+ quota-carrying reps).

• Experience supporting a company through a major GTM model transition — new market/theater expansion, new product motion launch, or a pricing model shift (e.g., subscription to usage-based/consumption) — not just steady-state operations.

• Proven track record partnering directly with senior Sales leadership (VP/SVP/CRO level) as a trusted strategic advisor, with the executive presence to influence global and regional sales leaders rather than just execute on their behalf.

• Hands-on experience applying data/analytics (and ideally AI-enabled tools) to sales performance management — pipeline/conversion analysis, rep productivity insights, forecasting models — with fluency in Salesforce and modern GTM systems.

About Kong:

Kong Inc., a leading developer of API and AI connectivity technologies, is building the infrastructure that powers the agentic era. Trusted by the Fortune 500 and startups alike, Kong's unified API and AI platform, Kong Konnect, enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI models. For more information, visit www.konghq.com.