Associate Director, Sales Planning Strategy and Operations
The Associate Director, Sales Planning Strategy and Operations is responsible for leading the operational strategy, governance, and execution of key initiatives that enable the Global Compensation Center of Excellence (COE). This role will partner with key stakeholders across business units and within the Comp COE. As the operational backbone of the COE, the Associate Director develops scalable processes, knowledge management resources, communications that enhance stakeholder experience and improve operational efficiencies.
Key Responsibilities:
Lead the global Annual Sales Planning program, overseeing the strategy, governance, and execution of planning activities across regions, divisions and business units, including segmentation, territory design, quota planning, capacity planning, compensation planning, and deployment readiness.
Establish and continuously enhance scalable planning frameworks, governance models, processes, and best practices that drive consistency, operational excellence, and alignment across global planning teams and stakeholders.
Serve as a strategic advisor and business partner to Revenue Operations, Sales, Service, Finance, HR, Compensation, Technology, and executive leadership, translating complex business requirements into actionable plans, aligning priorities, and ensuring successful execution of critical initiatives.
Drive cross-functional program leadership and stakeholder alignment by coordinating Annual Planning workstreams, elevating dependencies and risks, facilitating governance forums, and ensuring accountability for key milestones, decisions, and deliverables.
Provide executive-level program management and decision support, developing leadership communications, strategic updates, business reviews, and governance reporting that enable informed decision-making and visibility into planning progress, risks, and outcomes.
Advance planning effectiveness through data-driven insights, automation, and continuous improvement, identifying opportunities across people, process, technology, data, and governance while leveraging AI-enabled solutions to accelerate Annual Planning cycles, improve reporting, and strengthen operational maturity.
Act as a strategic extension of Sales Planning and Revenue Operations leadership, driving organizational planning, operating cadences, governance activities, executive communications, and special initiatives that improve alignment, execution, and achievement of global planning priorities.
Ideal Candidate Profile:
Extensive experience in Sales Planning, Revenue Operations, Sales Operations, Business Planning, or related strategic operating functions within a complex global technology or B2B organization.
Demonstrated expertise leading large-scale annual planning cycles, including segmentation, territory planning, quota setting, capacity planning, compensation planning, and go-to-market operational readiness.
Proven ability to lead complex, cross-functional programs and enterprise initiatives, driving alignment across geographically dispersed teams and stakeholders with competing priorities.
Strong executive presence with experience supporting senior leadership, including preparation of executive communications, business reviews, presentations, and strategic recommendations for C-level and senior executives.
Exceptional program management, organizational, and operational leadership skills, with the ability to manage multiple concurrent initiatives, navigate ambiguity, and deliver results in fast-paced environments.
Experience developing governance frameworks, operating models, KPIs, and performance measurements that improve strategic planning effectiveness, execution quality, and organizational accountability.
Strong relationship-building, communication, and influence skills, with a proven track record of partnering across Revenue Operations, Sales, Finance, HR, Compensation, Technology, and regional business leadership.
Strategic and analytical mindset with the ability to identify risks, anticipate challenges, uncover opportunities, and translate business objectives into scalable operational solutions.
Working knowledge of sales planning and revenue operations ecosystems, including CRM, ERP, SPM/ICM, HRM, and planning platforms such as Xactly Plan, Anaplan, or similar solutions.
Experience leveraging automation, analytics, and emerging AI capabilities to improve operational efficiency, decision-making, and planning outcomes.
Global business experience supporting teams across EMEA, AMER, APAC, and/or LATAM, with a strong understanding of regional go-to-market and organizational dynamics within highly matrixed environments.
Preferred Qualifications:
Experience implementing process automation, AI-enabled workflows, or digital transformation initiatives supporting planning, operations, or business execution.
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