Associate Director, Sales Operations - Sales Strategy

Wolters Kluwer; Chicago (IL); On-site; USD 122,000 - 219,000; Full time

Benefits offered by this job

Medical, Dental & Vision Plans

401(k)

FSA/HSA

Commuter Benefits

Tuition Assistance Plan

Vacation and Sick Time

Paid Parental Leave

Job summary

Wolters Kluwer in Chicago seeks an Associate Director, Sales Strategy to translate business objectives into actionable commercial strategies, driving revenue growth for the FCC unit. You will lead a team, influence Sales, Finance, Marketing, Product and Enablement, and champion data-driven decision making with Salesforce and analytics capabilities.

In this strategic role, you’ll help design capacity, territory, and quota models, support governance of compensation programs, and partner with

Qualifications

• Bachelor's degree in Business, Finance, Economics, Analytics or related field.
• MBA or advanced degree preferred.
• 8+ years in Sales Operations, Revenue Operations, Business Analytics, Strategy or related roles.
• 3+ years leading high-performing teams and partnering with senior Sales leadership.
• Experience driving enterprise-wide strategic initiatives in a complex org.
• Strong executive presence with influencing and stakeholder management.
• Expertise in commercial strategy, GTM planning, forecasting, and analytics.
• Experience with CRM analytics and sales planning platforms (Salesforce, Power BI).
• Experience leveraging AI, automation, and new tech to improve execution is a plus.
• B2B information services, software, or regulatory compliance markets preferred.

Responsibilities

• Lead development and execution of sales strategies aligned with bookings, retention, and growth.
• Define commercial priorities, territory strategies, account segmentation and GTM plans.
• Oversee annual/quarterly planning, quota allocation, pipeline strategy and forecasting.
• Own the Salesforce-based forecast process; optimize operating models for productivity.
• Lead revenue reviews, present strategic recommendations to senior leadership.
• Develop KPIs, dashboards, and business review processes for data-driven decisions.
• Identify risks, market trends, and cross-sell opportunities to drive growth.
• Lead initiatives on capacity planning, organizational design and transformation.
• Collaborate with Revenue Ops, Finance, Marketing, Product and Enablement.

Skills

Sales Strategy

Revenue Operations

Executive Communication

Stakeholder Management

Team Leadership

Forecasting & Analytics

Sales Enablement

AI/Automation

Education

Bachelor's degree in Business/Finance/Economics/Analytics

MBA or advanced degree preferred

Tools

Salesforce

Power BI

Job description

The Associate Director, Sales Strategy is a strategic leader responsible for driving revenue growth in an FCC business unit (CT Corporation or Compliance Solutions) through the development and execution of sales strategies, operating models, and business planning initiatives. Reporting to the Director, Sales Strategy, FCC, this role is a trusted advisor to the business unit's senior sales and business leaders, translating organizational objectives into actionable commercial strategies that improve sales effectiveness, productivity, and performance. Approximately 50% of the role is focused on leading, developing, and managing a team of sales strategy professionals, ensuring successful execution of strategic initiatives while building organizational capability. The Associate Director balances hands‑on strategic leadership with people management, coaching, talent development, and cross‑functional influence. Operating with a high degree of autonomy, this position leads complex initiatives, provides thought leadership on sales and revenue performance, and drives alignment across Sales, Revenue Operations, Finance, Marketing, Product, and Enablement.

Key Responsibilities

Sales Strategy & Revenue Planning

• Lead the development and execution of sales strategies aligned with FCC bookings, retention, and organic growth objectives.
• Partner with business unit Sales Leadership to define commercial priorities, territory strategies, account segmentation models, and go‑to‑market plans.
• Oversee annual and quarterly business planning — capacity modeling, territory and account assignments, quota allocation, pipeline strategy, and forecasting methodology — in partnership with Corporate RevOps Sales Compensation & Planning and FCC Finance.
• Own the business unit forecast process in Salesforce; drive the design and optimization of sales operating models to improve productivity, scalability, and revenue performance.
• Lead revenue performance reviews and QBR content and present strategic recommendations to senior leadership.
• Develop and manage sales performance frameworks, KPIs, dashboards, and business review processes that enable data‑driven decision making.
• Identify risks, market trends, and growth opportunities — including cross‑sell and service‑to‑sales across the FCC portfolio — and develop strategies to improve sales effectiveness and business outcomes.
• Lead strategic initiatives focused on sales capacity planning, organizational design, process optimization, and commercial transformation.
• Partner with Revenue Operations, Finance, Marketing, Product, and Enablement teams to ensure alignment on business priorities and execution.
• Champion adoption of Salesforce, analytics capabilities, AI/automation, and process improvements that enhance commercial effectiveness.
• Provide business intelligence and analytical insights to guide executive decision‑making and long‑term strategic planning.
• Support design and governance of sales compensation programs aligned with business objectives and performance outcomes.

People Leadership & Team Management

• Lead, coach, and develop a team of managers and/or senior individual contributors within the Sales Strategy function.
• Establish team objectives, performance expectations, development plans, and succession strategies to build organizational capability.
• Create a high‑performance culture focused on accountability, collaboration, innovation, and continuous improvement.
• Manage workforce planning, hiring, onboarding, performance management, and talent development for the team.
• Provide strategic direction and prioritization across multiple initiatives, aligned with business objectives and resource capacity.
• Mentor team members in strategic thinking, business analytics, stakeholder management, and executive communication.
• Foster strong cross‑functional partnerships across sales, operations, finance, marketing, product, and enablement.
• Monitor team performance and operational effectiveness; remove barriers and enable delivery of strategic priorities.
• Support leadership development and organizational change management within the broader FCC revenue organization.
• Influence and guide senior stakeholders; serve as an escalation point for complex business issues and strategic decisions.

Qualifications

• Bachelor's degree in Business, Finance, Economics, Analytics, or a related field; MBA or advanced degree preferred.
• 8+ years in Sales Operations, Revenue Operations, Business Analytics, Strategy, Finance, or a related analytical role.
• 3+ years of experience leading and developing high‑performing teams.
• Demonstrated success partnering with senior Sales leadership to drive commercial strategy, revenue growth, and business transformation.
• Experience leading enterprise‑wide strategic initiatives within a complex, matrixed organization.
• Strong executive presence with exceptional communication, influencing, and stakeholder management skills.
• Expertise in commercial strategy, go‑to‑market planning, forecasting, territory strategy, business analytics, and sales performance management.
• Experience building and leading high‑performing teams while driving alignment across multiple business functions.
• Proficient in Salesforce and Power BI; experience with CRM analytics and sales planning platforms.
• Experience leveraging AI, automation, and emerging technologies to improve commercial execution and operational effectiveness is preferred.
• Preferred: experience in B2B information services, software, or financial/legal/regulatory compliance markets.

Compensation

Compensation: $122,300.00 - $218,550.00 USD. This role is eligible for Bonus. Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.

Benefits

• Medical, Dental & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave

Full details of our benefits are available upon request.

Wolters Kluwer has a dedicated team of experienced talent acquisition professionals who are ready to hear what makes you tick and share how Wolters Kluwer can help you achieve your goals and ambitions.

If making a difference matters to you, then you matter to us. Join us, at Wolters Kluwer, and be part of a dynamic global technology company that makes a difference every day. We’re innovators with impact. We provide expert software and information solutions that the world’s leading professionals rely on, in the moments that matter most. You’ll make a real difference in the lives of millions of people. Together with our customers, we help to advance sustainability, health, justice, prosperity, and commerce around the world. You can thrive at Wolters Kluwer, where diversity is core to our collective strength and high performance. Be your unique self, share your creative ideas, do your best work, and take time to grow in our caring and inclusive culture where you can belong.

All qualified applicants will receive consideration without regard to race, color, religion, sex (including pregnancy, gender identity, transgender status, and sexual orientation), national origin, disability, age, genetic information, veteran status, or any other characteristic protected by applicable law, and we do not tolerate discrimination on any of these bases.

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