Associate Director, Sales Strategy

wk; Waltham (MA); On-site; USD 133,000 - 238,000; Full time

Benefits offered by this job

Bonus eligibility

Job summary

Wolters Kluwer is seeking an Associate Director of Sales Strategy in the United States to partner with Divisional GMs and Sales Leaders. The role focuses on go-to-market execution, sales productivity, and ACV acceleration through strategic planning, governance, and performance management.

The successful candidate will lead the operating cadence, translate priorities into actionable plans, and ensure accountability across the sales organization.

Qualifications

• 7–10 years of progressive experience in Sales Strategy or Revenue Operations.
• Proven ability to partner with senior sales leaders and executives.
• Strong understanding of sales planning, territory management, forecasting, and go-to-market.
• Demonstrated success leading cross-functional initiatives in a matrixed environment.
• Excellent analytical, financial, and problem-solving skills; translate data into action.
• Experience leveraging AI, automation, and modern tech to improve decisions.

Responsibilities

• Develop go-to-market strategy and annual/long-range planning.
• Lead forecasting, QBRs, account reviews, and strategic planning sessions.
• Drive pipeline health, forecast accuracy, and performance against growth targets.
• Create dashboards and KPI frameworks tied to top-of-funnel to customer value.
• Lead cross-functional initiatives to improve sales productivity and velocity.

Skills

Sales strategy

Revenue operations

Analytical thinking

Executive communication

Cross-functional leadership

AI/Automation awareness

Stakeholder management

Team leadership

Job description

Job Description

The TAA Revenue Operations team is seeking a Associate Director of Sales Strategy to serve as a strategic business partner to the Divisional General Managers and Sales Leadership. Reporting into Director Revenue Operations TAA division, this role is responsible for driving go-to-market execution, sales productivity, and ACV acceleration through strategic planning, business insights, operational governance, and performance management.

The Associate Director will lead the operating cadence for the business, translating strategic priorities into actionable plans while ensuring accountability, predictability, and execution across the sales organization. This individual will leverage analytics, technology, and process optimization to improve commercial performance and accelerate Annual Contract Value (ACV) growth.

Key Responsibilities

Go-to-Market Strategy & Planning

• Partner with Divisional GMs and Sales Leaders to develop and execute segment growth strategies.
• Lead annual and in-year sales planning, including capacity modeling, territory design, coverage optimization, and quota setting.
• Develop data-driven market opportunity assessments to align resources with growth potential.
• Drive account prioritization, segmentation, and scoring strategies to maximize sales productivity.

Business Performance & Governance

• Own the operating cadence for the business, including forecasting, Quarterly Business Reviews (QBRs), account reviews, and strategic planning sessions.
• Drive accountability through rigorous inspection of pipeline health, forecast accuracy, and execution against growth objectives.
• Establish key performance indicators and dashboards that provide visibility into business performance and leading indicators.
• Analyze trends and performance drivers to identify risks, opportunities, and actions required to achieve bookings targets.

Analytics & Insights

• Generate actionable insights through advanced analytics and data-driven decision making.
• Develop reporting frameworks that connect top-of-funnel performance to customer acquisition, expansion, retention, and customer value realization.
• Improve the quality of business decisions through disciplined data management and analytical rigor.

Revenue Operations & Transformation

• Lead cross-functional initiatives that improve sales productivity, operational efficiency, and revenue velocity.
• Partner with Sales, Marketing, Customer Success, Finance, and Technology teams to streamline processes and improve execution.
• Recommend and support incentive plan design that aligns seller behavior with business objectives.
• Drive adoption of technology, automation, and AI-enabled capabilities to simplify workflows and increase customer-facing selling time.

Qualifications

• 7-10 years of progressive experience in Sales Strategy, Revenue Operations, Business Operations, Consulting, or related commercial functions.
• Proven experience partnering with senior sales leaders and executives to drive business performance and transformation.
• Strong understanding of sales planning, territory management, forecasting, pipeline management, and go-to-market strategy.
• Demonstrated success leading complex cross-functional initiatives in a matrixed environment.
• Exceptional analytical, financial, and problem-solving skills with the ability to translate data into business action.
• Experience leveraging AI, automation, and modern technology solutions to improve decision-making and operational effectiveness.
• Strong executive presence with outstanding communication, presentation, and stakeholder management skills.
• Experience building and leading high-performing, geographically dispersed teams.
• Demonstrated ability to balance strategic thinking with hands-on execution.

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we're getting to know you-not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation

$133,400.00 - $238,400.00 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.

Additional Information :

Wolters Kluwer offers a wide variety of competi