Director, Sales Planning & Operations, (CMS)

Visa; Foster City (CA); On-site; USD 188,000 - 302,000; Full time

Job summary

Visa, a global payments leader, seeks a Director of Sales Planning & Operations for CMS. The role leads CRM adoption, forecasting, and analytics, partnering with Sales, Finance, and regional teams to drive data-driven decisions.

Based in San Francisco, CA, the role requires deep expertise in CRM platforms, Microsoft Dynamics, and Power BI, with strong governance and change-management skills to optimize the global pipeline and reporting.”

Qualifications

• 10+ years with a Bachelor's Degree or 8+ years with an Advanced Degree or 3+ years with a PhD
• Extensive experience in Sales Planning, Sales Operations, or Revenue Operations
• Experience leading teams in a global, matrixed organization
• CRM transformation or migration experience
• Experience introducing AI or automation into sales reporting or workflows

Responsibilities

• Lead CRM Adoption & Pipeline team with clear priorities and accountability
• Own Dynamics-based CMS roadmap, platform optimization, and adoption
• Drive CRM transformation initiatives to support pipeline, forecasting, and reporting
• Establish global pipeline management processes with data quality and governance
• Modernize sales reporting through Power BI, automation, and AI-driven analytics
• Lead forecasting, pipeline reviews, and business reporting for leadership
• Oversee territory mapping and account ownership governance
• Collaborate with regional teams to improve CRM adoption and forecasting accuracy
• Support CRM enablement through governance and change management programs

Skills

CRM platforms

Microsoft Dynamics

Forecasting

Pipeline management

Data quality

Change management

AI/Automation

Territory mapping

Account data

Education

Bachelor's Degree

Advanced degree (MBA/JD/MD)

PhD

Tools

Power BI

Microsoft Dynamics

Job description

About Us

Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.

At Visa, you'll have the opportunity to create impact at scale - tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.

Join Visa and do work that matters - to you, to your community, and to the world. Progress starts with you.

Job Description

The Director, Sales Planning & Operations, Commercial & Money Movement Solutions (CMS) leads a global team responsible for CRM adoption, pipeline governance, forecasting, reporting, and commercial analytics. This role partners closely with Sales, Account Management, Finance, Global Sales & Commercial Operations, Technology, and regional teams to drive operational excellence, improve commercial visibility, and strengthen data-driven decision-making across CMS.

Key Responsibilities

• Lead a high-performing CRM Adoption & Pipeline team, establishing clear priorities, accountability, and stakeholder engagement.
• Own the business roadmap for Microsoft Dynamics for CMS, driving platform optimization, process standardization, product catalog management, territory alignment, and adoption across Sales and Account Management organizations.
• Serve as the primary business leader for CRM transformation initiatives, ensuring Microsoft Dynamics effectively supports pipeline management, account planning, forecasting, performance reporting, and strategic decision-making.
• Establish and govern global pipeline management processes for CMS, driving consistent opportunity management standards, data quality, sales discipline, and pipeline transparency across Visa Direct, VCS, VGS, and other CMS businesses.
• Modernize sales reporting through Power BI, automation, and AI-driven analytics, delivering actionable insights on pipeline health, AANR attainment, deal progression, commercial risks, and growth opportunities for executive leadership.
• Lead forecasting, pipeline review, and business reporting processes that support MBRs, QBRs, shareholder reviews, and regional performance discussions.
• Drive territory mapping and account ownership governance to ensure Microsoft Dynamics accurately reflects the sales coverage model and supports effective resource allocation and client management.
• Partner with regional Sales Planning teams to improve CRM adoption, pipeline hygiene, forecasting accuracy, and operational consistency through governance, training, and change management programs.
• Support CRM enablement through training, governance, and change management programs that increase adoption and consistency across regions.

Visarequiresat least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

This role must be located in San Francisco, CA.

Qualifications

Basic Qualifications

• 10 or more years of work experience with a Bachelor's Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications

• 12 or more years of work experience with a Bachelor's Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
• Extensive experience in Sales Planning, Sales Operations, Revenue Operations, Commercial Operations, or a related discipline.
• Demonstrated experience leading and developing teams in a complex, global, and matrixed organization.
• Strong experience with CRM platforms, preferably Microsoft Dynamics, including business requirements, process design, adoption, governance, and optimization.
• Deep understanding of pipeline management, forecasting, opportunity governance, account data, territory management, and sales performance reporting.
• Experience implementing data-quality, operating-governance, and change-management frameworks.
• Experience managing CRM transformation or migration initiatives.
• Experience introducing AI or automation into sales reporting, forecasting, pipeline analysis, or operational workflows.
• Familiarity with payments, financial services, fintech, money movement, or another complex B2B commercial environment.
• Experience establishing global standards while enabling appropriate regional execution.
• Strong understanding of account-to-territory mapping, product catalog governance, coverage analysis, and customer-data lifecycle management.
• Experience supporting MBR, QBR, executive, shareholder, or regional performance-review processes.

Information for US Applicants

For roles located in the US, the estimated salary range for this position is $188,400.00 to $ 301,500.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity.Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.

Work Hours

Varies upon the needs of the department.

Travel Requirements

This position requires travel 5-10% of the time.

Mental/Physical Requirements

This position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer

Qualified applicants will receive consideration for employment without regard to race, color religion, sex, national origin, sexual orientation, gender identity, disability or protect veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with the EEOC guidelines and applicable local law.