Director, Sales Strategy

wk; Minneapolis (MN); On-site; USD 210,000 - 260,000; Full time

Job summary

wk is seeking a Director of Sales Strategy for the FCC Division to partner with GMs and Sales Leaders across CT Corporation and Compliance Solutions. This role owns go-to-market execution, sales productivity, and bookings acceleration through strategic planning, business insights, and governance.

The Director leads commercial operating cadence, forecast accuracy, and KPI dashboards, translating priorities into executable plans.

Qualifications

• Bachelor’s degree in Business, Finance, Economics, Analytics, or related field; MBA or advanced degree preferred.
• 10+ years in Sales Strategy, Revenue Operations, or related commercial function.
• 5+ years leading and developing high-performing teams.
• Proven experience partnering with senior sales leaders to drive performance.
• Strong command of sales planning, forecasting, and GTM strategy.
• Experience with AI, automation, and modern technology to improve decisions.

Responsibilities

• Go-to-Market Strategy & Planning with segment growth and quota setting.
• Own forecasting, QBRs, account reviews, and annual planning.
• Develop data-driven market opportunity assessments for growth.
• Lead cross-functional initiatives to improve sales productivity and velocity.
• Lead and develop the Sales Strategy team and advise executive leadership.

Skills

Sales strategy

Revenue operations

Forecasting

Cross-functional leadership

Analytics

AI-enabled capabilities

Executive stakeholder management

Communication & presentation

Education

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

MBA or advanced degree preferred

Tools

Salesforce

Power BI

CRM analytics

Sales planning platforms

Job description

Director, Sales Strategy FCC Division

Job Description

The FCC Revenue Operations team is hiring a Director of Sales Strategy to serve as the strategic business partner to FCC Business Unit General Managers and Sales Leadership across CT Corporation and Compliance Solutions. Reporting to the VP, Revenue Operations, FCC, this role owns go-to-market execution, sales productivity, and bookings acceleration through strategic planning, business insights, operational governance, and performance management.

The Director leads the commercial operating cadence for FCC - forecasting, quarterly business reviews, account reviews, and annual planning - and translates strategic priorities into plans the sales organization can execute against. The role uses analytics, technology, and process discipline to improve commercial performance and grow new business bookings, retention, and organic revenue.

The Director leads the FCC Sales Strategy team (an Associate Director and a Manager, each aligned to an FCC business) and serves as a trusted advisor to divisional leadership.

Key Responsibilities

Go-to-Market Strategy & Planning

• Partner with FCC Business Unit GMs and Sales Leaders to develop and execute segment growth strategies across CT Corporation and Compliance Solutions.
• Lead annual and in-year sales planning, including capacity modeling, territory design, coverage optimization, and quota setting, in partnership with Corporate RevOps Sales Compensation & Planning and FCC Finance.
• Develop data-driven market opportunity assessments that align sales resources with growth potential across FCC's customer segments (law firms, corporations, lenders, and financial institutions).
• Drive account prioritization, segmentation, and scoring strategies that maximize sales productivity and cross-sell across the FCC portfolio.

Business Performance & Governance

• Own the FCC commercial operating cadence: Salesforce-based forecasting, QBRs, account reviews, and strategic planning sessions.
• Drive accountability through rigorous inspection of pipeline health, forecast accuracy, and execution against bookings and retention targets.
• Establish KPIs and dashboards that give leadership visibility into business performance and leading indicators.
• Analyze trends and performance drivers to identify risks, opportunities, and actions required to hit divisional targets.

Analytics & Insights

• Generate actionable insights through advanced analytics and disciplined, data-driven decision making.
• Develop reporting frameworks that connect top-of-funnel performance to customer acquisition, expansion, retention, and customer value realization.
• Raise the quality of business decisions through strong 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 Service, Finance, HR, and Technology teams to streamline processes and improve execution.
• Recommend and support sales incentive plan design that aligns seller behavior with FCC business objectives.
• Drive adoption of technology, automation, and AI-enabled capabilities that simplify workflows and increase customer-facing selling time.

People Leadership

• Build, coach, and develop a high-performing Sales Strategy team; set objectives, performance expectations, and development plans.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Serve as a trusted advisor to executive leadership by identifying growth opportunities, evaluating business performance, and recommending strategies for long-term commercial success.

Qualifications

• Bachelor's degree in Business, Finance, Economics, Analytics, or a related field; MBA or advanced degree preferred.
• 10+ years of progressive experience in Sales Strategy, Revenue Operations, Sales Operations, Business Operations, Consulting, Finance, or a related commercial function.
• 5+ years leading and developing high-performing teams.
• Proven experience partnering with senior sales leaders and executives to drive business performance and transformation.
• Strong command of sales planning, territory management, forecasting, pipeline management, and go-to-market strategy.
• Demonstrated success leading complex cross-functional initiatives in a matrixed organization.
• Exceptional analytical, financial, and problem-solving skills; able to turn data into business action.
• Experience leveraging AI, automation, and modern technology to improve decision-making and operational effectiveness.
• Strong executive presence with outstanding communication, presentation, and stakeholder management skills.
• Experience building and leading geographically dispersed teams.
• Demonstrated ability to balance strategic thinking with hands-on execution.
• Experience with Salesforce, Power BI, CRM analytics, and sales planning platforms.
• Preferred: experience in B2B information services, software, or financial/legal/regulatory compliance m