Senior Director, Global GTM People Leader

Kong; San Francisco (CA); Hybrid; USD 180,000 - 260,000; Full time

Job summary

Kong Inc., the AI Connectivity Company, is seeking a Senior Director, GTM People Business Partner to lead the global go-to-market people function. You will report to the Chief People Officer and sit on the revenue leadership team with responsibility for Americas, EMEA and APJ.

You will design the GTM organization, lead headcount planning, govern compensation, build a data-driven performance system, and develop leadership for a growing field team.

Qualifications

• 12+ years in People with 5+ years as lead business partner to CRO/CSO/SVP of Sales at a B2B software company that doubled revenue.
• Background in infrastructure, developer-platform, API, cloud or open-source software.
• Experience designing sales organizations with Finance and Revenue Operations.
• Fluency in sales compensation: OTE, pay-mix, quotas, accelerators, SPIFs.
• Track record running performance management for quota-carrying teams in US/EMEA/APJ.
• Experience developing sales leaders, building succession plans, coaching executives.
• Data fluency; ability to present analysis at CRO staff meetings.
• Executive presence and judgment trusted by CRO and CPO.
• Based in Southern California or able to spend regular time in person with GTM leadership; willing to travel to SF.

Responsibilities

• Partner with the CRO and GTM leadership. Be the people voice on the CRO’s staff: org, talent, leadership and culture counsel.
• Design the GTM organization for its next stage. Lead coverage-model changes, role architecture and leveling for sales, SE, SDR/BDR, partner and enablement.
• Run headcount and capacity planning. Build ramp-adjusted capacity model with Finance and Talent Acquisition; monthly GTM hiring review.
• Govern sales compensation. Shape plan philosophy, OTE, pay-mix benchmarks, quota-setting, rollout and disputes.
• Build the GTM performance system. Conduct quarterly talent and attainment reviews across regions.
• Build the sales leadership bench. Assess leaders, own succession plans, coach executives, launch front-line manager program.
• Shorten ramp and retention. Define 30/60/90 plans, track time-to-quota, address early attrition, implement retention plans.
• Protect culture, inclusion and engagement in the field. Monitor engagement and manage distributed-team norms.
• Own employee relations and people risk for GTM. Lead investigations, restructures and international compliance.
• Bring the data. Build GTM people dashboard and present at every QBR.
• Lead change management: territory realignments, comp-plan changes, reorganizations, acquisitions, AI shift.
• Lead the GTM People BP team and shape Kong’s People operating model, including AI/automation impact.

Skills

People leadership

CRO partner experience

Sales org design

Sales compensation

Performance management

Sales leadership development

Data analytics

Executive presence

US & international experience

Travel flexibility

Job description

Kong Inc., the AI Connectivity Company, is seeking a Senior Director, GTM People Business Partner to lead the global go-to-market people function. You will report to the Chief People Officer and sit on the revenue leadership team with responsibility for Americas, EMEA and APJ.

You will design the GTM organization, lead headcount planning, govern compensation, build a data-driven performance system, and develop leadership for a growing field team.