Senior Director, Sales Strategy & Operations

Kong; Olympia (WA); On-site; USD 233,000 - 275,000; Full time

Job summary

Kong Inc., a leading developer of API and AI connectivity technologies, seeks a Senior Director, Global Sales Strategy & Operations to drive performance across our global sales org. You will own the operating system for global sales, partnering with Sales leadership to improve productivity, forecasting discipline, coverage design, and revenue growth.

This role blends strategy with hands-on execution and requires experience shaping GTM models and data-driven decision making, including

Qualifications

• 8+ years of experience in Sales Strategy, Sales Operations, or Revenue Operations.
• 3+ years in a Sales Ops/Strategy leadership role at a B2B SaaS company.
• Experience owning a global or multi-theater sales operating cadence.
• Experience supporting a major GTM model transition (new market/theater expansion, new product motion, or pricing shift).
• Proven track record partnering with senior Sales leadership as a strategic advisor.
• Hands-on data/analytics experience with Salesforce and modern GTM systems.

Responsibilities

• Serve as strategic and operational partner to global and regional Sales leadership across theaters and segments, driving performance and revenue growth.
• Lead the evolution of the global sales model and GTM transformation in line with new pricing and product motions.
• Own global sales planning: segmentation, coverage design, quota planning, and annual planning alignment with revenue goals.
• Establish and run the global sales operating cadence: forecast reviews, pipeline inspections, QBRs, and executive reporting.
• Drive analytics to identify risks, productivity gaps, conversion opportunities, and growth levers.
• Collaborate with Marketing, SDR, Customer Success, Product, Finance, Enablement, Systems, and Deal Desk for cross-functional GTM execution.
• Champion AI adoption across GTM to improve planning, seller workflows, and forecasting.

Skills

Sales Strategy

Sales Operations

Revenue Operations

Leadership in Sales Ops

Global Cadence

GTM Transformation

Executive Partnership

Salesforce & Analytics

Tools

Salesforce

Job description

Are you ready to unlock intelligence? If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.

Are you ready to unlock intelligence? If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.

About The Role We are seeking a strategic and hands-on Senior Director, Global Sales Strategy & Operations to drive performance across our global sales organization - across all theaters and key segments. This leader will own the operating system for the global sales organization, partnering closely with Sales leadership to improve productivity, conversion, forecasting discipline, coverage design, execution rigor, and drive consistent revenue performance.

This role requires a leader who can operate at both strategic and tactical levels: shaping global sales strategy, leading annual planning, driving cross-functional alignment, and building the operational infrastructure needed to scale a high-performing sales organization. The ideal candidate combines strong business judgment, analytical depth, operational excellence, and the ability to influence senior sales and GTM leaders globally.

What You\'ll Do

• Business Partner to Global Sales Leadership Serve as the strategic and operational partner to global and regional Sales leaders across theaters and segments, driving performance management, execution rigor, and revenue growth.
• GTM Design & Model Transformation Lead the evolution of the global sales model as the company scales from to $1B+ in revenue. This will include global expansion, establishing new motions (esp new product) and driving a GTM transformation in alignment with new usage-based pricing models
• Global Sales Strategy, Planning & Coverage Design Own global sales planning, including segmentation, coverage models, capacity planning, territory design, quota planning, resource allocation, and annual planning alignment with company revenue goals.
• Sales Operating Cadence & Manager Execution System Establish and run the global sales operating rhythm, including forecast reviews, pipeline inspections, QBRs, business reviews, performance scorecards, executive reporting, and front-line manager inspection frameworks.
• Drive Productivity & Performance Insights Operate the analytics and insights engine to identify risks, productivity gaps, conversion opportunities, rep performance trends, and growth levers across regions and segments.
• Cross-Functional GTM Alignment & Strategic Initiatives Partner with Marketing, SDR, Customer Success, Product, Finance, Enablement, Systems, and Deal Desk to drive cross-functional GTM execution, multi-product sales motions, and priority revenue initiatives
• Champion of AI across GTM Lead the adoption of AI as a force multiplier across Sales Strategy & Operations and the global sales organization, embedding AI into planning, seller workflows, manager inspection, forecasting, account prioritization, pipeline generation, and productivity initiatives to improve execution quality and scale.

What You\'ll Bring

• 8+ years of experience in Sales Strategy, Sales Operations, or Revenue Operations, including at least 3+ years in a Sales Ops/Strategy leadership role at a B2B SaaS company, with direct ownership of territory design, capacity planning, quota setting, and annual sales planning.
• Demonstrated experience owning a global or multi-theater sales operating cadence (forecasting, pipeline inspection, QBRs, executive reporting) for an organization of meaningful scale (e.g., $100M+ in revenue or 100+ quota-carrying reps).
• Experience supporting a company through a major GTM model transition — new market/theater expansion, new product motion launch, or a pricing model shift (e.g., subscription to usage-based/consumption) — not just steady-state operations.
• Proven track record partnering directly with senior Sales leadership (VP/SVP/CRO level) as a trusted strategic advisor, with the executive presence to influence global and regional sales leaders rather than just execute on their behalf.
• Hands-on experience applying data/analytics (and ideally AI-enabled tools) to sales performance management — pipeline/conversion analysis, rep productivity insights, forecasting models — with fluency in Salesforce and modern GTM systems.

About Kong

Kong Inc., a leading developer of API and AI connectivity technologies, is building the infrastructure that powers the agentic era. Trusted by the Fortune 500 and startups alike, Kong\'s unified API and AI platform, Kong Konnect, enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI models. For more information, visit www.konghq.com.

Compensation Range: $233K - $275K