Senior Director, Revenue Strategy, Planning & AI
On-sitePalo Alto, California, United States
Job Summary
Lead the annual operating planning process for the global Revenue organization by developing multi-year growth models and aligning corporate objectives with go-to-market strategy. Own global territory strategy, account segmentation, quota planning, and forecasting governance across pipeline, bookings, revenue, and renewals. Design and evolve sales compensation structures while defining and executing the Revenue Operations AI strategy to improve forecasting accuracy and decision-making. Build and maintain analytical models, KPI frameworks, and executive reporting infrastructure that provide visibility into revenue performance and operational effectiveness. Present strategic recommendations and business insights to senior leadership and board-level audiences.
Required Qualifications
- fluency in SQL
- business intelligence platforms
- modern planning tools
- executive presence to present recommendations to senior leadership and board-level audiences
- Experience owning AOP
- territory planning
- quota methodology
- AI transformation in a high-growth SaaS environment
- Significant experience in Revenue Operations, Sales Operations, or Strategic Finance within a high-growth SaaS company
- track record of owning AOP
- territory and quota planning
- forecasting strategy
- executive business reviews
- Proven experience designing and implementing sales compensation and commission structures
- Demonstrated success leading AI transformation initiatives
- evaluating, adopting, and scaling applied AI and automation tools across go-to-market organizations
- strong understanding of generative AI and predictive analytics in a Revenue context
- Strong analytical and technical capabilities
- hands-on experience with SQL
- data modeling
- business intelligence platforms such as Tableau, Power BI, or Looker
- ability to independently build reporting solutions
- translate data into strategic recommendations
- Experience presenting strategic recommendations, planning scenarios, and business insights to senior leadership and board-level audiences
- executive presence to influence decisions
- drive cross-functional alignment across Sales, Customer Success, Finance, and IT
Desired Qualifications
- ideally have Significant experience in Revenue Operations, Sales Operations, or Strategic Finance within a high-growth SaaS company
- Proven experience designing and implementing sales compensation and commission structures that drive performance, align to business priorities, and evolve with organizational growth
- Demonstrated success leading AI transformation initiatives — evaluating, adopting, and scaling applied AI and automation tools across go-to-market organizations, with strong understanding of generative AI and predictive analytics in a Revenue context
- Strong analytical and technical capabilities, including hands-on experience with SQL, data modeling, and business intelligence platforms such as Tableau, Power BI, or Looker, with the ability to independently build reporting solutions and translate data into strategic recommendations
- Experience presenting strategic recommendations, planning scenarios, and business insights to senior leadership and board-level audiences, with the executive presence to influence decisions and drive cross-functional alignment across Sales, Customer Success, Finance, and IT
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