Head of Sales Strategy & Operations, Global Specialist & RX Sales

As Lead of Sales Strategy & Operations for Global Specialist and RX Sales, you will be the strategic thought partner to the Chief Business Officer and Global Head of Strategic Sales. You will own the analytics, plans, and plays that drive the RX and specialist organization, and you will turn data into clear GTM recommendations and run the operating rhythm that executes them.

The RX team brings our latest products to market. They work on taking our products from 0-1 in Sales and build the Sales plays that get handed over to the Core Sales team. Specialty Sales is tasked with increasing our product penetration for prospects and customers.

You will sit between the RX and specialist sales team and the broader Sales, Sales Operations, Finance, Marketing, and Customer Success organizations. Your job is to be the strategic thought partner to Global heads of Sales for RX and Specialist Sales; help them see around the corners and flag what to focus on and build the right GTM plays and execute. 

What You’ll Be Doing:

• Strategic Partnership: Act as the right hand to the Chief Business Officer and Global Head of Specialty Sales. Own the specialist team’s annual and quarterly plans, priorities, and executive narrative.
• GTM Play Recommendations: Analyze pipeline, win/loss, attach, and whitespace data to identify where specialists create the most impact. Recommend, design, and track plays, then measure their results.
• Reporting & Analytics: Build and maintain dashboards and models covering coverage, conversion, productivity, and attainment. Be the source of truth for team performance.
• Coverage, Quota & Territory Design: Partner with Sales Leadership and Finance to define specialist coverage models, quota and capacity plans, territory alignment, and the rules for engaging with core sales teams.
• Operating Cadence & Forecasting: Run the analytical deliverables for QBRs, forecast reviews, and annual planning. Surface risks and opportunities early.
• Executive Communication: Present data-backed recommendations to the Leadership team, GTM executives, and cross-functional heads. Influence priorities and contribute to board-level deliverables.
• Cross-Functional Alignment: Work with Marketing, Product, and Finance to align on shared metrics and tracking performance. 
• Team Leadership: Lead, mentor, and develop individuals on the team. Set standards for analytical rigor and business communication.

Experience You’ll Need:

• 6+ years in GTM strategy, sales operations, revenue operations, business operations, or management consulting at a high-growth B2B SaaS or enterprise technology company.
• Leadership: Direct people management experience, or a proven record of leading cross-functional initiatives in a matrixed environment.
• Technical proficiency:
• Understanding of Salesforce data architecture, opportunity lifecycle, and pipeline objects.
• Advanced Excel or financial modeling for capacity planning, ramp, and ROI analysis.
• Business acumen: Strong command of enterprise SaaS metrics and motions.
• Executive presence: Exceptional written and verbal communication. You can turn complex data into a concise recommendation for C-level audiences and present it.
• Education: Bachelor’s degree in Business, Finance, Computer Science, Statistics, Economics, or a related quantitative field. MBA or Master’s is a plus.

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