Director, Sales Planning & Operations, (CMS)

Visa•Foster City, CA

19d•$188,400 - $301,500•Hybrid

About The Position

The Director, Sales Planning & Operations, Commercial & Money Movement Solutions (CMS) leads a global team responsible for CRM adoption, pipeline governance, forecasting, reporting, and commercial analytics. This role partners closely with Sales, Account Management, Finance, Global Sales & Commercial Operations, Technology, and regional teams to drive operational excellence, improve commercial visibility, and strengthen data-driven decision-making across CMS.

Requirements

10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Nice To Haves

12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
Extensive experience in Sales Planning, Sales Operations, Revenue Operations, Commercial Operations, or a related discipline.
Demonstrated experience leading and developing teams in a complex, global, and matrixed organization.
Strong experience with CRM platforms, preferably Microsoft Dynamics, including business requirements, process design, adoption, governance, and optimization.
Deep understanding of pipeline management, forecasting, opportunity governance, account data, territory management, and sales performance reporting.
Experience implementing data-quality, operating-governance, and change-management frameworks.
Experience managing CRM transformation or migration initiatives.
Experience introducing AI or automation into sales reporting, forecasting, pipeline analysis, or operational workflows.
Familiarity with payments, financial services, fintech, money movement, or another complex B2B commercial environment.
Experience establishing global standards while enabling appropriate regional execution.
Strong understanding of account-to-territory mapping, product catalog governance, coverage analysis, and customer-data lifecycle management.
Experience supporting MBR, QBR, executive, shareholder, or regional performance-review processes.

Responsibilities

Lead a high-performing CRM Adoption & Pipeline team, establishing clear priorities, accountability, and stakeholder engagement.
Own the business roadmap for Microsoft Dynamics for CMS, driving platform optimization, process standardization, product catalog management, territory alignment, and adoption across Sales and Account Management organizations.
Serve as the primary business leader for CRM transformation initiatives, ensuring Microsoft Dynamics effectively supports pipeline management, account planning, forecasting, performance reporting, and strategic decision-making.
Establish and govern global pipeline management processes for CMS, driving consistent opportunity management standards, data quality, sales discipline, and pipeline transparency across Visa Direct, VCS, VGS, and other CMS businesses.
Modernize sales reporting through Power BI, automation, and AI-driven analytics, delivering actionable insights on pipeline health, AANR attainment, deal progression, commercial risks, and growth opportunities for executive leadership.
Lead forecasting, pipeline review, and business reporting processes that support MBRs, QBRs, shareholder reviews, and regional performance discussions.
Drive territory mapping and account ownership governance to ensure Microsoft Dynamics accurately reflects the sales coverage model and supports effective resource allocation and client management.
Partner with regional Sales Planning teams to improve CRM adoption, pipeline hygiene, forecasting accuracy, and operational consistency through governance, training, and change management programs.
Support CRM enablement through training, governance, and change management programs that increase adoption and consistency across regions.