Global Head of Land Revenue

Notion•San Francisco, CA

12d•$300,000 - $400,000•Onsite

About The Position

As Global Head of Land Revenue, you’ll build and run the global operating system that drives Land: the strategy, programs, and operating mechanisms that create net-new and upgrade iARR across regions. This role is the global owner for new business standards, pipeline programs, and operating cadence. You’ll set the way for landing new business revenue globally, partner with Regional GMs who own regional P&L outcomes, and ensure consistent execution through scalable programs, playbooks, enablement, and governance. You’ll partner closely with Marketing, RevOps, Enablement, EPD, Partnerships, Sales leadership, and regional teams to improve pipeline quality, win rates, conversion, and time-to-productivity. You’ll also design operating standards that balance regional accountability with global program consistency. You’ll be measured on qualified pipeline creation, coverage, conversion, program ROI, velocity, handoff quality, and BDR/SC ramp outcomes—requiring you to operate with strong systems thinking, executive presence, and cross-functional influence.

Requirements

Senior GTM leadership experience owning new business acquisition programs at scale across multiple regions
Deep understanding of pipeline mechanics and how to influence conversion levers end-to-end, including qualified pipeline creation, coverage ratios, lead response, handoff quality, stage progression, win-rate lift, and velocity
Strong program-building instincts: you can design scalable plays, instrument them with data, and run an inspection cadence that drives behavior change
Experience building operating systems for global teams, including cadences, dashboards, governance, playbooks, definitions, and change-management mechanisms
Executive presence and cross-functional leadership: able to align and influence Regional GMs, Marketing, RevOps, Enablement, EPD, Partnerships, and regional teams without relying on direct reporting lines for every dependency
Ability to balance regional autonomy with global craft excellence: you set the bar, create standards, and drive consistency while enabling local execution
Strong enablement and role-design instincts, with the ability to define expectations, onboarding paths, certification standards, and time-to-productivity mechanisms for BDR and SC motions
Builder orientation and comfort in ambiguity: you create the playbook while the org is executing, and you iterate quickly based on market, customer, and performance signals
You don’t need to be an AI expert, but you’re curious and willing to adopt AI tools to work smarter and help customers achieve better outcomes.

Nice To Haves

Experience with solution-led selling motions and technical or product-adjacent go-to-market
Track record building global programs that still allow regional adaptation
Experience partnering deeply with Marketing, Partnerships, RevOps, and Enablement to create measurable net new business impact
Experience designing partner-sourced pipeline programs, ABM or named-account motions, or field event program standards at scale

Responsibilities

Build and lead the global net-new business motion: define strategy, program portfolio, operating cadence, governance, and performance standards across regions
Own the global net new business strategy for Land, including ICP and segmentation guardrails, plays, coverage model assumptions, annual and quarterly planning, sequencing, and investment trade-offs
Establish global definitions and standards for stages, qualification, handoffs, pipeline math assumptions, and reporting integrity
Build and run global pipeline generation programs in partnership with Marketing and regional leaders, including campaign-to-pipeline motions, partner-sourced pipeline programs, ABM or named-account plays, and field event program standards
Define the measurement framework for new business programs, connecting inputs to outputs and outcomes across cost, pipeline, iARR, velocity, and win-rate lift
Partner with SC leadership and practice owners to ensure the Land-side SC motion has standard plays, discovery patterns, demo and problem-solving expectations, certification paths, ramp mechanisms, and ongoing bar-raising rituals
Run the global new business operating cadence, including weekly program reviews, monthly pipeline health inspection, quarterly planning, escalation paths, and decision-rights models
Partner with Regional GMs, Marketing, RevOps, Enablement, EPD, Product, and Partnerships to align new business programs, systems, content, enablement, feedback loops, and change management