Head of Sales Strategy & Planning

Zoom•San Jose, CA

5d•Hybrid

About The Position

The Head of Sales Strategy & Planning is a senior leadership role focused on driving sales strategy, planning, and performance management throughout the organization. This position bridges executive strategy, revenue operations, and execution. As a strategic advisor to the Chief Revenue Officer and executive leadership, responsibilities include strategic planning, territory design, quota setting, compensation frameworks, process optimization, and governance. Collaboration with Sales, Marketing, Finance, and Product leaders is essential to create data-driven strategies, improve sales performance, and equip the sales team to achieve revenue goals. This role is critical for aligning sales operations with organizational objectives. The Sales Strategy & Planning team establishes the framework for the sales organization’s operations, planning, and success metrics. Collaboration spans Sales, Marketing, Finance, Product, and Operations to develop territories, quotas, coverage models, and performance systems informed by data and business insights. This ensures sales teams remain focused, supported, and aligned for success, enabling the company to grow effectively while navigating evolving markets and opportunities.

Requirements

Demonstrate expertise leading sales strategy, sales/revenue operations, business operations, or consulting work within a B2B or SaaS environment.
Demonstrate extensive knowledge in sales planning and performance oversight, covering forecasting, analytics, compensation structures, territory organization, and market-entry strategies.
Demonstrate ability to connect operational execution to broader business strategy, clearly articulating the “why” behind decisions and trade-offs.
Demonstrate expertise in collaborating with senior leaders and influencing diverse teams using analytical insights and well-organized proposals.
Demonstrate extensive analytical, financial modeling, communication, and problem-solving skills, with experience using CRM and analytics tools to inform decisions.
Demonstrate expertise in building, leading, and developing teams within strategy, planning, analytics, or operations functions to achieve high performance.
Demonstrate experience building, leading, and developing high-performing teams across strategy, planning, analytics, or operations functions.
Support the scaling of a sales team during periods of rapid expansion or substantial organizational change.
Possess expertise in using planning or analytics tools like Salesforce, Tableau, or Anaplan alongside foundational CRM and reporting capabilities.