Senior Director, Global Sales Strategy and Operations

Ironclad • San Francisco, CA

4d • $225,000 - $280,000 • Hybrid

About The Position

Ironclad is seeking a Sr. Director, Global Sales Strategy and Operations to lead the operating infrastructure for the global sales organization. This role is critical for sales planning, pipeline and bookings performance, renewal and expansion execution, partner operations, and business development operations. It is a GTM-first and data-first role, emphasizing the use of AI in tooling and forecasting, and adapting the GTM motion to evolving buyer sophistication. The position is focused on automating friction in the sales process, moving the team towards strategic insights, and challenging sales leadership with data-driven recommendations. The role requires a proactive approach to reshaping business operations and driving significant impact.

Requirements

• 12+ years of progressive experience in Sales Operations, Revenue Operations, or GTM Strategy at a high-growth SaaS company.
• 8+ years of people leadership, including experience managing managers, with a track record of building and developing high-performing ops teams.
• Genuine AI fluency: understanding how AI tools work in a GTM context, evaluating use cases critically, and driving adoption with conviction.
• Proven experience leading multi-functional operations portfolios spanning sales ops, renewals, and partnerships, or equivalent scope, globally.
• A GTM-first mindset, with experience partnering across Sales, Marketing, Customer Experience, and Finance.
• Strong analytical skills: able to build forecasting models, work with complex datasets, and translate data into executive-ready narratives.
• Deep familiarity with SaaS business mechanics: ARR, GRR, NDR, quota design, and partner economics.
• Hands-on experience with the full GTM stack, including CRM, revenue intelligence platforms (forecasting, sales engagement, conversation intelligence, etc.), and AI productivity tooling.
• A trusted, credible voice with sales leadership who can challenge assumptions and push back constructively while keeping the relationship strong.
• Executive presence: equally effective presenting to front-line managers and C-suite audiences.
• High ownership, low ego, bias toward action.

Responsibilities

• Drive annual and long-range planning for the sales org, including new business, renewals, expansion, partners, and BDR, in partnership with Sales leadership and Finance.
• Own territory design, quota allocation, compensation plan design, and capacity modeling for AE, CAE, BDR, and partner teams.
• Define and maintain operating rules of engagement across GTM roles.
• Build the operational foundation for Ironclad’s international expansion, adapting planning frameworks, territory models, and cadences.
• Simplify and automate forecasting and pipeline reporting to provide leadership with a clear view of the funnel.
• Drive accountability to key metrics: pipeline generation and coverage, net ARR and bookings attainment, and GRR and NDR performance.
• Curate and lead operating cadences—forecast reviews, deal inspections, and pipeline councils—to facilitate strategic decision-making.
• Define what gets measured and surfaced in partnership with BI and Revenue leadership, and use data to improve revenue organization operations and performance.
• Turn trends across the funnel into programs that move the needle, including a defined expansion motion for account management and renewal operations.
• Build performance programs for partner- and BDR-sourced pipeline, including conversion analysis and enablement feedback.
• Use AI to supercharge the sales motion by identifying automation opportunities to make sellers more effective and forecasting more accurate.
• Co-develop Ironclad’s GTM AI strategy as the primary field-side partner to the GTM Engineering & Systems team.
• Build and lead a high-performing operations team that shapes the business.
• Serve as a senior thought partner to Sales, Finance, and GTM leadership, translating signals into clear decisions and pushing back when data calls for it.
• Present to executive leadership with confidence, turning complex operational narratives into clear, data-backed recommendations.

Benefits

• 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
• Market-leading leave policies, including gender-neutral parental leave and compassionate leave
• Family forming support through Maven for you and your partner
• Paid time off - take the time you need, when you need it
• Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
• Mental health support through Modern Health, including therapy, coaching, and digital tools
• Pre-tax commuter benefits (US Employees)
• 401(k) plan with Fidelity with employer match (US Employees)
• Regular team events to connect, recharge, and have fun
• Opportunity to help build the company

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed