Vice President, Head of Sales Operations, North America

Visa•San Francisco, CA

6d•$261,800 - $458,100•Onsite

About The Position

Visa is seeking a strategic, commercially minded, transformational leader to lead Sales Operations across North America. This senior role sits at the intersection of commercial strategy, operational excellence, sales transformation, data, technology, and AI. The position is accountable for developing and executing commercial operations that support growth, productivity, and commercial excellence across Visa’s largest region. The Vice President will develop scalable operating models, performance management frameworks, sales planning processes, technology strategies, analytics capabilities, and AI-enabled solutions to improve decision-making, simplify the seller experience, enhance client engagement, and maximize revenue opportunities. The role is a member of the regional leadership team and a trusted advisor to the NA President, sales and business-unit leaders, and Global Sales Operations leadership. The role leads regional sales strategy and planning, commercial performance management, sales process and transformation, sales enablement, technology, data and analytics, and executive stakeholder engagement. It also builds and develops a high-performing, diverse Sales Operations organization. Visa requires at least three days in the office; the specific expectations will be confirmed by the Hiring Manager. Work hours vary according to department needs, and travel is required 5–10% of the time.

Requirements

At least 12 years of work experience with a bachelor’s degree, at least 10 years with an advanced degree, or at least 8 years with a PhD.
Strong strategic, analytical, communication, and leadership capabilities.
Experience influencing senior executives and leading cross-functional change.
Ability to lead diverse, geographically distributed teams.

Nice To Haves

15 or more years of experience with an advanced degree (e.g., Master’s, MBA, JD, MD, or PhD).
Bachelor’s degree in Business, Finance, Economics, Engineering, Data Analytics, or a related field.
15+ years of experience in Sales Operations, Revenue Operations, Commercial Operations, Strategy, Management Consulting, Financial Services, Payments, Technology, or related disciplines.
Demonstrated success leading regional or global sales operations organizations in complex, matrixed environments.
Deep expertise in sales planning, territory design, account coverage, quota management, performance management, pipeline governance, forecasting, and commercial transformation.
Proven track record driving large-scale operational improvement and business transformation.
Strong understanding of CRM platforms, sales technology ecosystems, analytics, automation, and AI applications.
Demonstrated success implementing AI-enabled business solutions and commercial transformation initiatives.
Experience in payments, fintech, financial services, technology, or related industries.
Global or multi-regional leadership experience.

Responsibilities

Lead the development and execution of North America’s sales operating model, aligning it with Visa’s growth strategy and long-term objectives.
Partner with the NA President and NA Leadership Team to shape sales strategy and translate priorities into execution plans.
Design and evolve customer segmentation, account coverage, sales structure, and client prioritization frameworks.
Develop account-planning methodologies that strengthen client engagement and pipeline development.
Lead annual and multi-year sales planning, including resource allocation, investment prioritization, and capacity planning.
Promote consistency and scalability across commercial operating models.
Lead goal setting, target allocation, sales performance management, and performance frameworks in partnership with Global Sales Operations, Finance, and Human Resources.
Develop KPIs, scorecards, productivity metrics, and executive dashboards, and provide insights on revenue growth, seller productivity, client expansion, and pipeline conversion.
Lead monthly, quarterly, and annual business reviews with senior executives; deliver forecasting insights and performance analyses; and identify performance risks, resource gaps, and growth opportunities.
Strengthen operating rigor and governance across the sales organization.
Own the design, governance, and optimization of end-to-end sales processes, including lead generation, opportunity management, pipeline governance, sales forecasting, deal management, contractual fund drawdown, and contracting workflows.
Establish sales standards, methodologies, and governance frameworks.
Lead transformation initiatives, simplify and automate workflows, improve forecasting accuracy and pipeline discipline, and increase selling capacity while reducing administrative burden.
Partner with Product, Finance, Legal, Technology, and Client Services to optimize lead-to-revenue processes.
Ensure successful implementation and adoption of new operating models, tools, and commercial processes.
Partner with Global Sales Enablement and the NA Leadership Team on regional capability-building strategies.
Lead onboarding, training, and role-based development programs; drive adoption of sales methodologies, playbooks, and best practices; and establish knowledge management and content governance frameworks.
Support go-to-market initiatives and regional sales plays, and develop programs to improve commercial acumen, leadership capability, and sales effectiveness.
Own the sales analytics and business intelligence agenda, delivering executive insights and reporting to support growth, productivity, and investment decisions.
Standardize metrics, reporting frameworks, and data governance processes, and champion CRM optimization and adoption across the region.
Partner with global teams to define and execute the regional Sales Technology roadmap, and lead implementation and adoption of commercial productivity tools.
Develop and execute a multi-year AI strategy to enhance decision-making, forecasting, pipeline management, and seller effectiveness.
Ensure data quality, governance, and foundational data readiness across the sales ecosystem, and foster AI fluency and digital innovation.
Advise the NA President and Leadership Team on growth strategy, commercial performance, resource allocation, and transformation priorities.
Represent North America in Global Sales Operations leadership forums; influence and align senior stakeholders; and translate global priorities into regional execution plans.
Shape investment decisions through data-driven recommendations and serve as the voice of commercial operations across the region.
Build, lead, inspire, coach, and develop a high-performing, diverse Sales Operations organization.