About the role
Strategic Operating Leadership: Act as a strategic operator, trusted advisor, and extension of sales leadership, translating business strategy into focused execution across priorities, investments, partner segmentation, and go-to-market plans. Drive alignment, simplify tradeoffs, connect initiatives into a coherent operating model, and advise leaders across key business management priorities. Performance and Rhythm of Business: Lead a disciplined Rhythm of Business (RoB) that improves accountability and execution against financial and non-financial goals. Surface key business insights, identify risks and opportunities, and enable leadership teams to act on the highest-value priorities. Financial Stewardship and Forecast Confidence: Strengthen business predictability by improving forecast accuracy, constructively challenging assumptions backed by data, and ensuring accountability for P&L performance, investment ROI, and recovery actions. Drive pipeline hygiene and discipline across Commercial sales teams, ensuring accuracy, coverage, and timely deal progression to strengthen forecast confidence. Analytics, AI, and Community Engagement: Leverage analytics and AI to improve visibility into revenue, forecast, and business performance, while accelerating insight generation, decision-making, and action tracking across core Sales Excellence workflows. Contribute actively to the WDS Sales Excellence community by sharing insights and best practices. Lead business-critical projects with compliance in mind, partnering with CELA and Compliance, and actively cross-share signals, insights, and best practices across the WDS Sales Excellence community. Change Leadership, Cross-Functional Partnership and Coaching: Drive operating efficiency and execution excellence by removing blockers, advancing AI-enabled ways of working, and partnering closely with sales, technical sales, GTM, finance, sales operations, and other cross-functional stakeholders. Influence and coach leaders to strengthen capability, alignment, and business execution at scale. Lead optimization of sales processes and partner engagement, transforming seller capabilities at scale to advance collaborative selling and execution excellence. Other: Embody our culture and values. Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 7+ years experience in sales, sales excellence, sales operations/management, account management, business management, experience, program management, business development, marketing, consulting, or a related field 5+ years experience using data to drive business outcomes or inform business decisions. 5+ years experience managing relationships with stakeholders, clients, and/or customers. Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 12+ years experience in sales, sales excellence, sales operations/management, account management, business management, experience, program management, business development, marketing, consulting, or a related field Proven Project or program management capability, including the ability to manage ambiguity, coordinate dependencies, track actions, and drive outcomes through influence. Experience in commercial technology sales, sales excellence, revenue operations, or global/regional business operations environment, with exposure to partner, customer, and field execution motions. Proven ability to design and manage Rhythm of Business activities, scorecards, KPIs, pipeline/forecast quality, business reviews, leadership updates, and action tracking to improve execution accountability. Demonstrated ability to use AI, analytics, and business intelligence tools — including Copilot, Power BI, Excel, PowerPoint, or similar platforms — to accelerate insight generation, automate reporting and RoB preparation, translate complex business signals into executive-ready recommendations, and improve decision quality, productivity, and business outcomes. Well-developed stakeholder management skills, with the ability to work across senior leaders, sales teams, Finance, Operations, Marketing, Customer Success, and cross-functional partners to align decisions and drive outcomes. Demonstrated ability to lead change, improve processes, manage projects or dependencies, and drive adoption of operating practices across teams in ambiguous or fast-moving environments.
