Director, Sales Strategy and Operations - Global Expansion

About the Role

The Director of Strategy & Operations, Expansion is the day-to-day thought partner to the VP of Global Expansion and owns how the expansion organization plans and executes.

Global Expansion runs a complex, multi-motion book, with specialized teams covering the full customer journey from implementation through retention, growth, and specialty motions.

Your mandate is to uplevel how it runs. You will influence strategic direction and help drive execution, while finding and unblocking the productivity bottlenecks that slow the team down. AI is central. You will decide where AI belongs in the expansion motion and hold the team accountable to real productivity gains.

This is a hands-on role. You will get into the data yourself and build the analysis leadership acts on. You will hire and lead a team of two to four analysts and operations partners over the next 12 to 18 months.

Strategy & Operations sits inside Revenue Operations alongside GTM Systems, Revenue Enablement, and GTM Finance. You will also partner closely with Growth, Central Data, and Corporate Finance.

What You'll Do

Strategy and Planning

• Own segmentation, account scoring, book of business design, and rules of engagement across the expansion motions.
• Partner with GTM Finance on the capacity model, quotas, and headcount plan.
• Define the metrics and instrumentation for the business, including NDR, GRR, product attach, and Engine X GMV.
• Build and run the expansion operating cadence: annual planning, weekly pipeline and risk reviews, monthly business reviews, and renewal forecasting.

Expansion Motion

• Standardize the motion: handoffs, opportunity types, stages, exit criteria, and rules of engagement.
• Partner with Revenue Enablement to translate strategy into training, playbooks, and tools the field will use.
• Partner with GTM Finance on comp design and visibility.

AI, Systems, and Insights

• Set the AI strategy for the expansion motion and lead the rollout across risk scoring, customer health, data auditing, comp visibility, and rep-facing insights.
• Partner with GTM Systems on the build and adoption of the tools, AI, and insights the field runs on.
• Develop and test hypotheses on segmentation, coverage, and productivity, and translate the results into decisions.

What You'll Bring

• 8+ years in sales/expansion strategy & operations, revenue operations, with substantial time in a high-growth B2B SaaS, fintech, or marketplace business.
• A track record as the primary strategic and operational partner to a VP or C-level revenue leader.
• A clear point of view on where AI and automation belong in a modern expansion motion, and evidence of shipping it at scale.
• Deep knowledge of post-sale mechanics: NDR, GRR math, book of business design, renewal forecasting, and comp plan design.
• Strong analytical skills and a bias to build models yourself before handing them off.
• Proven ability to influence senior leaders without direct authority, in rooms with strong opinions and competing priorities.