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Position Summary:
You will run the operating system of our go-to-market engine: the planning, data, technology, and AI that decide how quickly and efficiently we grow revenue. This role brings Sales Operations and Marketing Operations together under one leader. You will partner directly with the GMs, Finance, RevOps, and Product to turn company strategy into territories, quotas, campaigns, incentives, and daily seller and behavior that drives performance.
Responsibilities:
- Strategic Leadership & GTM Planning: Define the operating system (processes, tooling & design) for executing GTM strategies, annual targets, territory design and capacity/quota allocation.
- Compensation & Governance: Partner with Finance to design, administer, and govern sales compensation plans, commission structures, and incentive programs.
- Sales Forecasting & Analytics: Build robust forecasting models, pipeline inspection cadences, rep performance, and data-driven dashboards to predict revenue performance accurately.
- Prospecting: Optimize the top-of-funnel technology, data routing, and analytics infrastructure that power high-velocity marketing lead conversion and outbound sales prospecting.
- Process & Technology Optimization: Advise GTM technology, sales enablement, and automation/AI needs to eliminate sales friction.
- Lead-to-Close Management: Own and automate the full lead lifecycle, including scoring, routing, conversion analytics, and tracking marketing ROI down to closed-won revenue.
- Cross-Functional Alignment: Work closely with Marketing, Product, RevOps, Finance and Customer Success to optimize the end-to-end buyer and customer journey.
- Team Leadership: Coach and manage a high-performing team of sales operations and marketing operations team members.
- Partner Strategy Support: Partner with Channel and Alliances leadership to optimize our GTM operating model for partner-led motions.
What Success Looks:
- A responsive and proactive team supporting our sales & marketing leaders with aligned priorities and consistency across the org.
- A planning process that closes on time, with territories and quotas sellers see as fair and finance trusts and strong forecast accuracy
- A shared funnel definition and lead-to-revenue process, with measurable gains in handoff speed, conversion, and marketing-influenced pipeline.
- A comp plan tied to strategic priorities, with attainment spread, cost of sales, and top-performer retention all moving in the right direction.
- A rationalized GTM tech stack and a trusted data foundation, with lower redundant spend, higher adoption, and streamlined dashboards used in weekly business reviews.
- At least 3-5 AI use cases live in production with documented gains in time saved, pipeline quality, or win rate.
- A high-performing GTM Ops team with clear ownership, strong partnerships, and a pipeline of future leaders.
Requirements:
- 12+ years in sales operations, marketing operations, revenue operations, or GTM strategy, with 5+ years leading teams at the director level or above in a high-growth B2B software or SaaS company.
- Proven record designing and running annual planning, territory and quota models, and sales comp plans for a sales org of 100+ quota-carrying reps, including the legal and accounting considerations behind commissions.
- Hands-on command of modern GTM motions, including usage-based and hybrid pricing, multi-product selling, and partner-led channels.
- Strong analytical skills (advanced Excel or Sheets modeling, SQL, BI tools) and demonstrated results applying AI and automation to revenue workflows, with a clear view of what works, what is hype, and how to drive adoption.
- Experience in developing supporting strategies using Salesforce, marketing automation platforms, forecasting platforms (Gong, or similar), CPQ, and sales prospecting tools.
- A track record of influencing without authority, working with the GMs, COOs, CMO, CFO, and earning trust from front-line sellers.
- Bachelor's degree in business, finance, economics, engineering, or a related field. MBA a plus.
Nice to Have:
- Prior time in a quota-carrying sales, sales management, or consulting role.
- Experience with M&A integration or international rollouts, including multi-currency comp and local compliance.
Additionally, this position is eligible for benefits including, but not limited to, medical, dental, vision, retirement benefits, life insurance, wellness programs, total time off, and other employee perks that may be offered by Perforce from time to time. The actual offer will depend on a number of factors including, but not limited to, a candidate’s education, skills, qualifications, depth of experience and other relevant business considerations. Perforce reserves the right to amend or modify employee perks and benefits at any time.
All employees are expected to demonstrate AI fluency appropriate to their role and level, including responsible use of AI tools, sound judgment, and adherence to company AI governance and security policy standards.
Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.
If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today!
