Vice President of Sales Strategy and Business Planning

Vice President, Sales Strategy & Business Planning
Location: United States | Full-Time | Remote / Hybrid / On-site
Reports To: Chief Executive Officer / Chief Revenue Officer
About the Role
We are seeking a Vice President, Sales Strategy & Business Planning to lead the development of sales strategies, business planning processes, and performance management initiatives that support the organization's revenue growth and commercial objectives.
This senior leadership role is responsible for translating business goals into actionable sales plans, identifying revenue opportunities, improving sales effectiveness, and establishing structured frameworks for forecasting, resource allocation, and performance evaluation. The VP will work closely with executive leadership to ensure that sales strategies are aligned with market opportunities, customer demand, organizational capabilities, and long-term business priorities.
You will collaborate across Sales, Business Development, Marketing, Finance, Product, Operations, and executive leadership to improve sales planning, strengthen pipeline visibility, optimize commercial resources, and support consistent execution. The role will also help establish scalable processes for sales forecasting, territory planning, target setting, performance reporting, and strategic decision-making.
As the organization continues to grow, this position will play an important role in strengthening sales discipline, improving coordination across commercial teams, and creating greater visibility into revenue performance and future growth opportunities.
The ideal candidate combines strong commercial judgment, analytical capabilities, strategic planning expertise, and leadership experience. You should be comfortable using data to guide decisions while working closely with sales leaders to turn strategic priorities into measurable results.
Responsibilities
Lead the Sales Strategy & Business Planning function, developing frameworks and initiatives that support revenue growth, sales effectiveness, and commercial performance.
Partner with executive leadership to establish annual and quarterly sales strategies, business objectives, revenue targets, and measurable performance goals.
Develop comprehensive sales operating plans covering target markets, customer segments, sales channels, resource requirements, and execution priorities.
Analyze market conditions, customer demand, competitive activity, and industry trends to identify new revenue opportunities and inform sales strategy.
Oversee sales forecasting, pipeline analysis, revenue planning, and performance tracking to improve visibility into expected business results.
Establish sales KPIs, dashboards, reporting structures, and regular business reviews to monitor performance against targets.
Work closely with Sales and Business Development leaders to evaluate pipeline quality, conversion rates, sales productivity, customer acquisition, and account growth.
Develop territory planning, account segmentation, sales coverage, and resource allocation strategies to improve commercial effectiveness.
Partner with Finance to align sales forecasts, revenue targets, budgets, and financial plans with organizational objectives.
Evaluate sales performance across teams, channels, products, and customer segments to identify gaps and recommend corrective actions.
Establish standardized processes for sales planning, target setting, pipeline reviews, forecasting, and performance management.
Support the development of sales compensation plans, incentive structures, and performance targets in collaboration with executive leadership and Finance.
Coordinate with Marketing to align lead generation, campaign priorities, demand generation, and sales pipeline development.
Collaborate with Product and Operations teams to ensure sales strategies reflect product capabilities, delivery capacity, customer requirements, and business priorities.
Develop business cases and scenario analyses to evaluate potential revenue opportunities, sales investments, new channels, and market expansion initiatives.
Monitor key commercial metrics, including pipeline coverage, win rates, sales cycle length, average deal size, customer acquisition costs, and revenue contribution.
Identify operational inefficiencies, bottlenecks, and gaps in sales processes and implement improvements that strengthen productivity and accountability.
Support strategic account planning and customer segmentation initiatives to improve account development, retention, and long-term revenue potential.
Evaluate CRM systems, sales analytics platforms, forecasting tools, and reporting processes to improve data quality and sales management capabilities.
Monitor progress against sales plans and proactively identify risks, underperformance, resource constraints, and emerging opportunities.
Prepare executive-level sales reports, business performance reviews, forecasts, and strategic recommendations for leadership decision-making.
Coordinate cross-functional initiatives designed to improve commercial execution, sales productivity, customer acquisition, and revenue performance.
Build, lead, and develop a high-performing Sales Strategy & Business Planning team as organizational requirements expand.
Promote a culture of data-driven decision-making, commercial accountability, disciplined planning, and continuous improvement.
What We're Looking For
We are looking for a senior commercial leader who combines sales strategy expertise with strong business planning, analytical, and performance management capabilities.
The strongest candidates will typically have:
20+ years of progressive experience in sales strategy, sales operations, business planning, revenue operations, commercial strategy, or a related field.
Significant leadership experience overseeing sales planning, revenue strategy, sales operations, or commercial performance management functions.
Demonstrated experience developing sales strategies, annual operating plans, revenue forecasts, and measurable commercial objectives.
Strong understanding of sales pipeline management, forecasting methodologies, territory planning, account segmentation, and sales performance measurement.
Experience analyzing market opportunities, customer segments, competitive positioning, and revenue trends to inform business decisions.
Strong financial and analytical skills, including experience with budgeting, forecasting, scenario analysis, and sales investment evaluation.
Experience developing and managing sales KPIs, dashboards, business reviews, and executive-level performance reporting.
Demonstrated ability to collaborate with Sales, Business Development, Marketing, Finance, Product, Operations, and senior leadership.
Experience improving sales processes, resource allocation, pipeline visibility, CRM utilization, and commercial reporting.
Strong understanding of sales productivity, lead conversion, customer acquisition, account development, and revenue growth drivers.
Experience supporting sales compensation planning, incentive programs, quota setting, or performance target development is preferred.
Strong project and program management capabilities, with the ability to coordinate multiple initiatives and competing priorities.
Excellent communication and presentation skills, including the ability to translate complex business data into clear recommendations for executive leadership.
Demonstrated ability to influence senior stakeholders, lead cross-functional initiatives, and drive measurable business improvements.
Bachelor's degree in Business Administration, Finance, Economics, Marketing, Statistics, or a related field required. An MBA or other relevant advanced degree is strongly preferred.
Experience in financial services, fintech, payments, banking, brokerage, trading, investment management, technology, or SaaS is a plus.
We also welcome candidates from consulting firms, financial institutions, enterprise software companies, high-growth technology businesses, and organizations with sophisticated sales planning and revenue management functions.
Location and Work Arrangement
This position is based in the United States. The company offers remote, hybrid, and on-site working arrangements depending on the individual, location, and business needs.
Travel may be required for sales planning sessions, executive meetings, regional business reviews, customer meetings, strategic partner discussions, industry conferences, and team activities.
Compensation and Benefits
The company offers a competitive executive compensation package, including:
Competitive executive base salary
Annual performance-based incentive
Equity appreciation opportunities
401(k) retirement benefits
Medical, dental, and vision insurance
Paid time off and company holidays
Professional development and industry training
Reimbursement for appr

Work arrangement
Yes