Vice President of Sales Operations and Strategic Planning

Vice President, Sales Operations & Strategic 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 Operations & Strategic Planning to lead sales operations, commercial planning, and performance management initiatives that strengthen revenue generation, improve sales effectiveness, and support the organization's long-term growth.
This senior leadership role is responsible for developing structured sales operating processes, aligning sales execution with business strategy, and establishing the analytical and operational frameworks needed to improve commercial performance. The VP will oversee sales planning, forecasting, pipeline management, resource allocation, performance reporting, and strategic initiatives that help the organization achieve its revenue objectives.
You will work closely with executive leadership and collaborate across Sales, Business Development, Marketing, Finance, Product, Technology, and Operations. The role will help translate organizational goals into measurable sales targets, improve visibility into commercial performance, and ensure that sales teams have the processes, tools, and information needed to execute effectively.
As the organization continues to grow, this position will play an important role in standardizing sales processes, strengthening forecasting accuracy, improving CRM utilization, and establishing scalable frameworks for sales planning and performance management.
The ideal candidate combines strong analytical capabilities, commercial judgment, operational discipline, and strategic planning expertise. You should be comfortable working with complex business data, advising senior leadership, and driving improvements across multiple sales and commercial functions.
Responsibilities
Lead the Sales Operations & Strategic Planning function, establishing operating frameworks and strategic priorities that support revenue growth and sales effectiveness.
Partner with executive leadership to develop annual and quarterly sales plans, revenue targets, performance objectives, and commercial priorities.
Translate business strategy into actionable sales operating plans, resource requirements, execution milestones, and measurable outcomes.
Oversee sales forecasting, pipeline management, revenue projections, and performance tracking to improve visibility into expected business results.
Establish sales KPIs, dashboards, reporting standards, and regular performance reviews to monitor progress against organizational objectives.
Analyze sales performance, conversion rates, pipeline quality, customer acquisition, deal velocity, and revenue trends to identify opportunities for improvement.
Develop territory planning, account segmentation, sales coverage, and resource allocation strategies to improve sales productivity.
Work closely with Sales and Business Development leaders to identify execution gaps, improve pipeline development, and strengthen accountability for commercial results.
Partner with Finance to align sales forecasts, budgets, revenue plans, and resource allocation with broader financial objectives.
Establish standardized sales processes, workflows, documentation requirements, approval procedures, and performance management practices.
Oversee CRM systems and sales reporting infrastructure to improve data quality, pipeline visibility, forecasting consistency, and operational efficiency.
Evaluate sales productivity and capacity to identify staffing requirements, training needs, resource constraints, and opportunities to optimize team performance.
Collaborate with Marketing to align lead generation, campaign performance, demand generation, and sales pipeline development.
Work with Product and Operations teams to ensure sales plans reflect product availability, delivery capabilities, customer requirements, and business priorities.
Develop scenario analyses and business cases to evaluate revenue opportunities, sales investments, market expansion initiatives, and commercial strategies.
Support sales compensation planning, quota setting, incentive structures, and performance targets in collaboration with executive leadership and Finance.
Monitor market conditions, competitive activity, and customer trends to identify potential risks and opportunities affecting sales performance.
Identify operational bottlenecks and inefficiencies in sales processes and implement improvements that increase productivity and reduce execution friction.
Coordinate cross-functional projects designed to improve sales effectiveness, commercial planning, reporting capabilities, and revenue performance.
Prepare executive-level sales reports, business reviews, forecasts, strategic assessments, and recommendations for leadership decision-making.
Establish processes for tracking strategic sales initiatives, managing dependencies, escalating risks, and maintaining accountability for key deliverables.
Evaluate sales technology, analytics tools, workflow platforms, and automation opportunities to improve operational capabilities.
Build, lead, and develop a high-performing Sales Operations & Strategic Planning team as organizational requirements expand.
Promote a culture of data-driven decision-making, operational discipline, collaboration, commercial accountability, and continuous improvement.
What We're Looking For
We are looking for a senior sales operations leader who combines strategic planning expertise with strong analytical, financial, and operational management capabilities.
The strongest candidates will typically have:
20+ years of progressive experience in sales operations, sales strategy, strategic planning, revenue operations, commercial analytics, or a related field.
Significant leadership experience managing sales operations teams, commercial planning functions, performance management initiatives, or revenue optimization programs.
Demonstrated experience developing sales operating plans, forecasting frameworks, revenue targets, and strategic execution processes.
Strong understanding of sales pipeline management, forecasting methodologies, territory planning, account segmentation, and sales performance measurement.
Experience developing and managing KPIs, dashboards, executive reports, and recurring business performance reviews.
Strong analytical and problem-solving skills, including the ability to interpret complex sales data and translate findings into actionable recommendations.
Financial acumen, with experience in budgeting, revenue forecasting, cost management, scenario analysis, and commercial investment evaluation.
Demonstrated ability to improve sales processes, CRM utilization, data quality, reporting standards, and operational workflows.
Experience collaborating with Sales, Business Development, Marketing, Finance, Product, Technology, and Operations teams.
Strong understanding of sales productivity, customer acquisition, conversion metrics, revenue performance, and commercial resource allocation.
Experience with CRM platforms, business intelligence tools, sales analytics systems, and planning or forecasting software.
Strong project and program management skills, with the ability to coordinate cross-functional initiatives and manage competing priorities.
Excellent communication and presentation skills, including the ability to explain complex business information clearly to executive stakeholders.
Demonstrated ability to influence senior leaders, implement process improvements, and drive measurable commercial results.
Bachelor's degree in Business Administration, Finance, Economics, Statistics, Marketing, 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 operations and planning 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 executive meetings, sales planning sessions, regional business reviews, strategic planning, customer meetings, partner discussions, 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

Work arrangement
Yes