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Salary: USD 174,000 - 210,500 / annual
GumGum is an advertising technology company powered by the Mindset Graph™, an AI-driven data engine that matches brands with audiences in the right mindset. The company operates in over 19 markets across North America, Europe, Japan, and Australia.
The Director, Sales Operations is a hands-on individual contributor role sitting between strategy and execution, responsible for managing the systems, data, and processes that drive revenue growth across global regions (NA, EMEA, JAPAC), products, and customer segments. Reporting to the VP of Sales Strategy and Operations, this role serves as the functional source of truth—partnering closely with regional sales leadership, Finance, Legal, and Product Marketing to convert complex planning rules and sales motions into seamless Salesforce configurations, trusted dashboards, and actionable seller workflows.
Key responsibilities include:
- Partner with the Salesforce owner to manage CRM configuration, data models, and workflows aligned with GTM rules
- Own the revenue reporting suite (pipeline, bookings, forecasts) and lead forecasting cadences with Sales leadership and Finance
- Execute annual and quarterly sales planning, including territory design, account assignment, coverage models, and quota deployment
- Deliver executive-ready performance analysis, regional business reviews, and account-level intelligence to sales leadership
- Provide operational inputs for incentive compensation plan designs, quota models, and payout administration
- Define and maintain sales processes, stage definitions, pricing approvals, and rules of engagement across global regions
- Lead onboarding, tool training, and change management for reps to drive effective adoption of CRM workflows and sales motions
The role has potential to lead a small team as the function matures. Success requires deep technical CRM expertise, strong commercial judgment, and the ability to turn operational ambiguity into structured, reliable forecasting and scalable go-to-market execution.
GumGum fosters a flexible work environment, offering the ability to work either in-office or remotely/from home. For occasional in-person collaboration, the position should be located within a commutable distance to the New York office.
REQUIREMENTS:
- 8+ years of experience in sales operations, revenue operations, sales strategy, management consulting, or sales effectiveness
- Deep, hands-on experience owning a Salesforce environment in a complex B2B sales organization (Salesforce Admin certification preferred)
- Proven track record of executing forecasting and sales planning cycles (territory, coverage, quota deployment)
- Advanced analytical and modeling skills in Excel or Google Sheets, with working knowledge of BI tools like Tableau, Looker, or Power BI
- Strong understanding of sales compensation mechanics, quota setting, and pipeline management
- Excellent communication and presentation skills with the ability to turn complex data into actionable recommendations for executives
- Preferred background in ad tech, digital media, or SaaS across direct/agency sales motions and global regions
