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Ironclad is seeking a Senior Director of Global Sales Strategy and Operations to build and lead the operating infrastructure of its global sales organization. This is a strategic, data-driven role focused on sales planning, pipeline and bookings performance, renewal and expansion execution, partner operations, and business development operations.
You will own GTM planning and strategy, including annual and long-range planning for new business, renewals, expansion, partners, and BDR teams. You'll design territories, allocate quotas, design compensation plans, and build capacity models for AE, CAE, BDR, and partner teams. You'll establish operating rules of engagement across GTM roles and build the operational foundation for Ironclad's international expansion.
On the revenue intelligence side, you'll simplify and automate forecasting and pipeline reporting to give leadership a single, clean view of the funnel. You'll drive accountability to key metrics—pipeline generation, net ARR, bookings attainment, GRR, and NDR—and lead operating cadences like forecast reviews and deal inspections as platforms for strategic decision-making.
You'll turn funnel trends into programs that move the needle: a defined expansion motion for account management and renewal operations that deliver consistent GRR and NDR. You'll build performance programs for partner- and BDR-sourced pipeline with conversion analysis and enablement feedback.
This is an AI-forward role. You'll use AI to supercharge the sales motion, automating workflows to make sellers more effective and forecasting more accurate. You'll co-develop Ironclad's GTM AI strategy as the primary field-side partner to the GTM Engineering & Systems team, ensuring AI investments map to real field needs.
You'll build and lead a high-performing global operations team covering Americas, EMEA, and APAC, and serve as a senior thought partner to Sales, Finance, and GTM leadership. You'll present to executive leadership with confidence, translating operational narratives into clear, data-backed recommendations for the CRO, CEO, and CFO.
This is not a 'keep the lights on' operations role. You'll challenge sales leadership when data calls for it, pressure-test plans, flag risk early, and push back with evidence while maintaining strong relationships. You'll reshape how the business runs by automating friction and moving the team toward strategic insights.
