Senior Director, Global Sales Strategy and Operations

The Role

Ironclad is looking for a Sr. Director, Global Sales Strategy and Operations to own the operating infrastructure of the global sales organization: sales planning, pipeline and bookings performance, renewal and expansion execution, partner operations, and business development operations. This is a GTM-first role. You’ll partner as closely with Marketing, Customer Experience, Finance, and the GTM Engineering & Systems team as you do with Sales leadership, because we don’t win by optimizing one function alone.

This is also a data-first, AI-forward role. You’ll shape how Ironclad’s revenue org uses AI internally, in tooling and forecasting, and how our GTM motion adapts as buyers get more AI-savvy themselves. Bring firsthand experience with what AI can already do inside a revenue org, plus a point of view on what’s next.

This is not a ‘keep the lights on’ operations role. You will be responsible for automating away friction in our sales process, moving our team away from repetitive, transactional work and toward the strategic insights that actually move the needle.

This role calls for someone who will challenge sales leadership when the data calls for it: pressure-test plans, flag risk early, push back with evidence, and keep the relationship strong while doing it. This is a role for someone who wants to reshape how the business runs.

GTM Planning & Strategy

• Drive annual and long-range planning for the sales org, including new business, renewals, expansion, partners, and BDR, in partnership with Sales leadership and Finance.
• Own territory design, quota allocation, compensation plan design, and capacity modeling for AE, CAE, BDR, and partner teams.
• Define and maintain operating rules of engagement across GTM roles, so ownership, handoffs, and coverage stay clear as the business and its markets evolve.
• Build the operational foundation for Ironclad’s international expansion, adapting planning frameworks, territory models, and cadences so global teams execute with the same rigor as the core business.

Revenue Intelligence & Accountability

• Simplify and automate our forecasting and pipeline reporting. Your goal is to give leadership one clean, central view of the funnel, freeing up everyone’s time to focus on closing deals rather than managing spreadsheets.
• Drive accountability to the metrics that matter most: pipeline generation and coverage, net ARR and bookings attainment, and GRR and NDR performance, so the org closes gaps before they turn into missed targets.
• Curate and lead our operating cadences-forecast reviews, deal inspections, and pipeline councils-ensuring they serve as a platform for real strategic decision-making, not just status updates.
• In partnership with BI and Revenue leadership, define what gets measured and surfaced, then use that data to improve how the revenue organization operates and performs.

Sales Performance & Revenue Impact

• Turn trends across the funnel into programs that move the needle: a defined, forecastable expansion motion for the account management team, and renewal operations that deliver consistent GRR and NDR.
• Build performance programs for partner- and BDR-sourced pipeline, including conversion analysis and enablement feedback, that lift their contribution to bookings.

AI & Transformation Leadership

• Use AI to supercharge our sales motion. We don’t just want someone to manage tools; we want someone who looks at our current workflow and asks, ‘How can we automate this?’ to make our sellers more effective and our forecasting more accurate.
• Co-develop Ironclad’s GTM AI strategy as the primary field-side partner to the GTM Engineering & Systems team, so AI investments map to real field needs, with adoption tracked against clear metrics.

Strategic Leadership & Cross-Functional Influence

• Build and lead a high-performing operations team that shapes the business, and serve as a senior thought partner to Sales, Finance, and GTM leadership, translating signals into clear decisions and pushing back when the data calls for it.
• Present to executive leadership with confidence, turning complex operational narratives into clear, data-backed recommendations for the CRO, CEO, and CFO.

Team Structure

• This role reports into the VP, Revenue Operations and Enablement. It leads a global sales operations team covering the Americas, EMEA, and APAC regions, along with strategy, planning, and sales programs. Structure and titles will flex based on the candidate and ongoing transitions.

What You Bring

• 12+ years of progressive experience in Sales Operations, Revenue Operations, or GTM Strategy at a high-growth SaaS company.
• 8+ years of people leadership, including experience managing managers, with a track record of building and developing high-performing ops teams.
• Genuine AI fluency: you understand how AI tools work in a GTM context, evaluate use cases critically, and drive adoption with conviction, both inside the revenue org and in how the org sells externally. You don’t need to build agents. You need to speak the language and evaluate the ROI.
• Proven experience leading multi-functional operations portfolios spanning sales ops, renewals, and partnerships, or equivalent scope, globally rather than in a single region.
• A GTM-first mindset, with experience partnering across Sales, Marketing, Customer Experience, and Finance instead of optimizing for Sales alone.
• Strong analytical skills: able to build forecasting models, work with complex datasets, and translate data into executive-ready narratives.
• Deep familiarity with SaaS business mechanics: ARR, GRR, NDR, quota design, and partner economics.
• Hands-on experience with the full GTM stack, including CRM, revenue intelligence platforms (forecasting, sales engagement, conversation intelligence, etc.), and AI productivity tooling (e.g., Claude, Actively, Glean, Minoa).
• A trusted, credible voice with sales leadership who can challenge assumptions and push back constructively while keeping the relationship strong.
• Executive presence: equally effective presenting to front-line managers and C-suite audiences.
• High ownership, low ego, bias toward action.

• OTE Range: $235,000-$285,000
• +bonus + equity

The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of Ironclad’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

US Full-Time Employee Benefits at Ironclad

• 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
• Market-leading leave policies, including gender-neutral parental leave and compassionate leave
• Family forming support through Maven for you and your partner
• Paid time off - take the time you need, when you need it
• Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
• Mental health support through Modern Health, including therapy, coaching, and digital tools
• Pre-tax commuter benefits (US Employees)
• 401(k) plan with Fidelity with employer match (US Employees)
• Regular team events to connect, recharge, and have fun
• And most importantly: the opportunity to help build the company you want to work at

UK Employee-specific benefits are included on our UK job postings