Sales Operations and Strategy Director

Kentik is the network intelligence platform for modern infrastructure teams. Unlike traditional monitoring and observability tools, we demystify complex network operations, enabling organizations to deliver applications and innovation at scale. Built by network experts to make critical insight accessible to every engineer, Kentik is the real-time source of truth that understands every network in context — from data center to cloud to the internet. This single platform unifies and correlates cloud, device, flow, synthetic data to turn telemetry into action. Market leaders like Akamai, Booking.com, Dropbox, and Zoom rely on Kentik to run, manage, and optimize their networks.

Kentik is seeking a Sales Operations and Strategy Director to drive the operational and analytical excellence that powers our global sales organization. This role develops and operationalizes Kentik’s revenue strategy through precise forecasting, capacity modeling, and performance analytics—ensuring we scale efficiently and execute with clarity.

As a key member of the Revenue Operations team, you’ll serve as a trusted advisor to Sales leadership, driving core operating cadences, delivering data-driven insights, and leading high-impact projects that accelerate growth across Kentik’s sales motions. You’ll also direct initiatives that align segmentation, territory design, and compensation planning to ensure GTM cohesion and scalability.

This role is ideal for an operator who thrives at the intersection of strategy and execution. You’ll leverage Kentik’s modern GTM tech stack and analytics capabilities to deliver trusted insights and streamline processes across the sales organization.

• Lead Global Sales Operations: Manage all aspects of sales operations, including territory planning and optimization, sales compensation design and management, sales process improvement, and operational governance
• Executive Communication: Deliver clear, data-driven narratives and performance insights to senior leadership. Manage preparation of executive reports, QBRs, and Board presentations that help inform decision-making and business alignment
• Forecasting & Pipeline Management: Influence forecast accuracy and pipeline integrity through standardized processes, metrics, and methodologies. Establish clear KPIs and reporting cadence to support executive visibility and accountability
• Sales Design & Planning: Own sales organization design, segmentation, capacity planning, and coverage models to ensure balanced territories, effective resource allocation, and alignment with growth objectives
• Strategic Partnership: Partner with Sales, Solutions Engineering, Marketing, and Finance leadership to develop and operationalize strategies that enable the sales organization to scale effectively and achieve performance goals
• Performance Management & Insights: Deliver proactive reporting, dashboarding, and analysis of sales performance, including pipeline health, territory effectiveness, capacity utilization, and coverage optimization

• Strategic Partnership & Cross-Functional Alignment: Partner with Sales, Solutions Engineering, Marketing, and Finance leadership to develop and operationalize strategies that enable the sales organization to scale effectively. Partner with departments across the organization to identify performance gaps and drive improvement through best practices, process adoption, and effective use of sales technologies

• Operational Excellence: Establish governance frameworks, standardize workflows, and maintain data integrity to enhance efficiency and scalability across the global sales organization

• 8+ years of experience in Sales or Revenue Operations, with end-to-end ownership of forecasting, planning, and compensation across global or multi-segment sales organizations
• 4+ years in a B2B SaaS growth environment, supporting scaling GTM teams through data-focused processes and strategic planning
• Deep understanding of B2B SaaS metrics, sales compensation strategy, pipeline management, and capacity and coverage modeling
• Hands-on expertise with the Sales Ops tech stack — Salesforce (required), CPQ, Gong, and BI platforms (Sigma, Tableau, Looker, or Power BI)
• Proven ability to analyze complex data and deliver actionable insights on territory performance, productivity, and revenue optimization
• Strong analytical and financial modeling skills; highly proficient in Excel with experience building scalable forecasting or capacity models
• Exceptional communication and executive presence, with the ability to influence and align Sales, Solutions Engineering, Marketing, Finance, and other GTM leaders
• Strategic thinker with strong operational discipline; adept at balancing long-term process transformation with daily execution

Kentik is a fully remote company that operates globally. We seek professionals that will help us thrive as an organization, and in turn, to broaden and enhance your career. We’re very thorough in the interview process to understand your skills and how they will relate to your successful growth here at Kentik. Our compensation philosophy encompasses a fair program for all in order to attract, engage and retain talented individuals who will drive our business and wow our customers.

The compensation range for this position is: $200,000 - $250,000.