Sales Operations and Strategy Director, Kentik
$200-250k
+ Stock options
Network observability, security, and performance
Be an early applicant
Network observability, security, and performance
201-500 employees
Be an early applicant
$200-250k
+ Stock options
201-500 employees
Company mission
To provide clients with an infrastructure visibility solution to make their business-critical operations run seamlessly.
Role
Who you are
- This role is ideal for an operator who thrives at the intersection of strategy and execution
- Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you don’t match all of the qualifications, your skills and experience could be valuable in this role!
- 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
- Willingness to travel as needed (usually a few times each quarter)
What the job involves
- 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
- 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
Our take
The rise in internet use has resulted in an often unmanageable amount of network traffic across websites, data centers, and most recently cloud services. The resulting mass of information from this is problematic to interpret and thus difficult to use for troubleshooting and engagement insights.
Kentik provides an integrated network monitoring dashboard for enterprises that helps provide visual data illustrations and insights based on traffic. This allows administrators to identify bottlenecks in their networks, whilst providing opportunities to provide cyber protection and monitor customer experiences.
The Kentik dashboard’s approach to network management is unique due to its focus on the visualization of information. This allows insights regarding network limitations and bottlenecks to be understandable and manageable to enterprises regardless of whether staff has knowledge in networking data.
Freddie
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2021
$40m
SERIES C
May 2020
$23.5m
LATE VC
Total funding: $101.7m
Company benefits
- Dental and vision insurance
- Parental leave
- Stock options
- Flexible paid time off
- 401k plan
- Work from home opportunities
- Health insurance
Company HQ
Financial District, San Francisco, CA
Leadership
Avi Freedman
(CEO)Avi started their career as a Systems Administrator at United Engineers and Constructors, prior to spending 10 years as CEO of Netaxs Internet Services. They founded readnews.com and left their role as CTO of ServerCentral to co-found Kentik in January 2014.
Justin Biegel
(COO)Justin spent almost 4 years as VP of Business Development at InvisbleHand Networks before working as a University of Maryland Researcher for 2 years. After 3 years at Internap, they co-founded Kentik 2014 and serve as COO.
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