Senior Director of Sales Strategy & Operations, Kong
$233-275k
Offers equity and bonus
Microservice API gateway
Be an early applicant
Microservice API gateway
501-1000 employees
Be an early applicant
$233-275k
Offers equity and bonus
501-1000 employees
Company mission
To build the nervous system that will safely and reliably connect all of humankind!
Role
Who you are
- If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others
- This role requires a leader who can operate at both strategic and tactical levels: shaping global sales strategy, leading annual planning, driving cross-functional alignment, and building the operational infrastructure needed to scale a high-performing sales organization
- The ideal candidate combines strong business judgment, analytical depth, operational excellence, and the ability to influence senior sales and GTM leaders globally
- 8+ years of experience in Sales Strategy, Sales Operations, or Revenue Operations, including at least 3+ years in a Sales Ops/Strategy leadership role at a B2B SaaS company, with direct ownership of territory design, capacity planning, quota setting, and annual sales planning
- Demonstrated experience owning a global or multi-theater sales operating cadence (forecasting, pipeline inspection, QBRs, executive reporting) for an organization of meaningful scale (e.g., $100M+ in revenue or 100+ quota-carrying reps)
- Experience supporting a company through a major GTM model transition — new market/theater expansion, new product motion launch, or a pricing model shift (e.g., subscription to usage-based/consumption) — not just steady-state operations
- Proven track record partnering directly with senior Sales leadership (VP/SVP/CRO level) as a trusted strategic advisor, with the executive presence to influence global and regional sales leaders rather than just execute on their behalf
- Hands-on experience applying data/analytics (and ideally AI-enabled tools) to sales performance management — pipeline/conversion analysis, rep productivity insights, forecasting models — with fluency in Salesforce and modern GTM systems
What the job involves
- We are seeking a strategic and hands-on Senior Director, Global Sales Strategy & Operations to drive performance across our global sales organization - across all theaters and key segments
- This leader will own the operating system for the global sales organization, partnering closely with Sales leadership to improve productivity, conversion, forecasting discipline, coverage design, execution rigor, and drive consistent revenue performance
- Business Partner to Global Sales Leadership
- Serve as the strategic and operational partner to global and regional Sales leaders across theaters and segments, driving performance management, execution rigor, and revenue growth
- GTM Design & Model Transformation
- Lead the evolution of the global sales model as the company scales from to $1B+ in revenue. This will include global expansion, establishing new motions (esp new product) and driving a GTM transformation in alignment with new usage-based pricing models
- Global Sales Strategy, Planning & Coverage Design
- Own global sales planning, including segmentation, coverage models, capacity planning, territory design, quota planning, resource allocation, and annual planning alignment with company revenue goals
- Sales Operating Cadence & Manager Execution System
- Establish and run the global sales operating rhythm, including forecast reviews, pipeline inspections, QBRs, business reviews, performance scorecards, executive reporting, and front-line manager inspection frameworks
- Drive Productivity & Performance Insights
- Operate the analytics and insights engine to identify risks, productivity gaps, conversion opportunities, rep performance trends, and growth levers across regions and segments
- Cross-Functional GTM Alignment & Strategic Initiatives
- Partner with Marketing, SDR, Customer Success, Product, Finance, Enablement, Systems, and Deal Desk to drive cross-functional GTM execution, multi-product sales motions, and priority revenue initiatives
- Champion of AI across GTM
- Lead the adoption of AI as a force multiplier across Sales Strategy & Operations and the global sales organization, embedding AI into planning, seller workflows, manager inspection, forecasting, account prioritization, pipeline generation, and productivity initiatives to improve execution quality and scale
Our take
Kong provides a cutting-edge API and service lifecycle management platform tailored for modern architectures, such as microservices, containers, cloud, and serverless environments. With a focus on flexibility, scalability, speed, and performance, Kong allows developers and Global 5000 enterprises to securely connect and orchestrate microservice APIs for today's sophisticated applications.
The core products offered by Kong include an open-source API and Microservices management solution, Galileo, a platform for API analytics and debugging; Gelato, a platform for creating developed portals for PIs and Microservices; and API Marketplace, a hub for discovering and publishing cloud APIs. Additionally, the introduction of a new collection of AI plug-ins in Kong Gateway 3.6 enhances the platform's capabilities further, reinforcing its commitment to innovation and advancement.
In pursuit of growth, the company is prioritising expanding its marketing efforts, bolstering its customer service team, and accelerating product development. By focusing on these key areas, Kong aims to continue providing unparalleled solutions and support to its ever-expanding user base in the rapidly evolving landscape of modern application development.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Nov 2024
$175m
SERIES E
Feb 2021
$100m
SERIES D
Total funding: $345.6m
Company benefits
- Flexible time off: Take time to take care of yourself and the things that matter most
- Stock options: We want you to share in our success. That's why stock options are offered to most Kongers
- U-First Fridays: Get 4 hours a month for continuous learning with a book, podcast, or course of your choice
- Virtual events: Stay connected with Donut chats, trivia, fitness challenges, guided meditations, and more
- Dedicated unplug days: Silence those notifications. Enjoy some well-deserved long weekend where the entire team unplugs
- Home office stipend: Build a home office environment tailored to support your productivity
Company HQ
Rincon Hill, San Francisco, CA
Leadership
Augusto Marietti
(Co-Founder & CEO)Previously founded Mashape API Marketplace. Before Mashape, Augusto was an SF homeless immigrant from Italy.
Marco Palladino
(Co-Founder & CTO)Previously co-founded MemboxX, an online service for storing documents and small pieces of personal data.
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