Sales Strategy and Operations Manager
WFA Digital Insight
As demand for digital sales operations specialists surges, with a 25% increase in job openings in the past year, skilled professionals with GTM expertise are in high demand. With Kong's leading API and AI connectivity technologies, this role stands out for its unique blend of strategic planning and hands-on execution. Candidates should be prepared to demonstrate their analytical skills, business acumen, and ability to drive growth in a fast-paced environment. Before applying, consider how your experience aligns with Kong's innovative approach to sales operations and its commitment to empowering hyper-growth sales teams.
Job Description
About the Role
The Sales Strategy and Operations Manager role at Kong is a critical component of the Revenue Operations team, tasked with defining, tracking, and implementing business objectives, initiatives, and processes that drive sales growth. As a trusted business partner to the AMS GTM Leadership team, this position requires a unique blend of strategic planning, analytical skills, and hands-on execution. The successful candidate will be a self-starter, comfortable working in a dynamic, data-driven environment, and demonstrate a 'get things done' attitude.Reporting to the Director, Global Field Operations, this role will lead the annual AMS GTM planning process, partner with leadership to design and implement the AMS GTM structure, and provide visibility and performance tracking on key business metrics. With a focus on full-funnel GTM strategy and operations, the ideal candidate will have a deep understanding of sales operations, excel in a fast-paced environment, and be adept at driving change management across multiple teams.
Kong is a leading developer of API and AI connectivity technologies, building the infrastructure that powers the agentic era. Trusted by the Fortune 500 and startups alike, Kong's unified API and AI platform enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI models.
What You Will Do
- Lead the annual AMS GTM planning process, including fiscal year/long-range modeling, investment ROI analysis, headcount planning, quota and capacity setting, and territory planning
- Partner with leadership to design and implement the AMS GTM structure, segmentation, and coverage model across roles, including Sales, Solutions Engineering, Customer Success, Sales Development, and Professional Services
- Provide visibility and performance tracking on key business metrics, including lead funnel monitoring, sales efficiency, and productivity key performance metrics via business intelligence applications
- Lead the execution of the operating cadence within the theater, supporting management inspection throughout the customer lifecycle at each level of the organization
- Support sales leadership with content preparation for key management reporting needs, including Quarterly Business Reviews
- Drive CRM accuracy, pipeline analytics, forecasting, and ad hoc regional reporting requirements
- Ensure efficient deal velocity and monitor deal management processes, making recommendations on process improvement initiatives regarding deal structures, approvals, booking processes, etc.
- Participate in regular meetings with Marketing, Customer Success, Finance, Legal, and various other teams to assist in addressing issues, building plans, and driving change management
- Assess inquiries directed to the AMS VP of Sales, determine the proper course of action, and delegate to the appropriate individual to manage
- Ensure all Sales Leadership team issues are addressed properly, efficiently, and judiciously, and keep track of progress until resolved
What We Are Looking For
- 5-8 years of relevant business experience in sales operations, strategy, or a related field
- Demonstrable competence with Google G-Suite tools and excellent quantitative and analytical skills
- Strong customer service attitude, ability to work independently, and in a fast-paced environment
- Excellent written and communication skills
- Experience with SFDC (Sales Cloud, CPQ), Clari, Outreach, Zoominfo, and similar tools
- BA/BS in a quantitative field, MBA, or related graduate degree a plus
- A team player who works well in a collaborative environment
Nice to Have
- Experience with data visualization tools and business intelligence applications
- Knowledge of API and AI connectivity technologies
- Certification in sales operations or a related field
Benefits and Perks
- Competitive compensation package
- Equity opportunities
- Flexible PTO policy
- Comprehensive health insurance
- Remote work stipend
- Professional development opportunities
- Access to cutting-edge technologies and tools
- Collaborative and dynamic work environment
How to Stand Out
- Be prepared to demonstrate your expertise in GTM strategy and sales operations, highlighting specific examples from your experience
- Make sure your resume and cover letter are tailored to the role, emphasizing your analytical skills, business acumen, and ability to drive growth
- Familiarize yourself with Kong's products and services, as well as the current market trends in API and AI connectivity technologies
- Be ready to discuss your experience with CRM systems, data analysis, and business intelligence applications
- Prepare to talk about your approach to change management and your ability to drive process improvement initiatives
- Show enthusiasm for working in a fast-paced, dynamic environment and demonstrate your ability to work independently and collaboratively as part of a team
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