Director, Sales Operations – Planning

Zendesk

Director of Sales Operations leading go-to-market strategy and operations at Zendesk. Driving performance optimization and cross-functional alignment across Sales, Marketing, Customer Success, and Finance.

Posted 7/1/2026full-timeRemote • Texas • 🇺🇸 United StatesLead💰 $174,000 - $262,000 per yearWebsite

Tech Stack

Tools & technologies

Tableau

About the role

Key responsibilities & impact

We are seeking a Director of Sales Operations, Planning to lead two critical pillars of our go-to-market organization: Territory Planning Operations and Quota Strategy & Operations.
This individual will be instrumental in operationalizing GTM strategy, optimizing performance, and driving alignment across Sales, Marketing, Customer Success, and Finance.
You’ll partner with senior leaders to design and execute scalable, data-driven operating models while ensuring excellence in territory and quota planning, execution, and governance.
As a leader in Territory Planning, you will drive operational rhythm, performance optimization, and cross-functional alignment across the GTM org.
Co-lead annual GTM planning, including headcount strategy, capacity modeling, segmentation, territory design, and budget alignment.
Lead large-scale strategic initiatives, such as: Territory realignment, Market expansion, GTM process redesign.
Partner with Sales Directors, Business Operations Leaders, and worldwide teams to drive planning accuracy and operational excellence.
Drive alignment across Sales, Marketing, CS, Product, and Finance to ensure cohesive execution.
Own the documentation and communication of standard operating procedures across teams.
Identify and eliminate operational bottlenecks; proactively propose scalable solutions.
Own territory management and sales hierarchy changes.
Deliver sales planning insights through operational metrics, reporting, and data quality management to support the rapid growth strategy.
Establish a global quota allocation strategy and drive alignment with regional operations.
Partner with Sales Operations to design quota structures that reflect territory potential, historical performance, and growth expectations.
Ensure quota methodologies are consistent, transparent, and defensible to field leadership.

Requirements

What you’ll need

8–12+ years of experience in Sales/GTM Operations, Business Operations, Sales Strategy, or Revenue Operations.
Deep expertise in Territory Modeling and Quota Setting Methodologies.
Demonstrated experience owning or co-leading an annual GTM planning cycle including target-setting, segmentation, and coverage design
Exceptional analytical skills; comfortable working with financial models, BI tools, and large datasets.
Strong financial acumen; comfortable modeling revenue scenarios and partnering with Finance on planning processes
Experience working across Sales Operations, HR, and Compensation functions on quota design, role definition, and incentive alignment
Exceptional ability to synthesize complex inputs into clear, executive-level recommendations and narratives
Proven track record driving cross-functional alignment and managing competing stakeholder priorities in a global, matrixed organization
Excellent written and verbal communication; able to influence across levels and functions.
Familiarity with sales motion models (enterprise, PLG, channel) is a plus.
Tools experience preferred: Gemini/Claude/GenAI, Salesforce, Xactly, Tableau, Clari, Excel/Google Sheets.

Benefits

Comp & perks

bonus
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Hard Skills & Tools

Sales StrategyRevenue OperationsFinancial ModelingData AnalysisQuota Design

Soft Skills

Exceptional CommunicationInfluencing SkillsStakeholder Management