Director, Sales Strategy – Operations

Hotel Engine

. Act as the day-to-day thought partner to the VP, Sales - Groups .

Posted 10/16/2026full-timeRemote • United StatesLead💰 $170,000 - $230,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in sales strategy and operations, with a strong focus on AI integration, data analysis, and team leadership. Proven ability to influence senior leadership and drive measurable productivity gains in a high-growth B2B SaaS environment.

Highest-signal resume keywords

Sales Strategy & OperationsAI Integration & AutomationData Analysis & ModelingTeam Leadership & DevelopmentPipeline Management & Forecasting

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales OperationsRevenue OperationsCapacity ModelingForecastingTerritory DesignCompensation Plan DesignAnalytical SkillsSegmentation StrategyAccount ScoringData-Driven Decision Making

Soft Skills

Influencing Without AuthorityThought PartnershipCollaborationStrategic ThinkingCommunication

Tools & Technologies

Sales ToolsAI ToolsGTM SystemsData Analysis Tools

Industry Keywords

B2B SaaSFintechMarketplace BusinessHigh-Growth Environment

About the role

Key responsibilities & impact

Act as the day-to-day thought partner to the VP, Sales - Groups
Own how the sales organization plans and executes
Uplevel group-travel sales operations and remove productivity bottlenecks
Determine where AI belongs in the sales motion and drive measurable productivity gains
Build analyses from data for leadership decision-making
Hire and lead a team of two to four analysts and strategy partners over the next 12 to 18 months
Own segmentation strategy, including ICP, account scoring, and territory design
Partner with GTM Finance on capacity modeling, goal setting, and multi-year headcount planning
Define metrics, instrumentation, and executive-ready analysis
Run annual planning, forecasting, pipeline reviews, and QBRs
Design and enforce the end-to-end sales process and reporting standards
Translate strategy into training, playbooks, and field tools
Set and roll out AI strategy across prospecting, forecasting, deal execution, and coaching
Partner with GTM Systems on sales tools, AI, and insights
Test hypotheses on segmentation, coverage, and productivity and translate results into decisions

Requirements

What you’ll need

8+ years in sales strategy & operations, revenue operations, or top-tier consulting
Substantial experience in a high-growth B2B SaaS, fintech, or marketplace business
Track record as the primary strategic and operational partner to a VP or C-level revenue leader
Experience shipping AI and automation at scale in a modern sales motion
Deep knowledge of pipeline math, capacity models, territory design, forecasting, and compensation plan design
Strong analytical skills and ability to build models independently
Ability to influence senior leaders without direct authority
Education is optional

Benefits

Comp & perks

Equity for all employees
Some roles are eligible for annual bonuses or commissions
Hybrid-hub model with office-based or fully remote work environments
Benefits package; full list available at engine.com/culture