Global Head of Sales Performance and Operations

Shift Technology

. Drive high-frequency pipeline inspection rhythms, rigorously questioning stage qualification, deal momentum, and close-date accuracy across long sales cycles .

Posted 9/17/2026full-timeBoston • Massachusetts • United StatesLead💰 $190,000 - $250,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in Sales Leadership and Revenue Operations within enterprise B2B SaaS, with a strong focus on implementing structured sales methodologies and driving execution across complex sales cycles. Proficient in utilizing Salesforce and revenue intelligence tools to enhance operational efficiency and performance metrics.

Highest-signal resume keywords

Sales LeadershipRevenue OperationsSalesforce ArchitectureEnterprise Sales FrameworksPipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales MethodologiesDeal Desk ManagementKPI EstablishmentQuota AllocationCapacity PlanningIncentive Compensation DesignQuote-to-Cash WorkflowsQuantitative ForecastingPerformance ImprovementOperational Strategy

Soft Skills

Proactive LeadershipCollaborationProblem-SolvingCommunicationTeam Management

Tools & Technologies

SalesforceClariGong

Industry Keywords

B2B SaaSEnterprise SalesHigh-Growth VC/PE-Backed CompaniesLong-Cycle Enterprise DealsField Execution

Tech Stack

Tools & technologies

Swift

About the role

Key responsibilities & impact

Drive high-frequency pipeline inspection rhythms, rigorously questioning stage qualification, deal momentum, and close-date accuracy across long sales cycles
Implement and enforce standardized enterprise sales methodologies such as Value Selling
Actively manage the Deal Desk, unblocking contract roadblocks, managing custom terms, and expediting legal, security, and procurement approvals
Establish activity-based and milestone-based KPIs for reps to track deal velocity and risk exposure
Lead the Sales Enablement team to create outcome-driven programs aligned with business strategy and product development
Partner with Sales Leadership and Sales Enablement to identify underperforming territories or reps and enforce performance improvement and operational reset plans
Own quota allocation, capacity planning, and territory design
Architect incentive compensation and SPIFF structures aligned with strategic objectives
Audit rep time allocation and remove administrative burden
Translate revenue strategy into weekly and monthly tactical mandates for field teams
Enforce usage of Salesforce as an active execution tool
Streamline quote-to-cash workflows and enforce pricing and discounting compliance
Deliver actionable execution dashboards to executive leadership
Partner with Product, Finance, and Customer Success on post-sale transitions and retention visibility
Serve as a critical operating partner to the CRO and Heads of Market
Manage a team in Paris and partner with the Global Sales team

Requirements

What you’ll need

8+ years in Sales Leadership, Sales/Revenue Operations in enterprise B2B SaaS with at least 3+ years managing global operational teams
Proven track record of operating as a proactive driver with an uncompromising standard for field execution and pipeline hygiene
Deep experience driving execution across complex, long-cycle enterprise deals (12+ months, $300k+ to $5M+ ACV, multiple economic buyers)
Expertise in implementing and enforcing structured enterprise sales frameworks (MEDDPICC, Force Management, or Challenger) down to the individual rep level
Advanced mastery of Salesforce architecture, revenue intelligence (Clari, Gong), and quantitative forecasting; able to translate metrics into swift operational shifts
Prior experience executing inside a high-growth VC/PE-backed software company ($100M+ ARR scaling phase) (preferred)
Prior experience as a seller, certification or deep implementation experience in formal enterprise sales frameworks (preferred)

Benefits

Comp & perks

Flexible remote and hybrid working options
Competitive Salary and a variable component tied to personal and company performance
Multiple Learning and Development opportunities, including Focus Fridays, a half-day each month to focus on learning and personal growth
Generous PTO and paid holidays
Mental health benefits
2 MAD Days per year (Make A Difference Days for paid volunteering)
Additional benefits may be offered by country, based on your eligibility