Sales Operations and Strategy Director

Remote – United States

Who we are

Kentik is the network intelligence platform for modern infrastructure teams. Unlike traditional monitoring and observability tools, we demystify complex network operations, enabling organizations to deliver applications and innovation at scale. Built by network experts to make critical insight accessible to every engineer, Kentik is the real-time source of truth that understands every network in context — from data center to cloud to the internet. This single platform unifies and correlates cloud, device, flow, synthetic data to turn telemetry into action. Market leaders like Akamai, Booking.com, Dropbox, and Zoom rely on Kentik to run, manage, and optimize their networks.

What we do

Kentik is seeking a Sales Operations and Strategy Director to drive the operational and analytical excellence that powers our global sales organization. This role develops and operationalizes Kentik’s revenue strategy through precise forecasting, capacity modeling, and performance analytics—ensuring we scale efficiently and execute with clarity. As a key member of the Revenue Operations team, you’ll serve as a trusted advisor to Sales leadership, driving core operating cadences, delivering data-driven insights, and leading high-impact projects that accelerate growth across Kentik’s sales motions. You’ll also direct initiatives that align segmentation, territory design, and compensation planning to ensure GTM cohesion and scalability. This role is ideal for an operator who thrives at the intersection of strategy and execution. You’ll leverage Kentik’s modern GTM tech stack and analytics capabilities to deliver trusted insights and streamline processes across the sales organization.

What you'll do

• Lead Global Sales Operations: Manage all aspects of sales operations, including territory planning and optimization, sales compensation design and management, sales process improvement, and operational governance
• Executive Communication: Deliver clear, data-driven narratives and performance insights to senior leadership. Manage preparation of executive reports, QBRs, and Board presentations that help inform decision-making and business alignment
• Forecasting & Pipeline Management: Influence forecast accuracy and pipeline integrity through standardized processes, metrics, and methodologies. Establish clear KPIs and reporting cadence to support executive visibility and accountability
• Sales Design & Planning: Own sales organization design, segmentation, capacity planning, and coverage models to ensure balanced territories, effective resource allocation, and alignment with growth objectives
• Strategic Partnership: Partner with Sales, Solutions Engineering, Marketing, and Finance leadership to develop and operationalize strategies that enable the sales organization to scale effectively and achieve performance goals
• Performance Management & Insights: Deliver proactive reporting, dashboarding,and analysis of sales performance including pipeline health territory effectiveness capacity utilization,and coverage optimization
• Strategic Partnership & Cross-Functional Alignment: Partner with Sales Solutions Engineering Marketing,and Finance leadership to developand operationalize strategies that enablethe sales organizationto scale effectively.Partner with departments acrossthe organizationto identify performance gapsand drive improvementthrough best practices process adoptionand effective useof salestechnologies
• Operational Excellence: Establish governance frameworks standardize workflows,and maintain data integrityto enhance efficiencyand scalabilityacrossthe global salesorganization

What you'll bring

Studies have shown that some candidates tendto applyto jobs only if they meet100% ofthe qualifications.We encourage youto applyif you meetmostofthe criteria-even if you don’t matchallofthe qualifications,your skillsand experiencecould be valuablein this role!

• 8+ years of experiencein Sales or Revenue Operations with end-to-end ownershipofforecasting planning,and compensationacross global or multi-segment salesorganizations
• 4+ years ina B2B SaaS growth environment supporting scalingGTM teams through data-focused processesand strategic planning
• Deep understandingof B2B SaaS metrics sales compensation strategy pipeline management,and capacityand coverage modeling
• Hands-on expertisewiththe Sales Ops tech stack — Salesforce (required) CPQ Gong,and BI platforms (Sigma Tableau Looker or Power BI)
• Proven abilityto analyze complexdataand deliver actionable insights on territory performance productivity,and revenue optimization
• Strong analyticaland financial modeling skills; highly proficientin Excel withexperience building scalable forecastingor capacity models
• Exceptional communicationandexecutive presencewiththe abilityto influence& align Sales Solutions Engineering Marketing Finance& other GTM leaders
• Strategic thinkerwithstrong operational discipline; adeptat balancing long-term process transformationwith daily execution
• Willingnesstotravelas needed(usually a few times each quarter)

What we offer

Kentik isa fully remote companythat operates globally.We seek professionals that will helpus thriveas an organization,and in turn,to broaden& enhance your career.We’re very thoroughinthe interview process tounderstand your skills& how they will relate toyour successful growth hereat Kentik.Our compensation philosophy encompasses a fair programforall inorderto attract engage& retain talented individuals who will drive our business& wow our customers. The compensation rangeforthis positionis: $200000 - $250000.This range reflects the low& high endofthe U.S.compensation range Kentik reasonably& generally expects topaythe hired candidatein this role.The actual compensation offeredmaybeloweror higherthanstated rangedependingon various factors including but not limitedto:

• Experiencewith skill sets required for success
• Demonstrated competencies& potential
• A geographic market-based approach

In addition toa great career opportunity,Kentik offers stellar benefitsfor ouremployees which include:

• 100% premiums paidby companyfor health vision dental coverage for you& your dependents
• Additionally an annual Health Reimbursement Account (HRA)of $3000 for an individualor $4500 for a family
• Paid family& medical leave
• Open PTO quarterly Wellness Day minimum10 paid holidays
• 401(k) retirement account
• Home office reimbursement
• Stock options

*Note:* Benefits are as listed forall US full-time employees.For compensation international applicants will be treated equitably in relationto laws applicable within countriesin which we operate.

Come work with us

The true meaningof Kentikis visibility. We’re committed tomaking sure everyone feels empowered touse their voice has a senseof belonging & is represented at Kentik. We don’t lookfor individuals who fitthe culture but those who will continueto addtoculture.We encourage everyone especially those underrepresented in industry: peopleof color LGBTQI+ community women individuals with disabilities veterans peopleof any age or family status. Kentikis committed creating inclusive interview process.If you require reasonable accommodation during application or interview process please reach out recruiting@kentik.com. Comeasyou are!You will be working at fast-growing well-funded startup alongside industry thought leaders network aficionados as we build future observability set high bar how network operations digital businesses should run.With competitive salary amazing benefits meaningful challenging projects you’ll take on we’re sure you’ll enjoy joining Kentik team.