VP Sales Strategy & Operations

What you'll do

• Own the design and evolution of GumGum’s revenue operating system
• Define and maintain the global GTM model across brand vs. agency, managed vs. programmatic, and regional variations (NA, EMEA, JAPAC)
• Drive sales strategy execution — market and segment focus, coverage models, regional priorities — in partnership with the CRO
• Translate company priorities into clear GTM rules, guardrails, and operating principles
• Ensure GTM decisions are executable in Salesforce, comp plans, and seller workflows
• Document and socialize GTM frameworks so they are applied consistently across the organisation
• Lead annual and quarterly sales planning in partnership with the CRO and Finance
• Design quota-setting methodologies that reflect market dynamics, account mix, and seller roles
• Build data-backed models to evaluate scenarios, tradeoffs, and risks for executive decision-making
• Partner with Compensation and Finance on incentive design, quota allocation, and reallocation frameworks
• Ensure plans are motivating, fair, economically sound, and defensible
• Partner with SalesOps to ensure Salesforce and related tools reflect GTM rules and planning decisions
• Ensure reporting and dashboards support decision-making, not just activity tracking
• Drive operational consistency across regions while accommodating necessary local nuance
• Serve as the connective tissue across Revenue, Finance, Product, People Ops, Marketing, and BizOps
• Partner with Product Marketing on GTM readiness, packaging, and launches
• Work with Finance on pricing, discounting, and deal economics
• Partner with People Operations on sales role design, incentive alignment, and org evolution
• Drive decisions to closure and ensure execution follows agreed standards
• Establish scalable frameworks for complex and non-standard deals — trading, large partnerships, and true exceptions
• Manage guardrails around incentives, discounts, and value exchange
• Translate learnings from exceptions into system-level improvements

Requirements

• 12–15+ years in revenue strategy, sales operations, GTM, or management consulting, including VP/SVP-level experience
• Background in ad tech, media, SaaS, or complex B2B platforms
• Demonstrated success designing and scaling revenue operating models
• Track record of building operating frameworks that function effectively without ongoing personal intervention
• Prior experience partnering closely with RevOps/SalesOps teams strongly preferred
• Consulting or internal transformation background is a plus
• Ability to lead senior sales leaders through complex change, challenge legacy practices, and drive alignment
• Strong analytical and systems-thinking mindset
• Deep understanding of sales behaviour, incentives, and operating models
• Ability to simplify complexity into clear rules and frameworks
• Credible communicator with senior sales, finance, and product leaders
• Comfortable operating in matrixed environments with clear accountability
• Low ego, high conviction — brings clarity to ambiguity and structure to complexity

Tech stack

Benefits