Sales Strategy Director

About the role 

Reporting into the WW Revenue Operations leader for Planning, Analytics and Field Operations, this role will manage the Analytics function. Responsibilities include working on and leading analytics and Business intelligence programs, operational oversight to ensure efficient execution of the HashiCorp, an IBM company WW business and ecosystem.  This role will lead cross-functional efforts within HashiCorp related to analytics and Business intelligence and special projects, input on sales operations and planning, establishing and carrying out advanced sales cadence aligned to VP of Sales for theaters, cross functional support w/ Sales Strategy + Business Analytics, Finance, Marketing, Channel, Emerging Products, Customer Success, and System Engineering teams.

As a BI and Analytics operations leader and individual contributor, you'll critically think through Business intelligence and strategic issues, provide advanced analytics and business intelligence support, thought leadership and drive high visibility projects. You'll gain invaluable experience in this high-impact role working in a dynamic environment. The ideal candidate has experience both running field sales operations requirements and x-functional programs.  If you are a self starter and have a stellar track record of success supporting software sales organizations then HashiCorp is the place for you. If you want to be part of something exciting, please read on!

What you’ll do (responsibilities):

• Strategic Leadership & Vision: Define and champion the vision and strategy for sales analytics, business intelligence, and sales planning operations, aligning with HashiCorp's overall GTM and corporate objectives.
• Translate high-level business goals into actionable analytics roadmaps, initiatives, and clear metrics.
• Stay abreast of industry trends, emerging technologies (e.g., AI/ML in sales analytics), and best practices to continually elevate our capabilities.
• Sales Planning & Forecasting: Lead the development, automation and refinement and implementation of sales processes with Business Intelligence and Analytics
• Partner closely with Sales Leadership and Finance to establish annual and quarterly sales targets, quotas, and incentive programs
• Provide data-driven insights to optimize territory design, account segmentation, and sales capacity planning.
• Business Intelligence & Reporting: oversee the design, development, and maintenance of critical sales dashboards, reports, and self-service analytics tools.
• Ensure data accuracy, consistency, and governance across all sales-related data sources (e.g., CRM, marketing automation, finance systems).
• Drive the adoption and literacy of data across the sales organization, enabling informed decision-making at all levels.
• Advanced Analytics & Insights: Conduct deep-dive analyses to identify trends, opportunities, and risks within the sales pipeline, customer lifecycle, and GTM motions.
• Provide strategic recommendations to improve sales productivity, conversion rates, customer retention, and overall revenue performance.
• Utilize advanced analytical techniques (e.g., predictive modeling, segmentation) to uncover actionable insights.
• Cross-Functional Collaboration & Partnership: Serve as a key strategic partner to Sales, Sales Operations, Finance, Marketing, Product, and other relevant teams.
• Collaborate on data integration initiatives, ensuring seamless flow of information across systems.
• Communicate complex analytical findings and recommendations clearly and concisely to executive leadership and non-technical stakeholders.

What you’ll need (basic qualifications):

• 10+ years of progressive experience in business intelligence, analytics, or sales operations, with a strong focus on sales and GTM functions.
• 4+ years of experience in a leadership role, managing and developing analytics or BI teams
• Proven track record of driving significant business impact through data-driven insights and strategic recommendations.
• Expert-level proficiency in SQL for data extraction and manipulation from complex datasets.
• Extensive experience with leading BI and visualization tools (e.g., Tableau, Sigma, Power BI)
• Deep understanding of sales methodologies, sales processes, and key sales metrics (e.g., pipeline, forecast, conversion rates, win rates) and financial metrics (ARR, NDR, NACV, RACV etc.) 
•  Strong business acumen with the ability to translate technical concepts into business value.
• Excellent communication, presentation, and interpersonal skills, with the ability to influence and collaborate effectively at all levels of the organization.
• Familiarity with Salesforce (SFDC) as a data source and understanding of its integration with other sales tools (e.g., Clari, Gainsight).
• Proficiency in data modeling tools (e.g., dbt) and experience with modern data warehousing solutions (e.g., Snowflake, Redshift, BigQuery).

What's nice to have (preferred qualifications):

• Experience in a high-growth SaaS or enterprise software company.
• Experience with statistical analysis tools or programming languages (e.g., Python, R) for advanced analytics.
• Bachelor's degree in a field such as Business, Economics, Statistics, Computer Science, or a related discipline. Master's degree preferred

Leadership Attributes Required 

• Develops Others
• Performance Management
• Builds Diverse Teams
• Conflict Resolution
• Business Savvy 
• Influence Others
• Organizational Acumen
• Strategic Planning
• Portfolio Planning
• Presentation skills
• Executive Presence

You may be a good fit for our team if you have: 

• Bachelor's Degree in business, finance, engineering or operations preferred
• Significant Revenue Operations experience in the software industry
• Significant experience in working on complex Analytics and Business Intelligence
• Detail oriented / Strong planning capabilities
• Strong understanding of sales and supporting business functions
• Experience leading operational / strategic initiatives and organizational change
• Excellent analytical skills with strong attention to detail, experience using reporting and analytics applications
• Self-starter; strong drive and work ethic; willing to take leadership role in driving initiatives, working across organizations, and creative problem solving in a real-time, fast-paced sales environment