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We are seeking a strategic and hands-on Senior Director, Global Sales Strategy & Operations to drive performance across our global sales organization - across all theaters and key segments. This leader will own the operating system for the global sales organization, partnering closely with Sales leadership to improve productivity, conversion, forecasting discipline, coverage design, execution rigor, and drive consistent revenue performance.
This role requires a leader who can operate at both strategic and tactical levels: shaping global sales strategy, leading annual planning, driving cross-functional alignment, and building the operational infrastructure needed to scale a high-performing sales organization. The ideal candidate combines strong business judgment, analytical depth, operational excellence, and the ability to influence senior sales and GTM leaders globally.
Key Responsibilities:Business Partner to Global Sales Leadership
Serve as the strategic and operational partner to global and regional Sales leaders across theaters and segments, driving performance management, execution rigor, and revenue growth.GTM Design & Model Transformation
Lead the evolution of the global sales model as the company scales from to $1B+ in revenue. This will include global expansion, establishing new motions (esp new product) and driving a GTM transformation in alignment with new usage-based pricing modelsGlobal Sales Strategy, Planning & Coverage Design
Own global sales planning, including segmentation, coverage models, capacity planning, territory design, quota planning, resource allocation, and annual planning alignment with company revenue goals.Sales Operating Cadence & Manager Execution System
Establish and run the global sales operating rhythm, including forecast reviews, pipeline inspections, QBRs, business reviews, performance scorecards, executive reporting, and front-line manager inspection frameworks.Drive Productivity & Performance Insights
Operate the analytics and insights engine to identify risks, productivity gaps, conversion opportunities, rep performance trends, and growth levers across regions and segments.Cross-Functional GTM Alignment & Strategic Initiatives
Partner with Marketing, SDR, Customer Success, Product, Finance, Enablement, Systems, and Deal Desk to drive cross-functional GTM execution, multi-product sales motions, and priority revenue initiativesChampion of AI across GTM
Lead the adoption of AI as a force multiplier across Sales Strategy & Operations and the global sales organization, embedding AI into planning, seller workflows, manager inspection, forecasting, account prioritization, pipeline generation, and productivity initiatives to improve execution quality and scale.
About Kong:
Kong Inc., a leading developer of API and AI connectivity technologies, is building the infrastructure that powers the agentic era. Trusted by the Fortune 500 and startups alike, Kong's unified API and AI platform, Kong Konnect, enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI models. For more information, visit www.konghq.com.
Skills Required
- Proven experience leading global sales strategy and sales operations
- Experience with GTM design, territory and quota planning, and capacity planning
- Track record driving forecasting discipline, pipeline management, and sales cadence (QBRs, scorecards)
- Analytics-driven approach to identify productivity gaps, conversion improvements, and rep performance insights
- Cross-functional leadership partnering with Marketing, SDR, Customer Success, Product, Finance, Enablement, Systems, and Deal Desk
- Experience scaling sales organizations toward $1B+ revenue and launching new sales motions
- Experience embedding AI into sales planning, forecasting, and seller/manager workflows
- Strong business judgment, operational excellence, and ability to influence senior GTM leaders globally
Kong Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Kong and has not been reviewed or approved by Kong.
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Fair & Transparent Compensation — Pay is considered competitive for many roles, particularly in senior and technical positions, with bonuses and overtime enhancing earnings for some. Compensation is generally described as strong across a range of functions.
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Leave & Time Off Breadth — Policies such as flexible time off, company Unplug Days, U‑First Fridays, and a paid sabbatical create multiple avenues for rest and personal development. These offerings support work‑life balance for a distributed workforce.
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Equity Value & Accessibility — Stock options and an employee stock purchase plan enable broad participation in company equity. Equity is positioned as a meaningful component of total rewards alongside cash compensation.
Kong Insights
What We Do
Kong Inc., a leading developer of cloud API technologies, is on a mission to enable companies around the world to become “API-first” and securely accelerate AI adoption. Kong helps organizations globally — from startups to Fortune 500 enterprises — unleash developer productivity, build securely and accelerate time to market.
Why Work With Us
It starts with how we show up for each other. We’ve created a workplace that’s intentionally flexible, deeply inclusive, and built for meaningful collaboration — whether virtual or in person. We trust our teams to own their work, and we give them the support, tools, and freedom to grow.
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