Director, Sales Strategy & Business

Digital commerce is built on trust. At every point along the eCommerce journey, businesses must make a critical decision: Can I trust this customer? Answering this simple question accurately and instantly is powerful—it can accelerate revenue growth and strengthen a company’s connection with its customers. How do we do it? Forter was founded on the insight that it's not about what is being purchased, nor where— but who is behind the interaction.

The Forter Decision Engine finds patterns across more than one billion identities in our dataset. We isolate fraudsters and protect customers—ensuring everyone gets the experience they deserve.  Given that trust is central to how we operate, Forter is very much driven by a defined set of values. We attract remarkable talent and have retention and engagement levels that are well above benchmarks. We’re meticulous about strengthening our culture as we grow and ensuring this is an environment where people can have outsized impact.

The Director, Sales Strategy & Business is a senior-level manager of people role who will work closely with field operations and will represent sales go-to-market cross-functionally to partners from Marketing, Customer Success & Support, Product, and Finance. They will work cross-functionally with colleagues across the broader Strategy & Operations team to design and implement solutions while also interfacing with the Business Systems, Data & Analytics, Sales Enablement, and FP&A teams to keep things running. Okta moves fast – with your help, AMER will move even faster. Wearing multiple hats (business process designer, customer champion, operations specialist, and cross-functional facilitator), you will play a crucial role in supporting building out and refining a best-in-class strategy across all customer segments. 

The ideal candidate should be able to roll up their sleeves, learn the technical solutions, and understand the addressable market by geography and segmentation. This candidate will be detail-oriented, analytical, and thrive at structured strategic problem solving to effectively synthesize ideas to produce clear, concise written and verbal communication. Finally, this candidate should consistently and effectively prioritize fast-moving strategic objectives, tackle and resolve operational challenges, and stay nimble to manage a period of hyper-growth.

Planning and Targets

• Lead our Sales Strategy & Operations team through driving the annual planning process.
• Own the sales quota and capacity plans for AMER (CAN & LATAM inclusive) across Strategic, Enterprise, Commercial and Partnerships segments.
• Work with Sales Managers to drive effective territory allocation among their reps.
• Contribute to integrated planning and execution for sales and demand.

Scalable Analytics

• Establish benchmarks and metrics to track improvements based on Sales and company-wide objectives, goals, and strategies
• Generate valuable sales insights essential to running an efficient sales organization
• Develop formal reporting packages for sales effectiveness and productivity. Conduct metrics reviews with Sales Management and other supporting teams.
• Understand what makes a good territory and how we might rethink these metrics as we expand into new markets.
• Partner with our Data & Analytics team to deliver insights to Sales Leadership.

Infrastructure & Tooling

• Create repeatable, scalable processes
• Document and enforce essential processes and engagement rules.
• Create and communicate incentive compensation plans for the sales team
• Optimize the Sales and Sales Operations experience in Salesforce and our other systems.
• Define and identify key data to provide guidance and recommendations for improvement.
• Work with global teams as needed to drive changes to systems, analytics, and processes.
• Monitor the accuracy and efficient distribution of incentive compensation plans, and payout reports.
• Nurture development and adoption of the Go-To-Market playbook.
• Evaluate business design for revenue strategy and operations, develop prioritized recommendations, and drive consensus from key partners to improve business processes, technology, and capabilities

Business Partnership

• Drive rigorous planning and execution at all levels of the organization. Facilitate account planning with the Sales team.
• Manage our pipeline cadence, including the coverage and generation needs for each team.
• Work with other GTM teams to identify and address areas of opportunity or concern.
• Enable GTM teams to use assets you deliver: metrics, dashboards, models, frameworks, etc.
• Improve our integrated regional business planning and progress reviews across Sales, Marketing, Sales Development, and Partnerships.

• Minimum 8 years of relevant experience
• Bachelor degree is business, economics or other quantitative disciplines; MBA preferred
• Experience building and leading highly effective teams with a passion for coaching and mentoring both new and experienced team members
• Experience in Sales Operations or Consulting, ideally within a high-growth tech company
• Deep experience modeling complex problems, both conceptually and tactically (spreadsheets, analysis tools, visualization)
• Growth mindset with the ability and experience to build for scale
• Experience in a Program Management or Senior Project Management role 
• Excellent business knowledge with a strong understanding of B2B sales GTM strategies and operations
• Working knowledge of SFDC, specifically functionality around pipeline management, forecast management, deal structuring, analytics and reporting
• Experience implementing and managing sales compensation plans and quotas 
• Metrics driven - you use data to frame and guide prioritizing and making decisions
• Innovative problem solver - you can take complex problems, identify root causes, and provide simple but impactful solutions. This will require an attention to detail as well as critical thinking.
• Thoughtful storyteller - you are able to create clear, concise messaging 
• Strong communication and influence skills as well as comfort presenting to executives

We are a team of over 500 Forterians spread across 3 different continents. Our success so far in the marketplace has allowed us to achieve a total series F valuation of over $3 Billion, making us the most valuable privately-held fraud prevention company globally. Our investors include: Tiger Global, Bessemer, Sequoia Capital, March Capital, and Salesforce Ventures. 

• Competitive salary 
• Matching 401K Plan 
• Comprehensive and generous health insurance, including vision and dental coverage Stock options 
• Generous PTO policy 
• Half day Fridays

*Forter does not accept agency resumes. Please do not forward resumes to Forter (or any related) jobs alias or directly to any Forter employees. Forter will not be responsible for any fees related to unsolicited resumes.