VP Sales Strategy & Operations

GumGum is looking for a Vice President Sales Strategy & Operations to serve as the CRO’s senior operating partner and the architect of our revenue engine. This is a hands-on systems-oriented leadership role — not a quota-carrying or corporate strategy position. You’ll be responsible for designing scaling and continuously improving how revenue is planned sold measured and grown across regions products and customer segments.

You’ll translate company priorities into clear executable go-to-market frameworks and ensure those frameworks are consistently applied across the global sales organization. Success in this role means consistency speed of execution reduced friction and increased confidence in the revenue model.

Note: GumGum fosters a flexible hybrid work environment offering GumGummers the ability to work in-office and remotely/from home. This role is based in New York NY.

What You'll Own

Revenue Operating Model & GTM Architecture

• 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

Sales Planning Quotas & Incentives

• 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

RevOps & Sales Operations

• 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

Cross-Functional Revenue Alignment

• 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

Commercial Frameworks & Deal Support

• 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

What We're Looking For

Experience

• 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

Skills & Capabilities

• 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

What We Offer

At GumGum competitive base pay is a part of a total rewards package which also includes benefits an emphasis on recognition development and wellness. The reasonable estimated base pay range for this role is from 242000 - 273500 annually.  The actual amount may be higher or lower. Individual compensation will vary based on factors including but not limited to relevant qualifications work location and labor market conditions.

The total rewards package offered also includes an employer-matched 401(k) retirement plan and depending on the role participation in a bonus commission or stock incentive program. Your recruiter can share more specifics during the hiring process. Learn more about our U.S. benefits & perks package at gumgum.com/benefits.

What We Do

GumGum is the contextual-first technology leader transforming digital advertising with AI-powered non-invasive data and media solutions. We champion effective advertising that uplifts and respects consumers. Our proprietary Contextual Attention and Creative solutions create the perfect match between a brand and a consumer in the right moment and mindset. Founded in 2008 GumGum is headquartered in Santa Monica California and operates in 19+ markets. www.gumgum.com/careers

Why Work With Us

At GumGum we pride ourselves on fostering an inclusive creative and energetic environment based on our principles: Customer Obsessed Make it Happen Always Innovate Foster Belonging.

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