Director, Sales Operations

Director, Sales Operations

Location: Remote, US

RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team!  For more information, go to rsa.com.

Principal Responsibilities:

Reporting to the CFO, the Director of Sales Operations is responsible for global sales forecasting, territory planning, compensation plan design and supporting deals to align with pricing strategy. Responsibilities include:

Global Sales Forecasting:

• Own the end-to-end forecasting process, ensuring timely, accurate, and data-driven revenue projections across all segments (Strategic, Federal, Enterprise, Commercial, PS, Channel, etc.).
• Provide executives with visibility into pipeline of large deals, including risks, concessions, and forecasted impact.
• Standardize and operationalize forecasting cadence (weekly roll-ups, quarterly checkpoints) while highlighting data hygiene in SFDC/Clari. Partner closely with Sales leadership to gather inputs, validate assumptions, and align on forecast methodologies.
• Develop and maintain forecasting models (pipeline coverage, conversion rates, new/expansion, renewal, churn risk).
• Monitor real-time pipeline health and provide insights into forecast risks, gaps, and opportunities, highlighting drivers such as product adoption, competitive pressures, or budget seasonality.
• Partner with Finance to align revenue forecasting with corporate planning.

Territory Planning and Management

• Own the design, assignment, and maintenance of sales territories, ensuring equitable distribution of accounts based on potential and regional coverage.
• Use data-driven analysis to assess market opportunity (TAM/SAM, whitespace, install base penetration) and optimize account coverage.
• Maintain ongoing alignment between territories, account hierarchies, and CRM structures, ensuring clean data and minimal conflicts.
• Track and report on territory productivity and coverage effectiveness, surfacing imbalances or risks to leadership proactively.

Quota Development and Comp Plan Design

• Design, model, and deploy annual and quarterly sales quotas that align with company revenue targets, growth strategy, and market opportunity.
• Partner with Finance and Sales Leadership to ensure quotas are equitable, attainable, and consistent with corporate planning assumptions.
• Develop scalable frameworks for quota allocation across segments, regions, and roles (new business, renewals, channel/partner, overlays).
• Own the design and administration of sales compensation plans, ensuring alignment with GTM strategy and motivational impact on field teams.
• Model compensation scenarios (e.g., accelerators, caps, draw programs) to optimize cost of sales and reinforce desired selling behaviors.
• Partner with HR and Legal to ensure compensation structures are compliant and documented, with clear policies on crediting and rules of engagement.
• Engage with Compensation teams to ensure accuracy and transparency in payouts aligning to compensation plans.
• Continuously refine quota-setting and comp design processes to scale with growth and new product offerings

Deal Desk

• Act as a trusted advisor to Sales Leadership on deal strategy, balancing customer needs with company policy and profitability goals.
• Partner with Sales Leadership, Finance, and Legal to ensure proposals align with pricing strategy, discounting guardrails, and contract compliance.
• Review and approve large or strategic deals (e.g., above a defined revenue/discount threshold) to ensure alignment with corporate policy and revenue goals.
• Act as escalation point for complex negotiations, providing clear guidance on acceptable terms, exceptions, and tradeoffs.
• Coordinate with Finance on revenue recognition impacts, billing structures, and multi-year subscription commitments.

Education & Experience:

• Proficient with Sales Force processes and data
• Prior experience working as a Sales Operations leader for an International Company
• Bachelor's degree in Accounting, Finance or a related field
• 6 to 8 years of progressive experience is Sales Operations of a multinational company.
• Experience in a private equity-backed technology business.
• Superior analytical and financial modeling capabilities.
• In addition, this role requires excellent communication and leadership skills, with a proven ability to manage a global team in a complex, change-oriented environment.

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

If you need a reasonable accommodation during the application process, please contact [email protected]. All employees must be legally authorized to work in the US. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.

Pay Range $175,000 to $250,000.

Full-time, non-Sales US employees are also eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.

In addition, RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.