Global Head of Sales Operations

The Global Head of Sales Operations is the execution engine of GSCO. Partnering directly with the Chief Customer Officer to convert strategy into measurable performance across regions, segments, and customer programs. The role owns the global sales operating system end to end. It ensures clarity, discipline, data integrity, and predictable execution across a complex, multi regional organization serving Telco and Mission Critical Enterprise customers.

The leader acts as the CCO’s trusted advisor on business health, operational readiness, risk exposure, and growth acceleration. The role provides a single, integrated view of performance and drives corrective action at speed.

Sales Strategy and Operating Rhythm 

• Drive the annual business planning process and quarterly forecasting cycles with Finance, GTM and Services teams.  

• Maintain a single view of performance across all regions and segments. 

• Lead business performance reviews, follow-up actions, and improvement plans across the organization. 

Sales Operations Governance and Operating Model 

• Own the global Sales Operations framework and programs including CRM, pipeline management, SELL process coordination, Salesforce (CRM), analytics and KPIs, Voice of the Customer (Net Promoter Score), and Sales Incentive Plans (SIP). 

• Oversee financial forecasting with Finance, pipeline health and discipline, cross-functional business reviews and execution of actions. 

• Ensure account segmentation, coverage models, and deployment of assignments and quotas are consistent across regions.

• Oversee the overall organizational governance for account plans, business reviews, and operating model for deal approvals. 

   

Analytics and Performance Management 

• Maintain the business performance dashboard for the GSCO organization. 

• Track metrics and drive actions for pipeline (health, quality), financial (order intake, revenue, sales margin), and sales performance and productivity. 

• Provide insight to the CCO and Regional Leaders for risks, upsides and required actions or interventions. 

Processes, Tools and Analytics 

• Own the Sales technology stack including CRM, account planning, forecasting, and analytics dashboards (pipeline, financials, customer satisfaction, operational topics).

• Drive adoption of core sales processes, tools and analytics platforms to simplify the operating environment and enable automation, real-time consumption, and data-driven decision making for sales and GTM teams.  

• Lead transformation initiatives and the continuous improvement of tools, process workflows, reporting, and analytics that to improve efficiency, customer satisfaction, and business outcomes. 
   

Leadership Principles

• Operate with clarity, focus, and discipline. 

• Act as a connector across the entire business.

• Bring energy, optimism, and resilience to the GSCO organization. 

• Set a high bar for performance and hold teams accountable. 

• Foster a culture of collaboration, continuous improvement, and operational excellence.

• Build trust through transparency and consistent execution. 

• Drive simplification and remove noise from the operating environment. 

Success Criteria

• One global operating rhythm is fully adopted, and cross-functional alignment becomes seamless. 

• Leadership confidence in the GTM model grows steadily. 

• Salesforce pipeline and opportunity management and tools are adopted and trusted as the ‘single source of truth’, and pipeline health strengthens across all regions. 

• Forecast accuracy improves quarter over quarter, with order intake and revenue predictability. 

• Manual sales operations efforts are reduced through increased automation and process digitalization. 

• Improvement in customer satisfaction trends evidenced through integrated operational metrics and closed-loop action processes.