As a Sales Strategy & Operations Partner focused on the Industry segment, you'll be instrumental in driving revenue growth across key industry verticals by partnering with sales leadership to develop, refine, and execute industry-specific go-to-market strategies.
\nYou will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.
\nResponsibilities:
\nIndustry Strategy & Analysis:
\nPartner with sales and regional leaders to develop go-to-market strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)
\nIdentify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.
\nBuild and maintain industry-specific value propositions, use cases, and sales playbooks
\nDrive territory and account segmentation strategies based on industry characteristics and opportunity
\nEstablish industry benchmarks and best practices to guide sales approach and prioritization
\nWork with Finance on target setting, planning and bottom-up modeling
\nGo-to-Market Strategy & Execution:
\nDevelop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions
\nDrive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments
\nAnalyse industry-specific sales metrics and pipeline dynamics to develop proactive insights
\nPartner with Account Executives to evolve sales motions and industry best practices based on vertical nuances
\nContinuously evaluate market opportunities, competitive positioning, and whitespace within target industries
\nCross-Functional Leadership:
\nLead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment
\nWork with Product teams to communicate industry-specific feature requirements and market feedback
\nPrepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates
\nDrive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies
\nPartner with Marketing on industry-focused campaigns, events, and thought leadership initiatives
\nOperational Excellence:
\nRemove operational bottlenecks specific to complex industry sales cycles and compliance requirements
\nExecute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management
\nOptimise sales technology stack and ensure effective adoption of Salesforce and other sales tools
\nEstablish sales process methodology, qualification criteria, and stage definitions for consistent execution
\nEnsure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software
\nYou may be a good fit if you have:
\nRequired qualifications:
\n10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles
\nDeep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets
\nStrong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy
\nDirect experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers
\nProven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
\nTrack record of building sales capacity models, productivity frameworks, and headcount planning processes
\nExtensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
\nProven ability to influence and partner with C-level stakeholders and senior sales leadership
\nTrack record of developing industry-specific frameworks, sales plays, and value propositions
\nBachelor's degree in business, economics, or related field
\nStrong candidates may also have:
\nExperience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles
\nBackground in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries
\nTrack record of scaling sales organisations through 3x+ growth periods in B2B software, including territory expansion and comp plan evolution
\nMBA or advanced degree
\nExperience building industry-specific go-to-market motions from scratch
\nTrack record of scaling sales organisations through 3x+ growth periods in B2B software
\nDirect enterprise sales or sales engineering experience in complex, multi-stakeholder environments
\nExperience with emerging technologies (AI, ML) in enterprise contexts
\nManagement consulting experience with focus on industry strategy or commercial excellence
\nDeadline to apply: None. Applications will be reviewed on a rolling basis.
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