Global Payments Inc.

Compensation

Full Description

Description Key Responsibilities: Sales Operations Leadership • Lead and scale a high-performing Sales Operations team responsible for forecasting, pipeline management, territory planning, and account segmentation. • Partner with Sales Leadership to optimize go-to-market strategies and ensure consistent execution across America’s markets. • Develop and maintain scalable frameworks for quota setting, territory design, and capacity modeling. • Collaborate with the NA Merchant and Revenue senior leadership teams on the sales force’s overall performance, efficiency and efficacy, driving continuous improvement • Own sales compensation and incentive plan strategies and design processes; ensuring compensation programs are aligned with sales strategies and budget objectives • Own sales launch plans for new products and solutions, coordinate with Sales leadership and NA Merchant functional leads in Commercialization, Program Management, Product, Marketing, Business Intelligence, Technology, Operations and more. Monitor sales effectiveness and velocity while providing continuous feedback ensuring iterative improvements in the overall launch • Design sales policy, processes and rules of engagement allowing the organization to optimize GTM, sales and revenue growth while minimizing conflict among sales channels and driving efficiencies through standardization • Own Partner and Business Development operations, including contract management, providing proper support and service to the Business development team Incentive Strategy & Execution • Lead the design, governance, and administration of sales compensation and incentive programs to drive desired behaviors and revenue outcomes. • Partner with Channel Leaders, Finance and HR to ensure incentive plans are competitive, compliant, and aligned with corporate objectives. • Provide clear and timely communication of incentive programs to sales leadership and field teams. Cross-Functional Alignment • Collaborate with the VP of GTM Tech to optimize CRM, sales productivity tools, and automation platforms that improve seller efficiency. • Partner with the VP of Revenue Enablement to ensure training, onboarding, and skill development are aligned with operational priorities and sales motions. • Work with the VP of Insights to deliver actionable reporting, analytics, and performance metrics that inform business decisions. • Act as a trusted advisor to the Chief Revenue Officer and senior leadership team, providing data-driven recommendations to improve sales performance. Strategic Leadership • Contribute to long-term strategic planning for the revenue organization, with a focus on driving sustainable growth and operational scalability. • Champion a culture of accountability, continuous improvement, and customer-first thinking within the sales operations function. • Represent Sales Operations and Revenue Operations leadership in cross-enterprise initiatives. Skills, Knowledge And Abilities • 5+ years of revenue operations experience within a robust, multi-channel revenue and sales organization. • 5+ years of experience in overseeing and managing multiple CRMs, including SalesForce, and/or other sales technologies for a large multi-channel (including a digital sales organization • Experience in designing, implementing and managing business processes such as forecasting, territory and quota setting, data management, including experience in the configuration and administration of the systems supporting such processes for large, multi-channel sales organizations • Experience in designing, implementing and managing policy, rules of engagement as well compensation and incentive programs for sales, business development and all related pre-sales and post-sales quota and goal bearing roles • Experience in a SaaS, Fintech or Technology organization highly preferred • Ability to develop close partnerships with cross-functional teams, including Commercialization, Program Management, Product, Marketing, Business Intelligence, Technology, Operations, Legal, Finance and HR and work within a large matrixed organization • Strong track record of driving both growth and efficiency for sales teams • Must enjoy solving complex problems and modernizing processes • Strategic thinker with an ability to provide a clear and credible vision and strategy for revenue operations • High business and financial acumen, with P&L responsibility is highly desirable • Effective communicator and leader through periods of change and transition, knowing when to win hearts and minds and when it’s time for moving forward • Ability to be resourceful to get things done, a results-oriented doer who can easily turn strategy into action and is not afraid to get their hands dirty • Comfortable with ambiguity, coping effectively with complexity and change • Ability to ruthlessly prioritize and say no to things of non-importance