Director, Sales Strategy & Operations
Flexibility to upgrade this role to Senior Director based on experience and interview decisions.
Job Summary
The Director, Sales Strategy & Operations will be a senior analytical and strategic partner to Fortune's Head of Sales, owning the commercial infrastructure that drives revenue performance across Fortune's full sales organisation — spanning media, live events, lists & rankings, and the Fortune brand studio. This is a high-impact, highly visible role designed for an experienced operator who can both set strategy and execute with precision. This person will be responsible for working with SLT and C-suites and, eventually, will need to manage projects with Board visibility.
The Director will own Fortune's sales planning cycle, compensation design, forecasting framework, and technology stack — while serving as a connective layer between Sales, Finance, HR, Go-to-Market, and Account Management. The ideal candidate combines MBA-level analytical rigour with a genuine understanding of media business models and a track record of improving commercial team productivity.
Core Responsibilities
- Sales Strategy & Planning: Partner with the Head of Sales on annual go-to-market strategy, territory design, quota allocation, and headcount planning. Translate business objectives into executable sales plans.
- Revenue Forecasting & Reporting: Own Fortune's sales forecasting process end-to-end — building and maintaining pipeline models, tracking actuals vs. targets, and delivering weekly and monthly performance reporting to sales leadership and senior management.
- Compensation Design & Administration: Design, model, and administer sales compensation structures across all seller tiers and business units. Partner with HR and Finance to ensure plans are market-competitive, legally compliant, and driving the right behaviors.
- CRM & Sales Technology: Own Salesforce at an administrative level and manage Fortune's broader sales technology ecosystem. Drive adoption, data quality, and reporting infrastructure across the team.
- Process Optimization: Assess and improve end-to-end sales processes from prospecting through close and post-sale handoff. Implement scalable solutions that reduce friction and increase seller time with clients.
- Performance Analytics: Build dashboards and KPI frameworks tracking quota attainment, pipeline velocity, win rates, category performance, and renewal rates. Surface actionable insights that inform leadership decisions.
- Sales Enablement: Develop onboarding programs, sales playbooks, competitive intelligence resources, and training frameworks that accelerate ramp time and elevate seller performance across all product lines.
- Cross-Functional Alignment: Act as a senior liaison between Sales, Finance, Editorial, Marketing, and Product — ensuring alignment on packaging, pricing, product launches, and go-to-market execution.
Required Qualifications
- 10 –12 years of progressive experience in sales operations, revenue operations, commercial strategy, or management consulting — ideally within media, publishing, SaaS, or B2B data/intelligence industries.
- Demonstrated experience designing or significantly improving sales compensation plans and quota-setting processes.
- Strong financial modeling and analytical skills — comfortable owning revenue forecasts, scenario models, and compensation analyses in Excel.
- Salesforce administrator-level proficiency; experience evaluating and implementing additional sales technology.
- Exceptional organizational, project management, and cross-functional leadership skills.
- MBA or advanced degree strongly preferred; bachelor's degree required.
- Ability to operate at both the strategic and executional level without losing sight of either.
Preferred Qualifications
- Experience at a premium media brand, digital publisher, or B2B data company (e.g., Dow Jones, Bloomberg, Condé Nast, Axios, Financial Times, or Consulting firm like Accenture, Ebiquity, with media exposure, etc.).
- Familiarity with media sales products: digital advertising, event sponsorships, branded content, lists & rankings licensing, and/or data products.
- Experience optimising sales operations function or leading a team through organisational change.
- Track record supporting a sales organisation through growth, restructuring, or new product expansion.
Total Compensation: $200,000 (flexible)
A Few of Fortune’s Perks & Benefits
- 20 vacation days and 2 personal days, plus 11 company holidays and an honour-based sick leave policy
- Health, dental, and vision coverage (90% paid for individuals and families), plus Fortune contributions to HSA
- 401(k) plan
- Generous parental leave
- Dependent care, commuter, and cell phone benefits
- Tuition reimbursement program
- A commitment to an open, inclusive, and diverse work culture
Location
New York
Fortune Media is a global media organisation dedicated to helping its readers, viewers, and attendees succeed in business through unrivalled access and best-in-class storytelling. Fortune’s mission is to drive the conversation about business. With a global perspective, the guiding wisdom of history, and an unflinching eye to the future, we report and reveal the stories that matter today—and that will matter even more tomorrow. With the trusted power to convene and challenge those who are shaping industry, commerce and society around the world, Fortune lights the path for global leaders—and gives them the tools to make business better. Our values inform our mission.
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