Description
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.
You 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.
Responsibilities:
Industry Strategy & Analysis:
Partner 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.)
Identify 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.
Build and maintain industry-specific value propositions, use cases, and sales playbooks
Drive territory and account segmentation strategies based on industry characteristics and opportunity
Establish industry benchmarks and best practices to guide sales approach and prioritization
Work with Finance on target setting, planning and bottom-up modeling
Go-to-Market Strategy & Execution:
Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions
Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments
Analyse industry-specific sales metrics and pipeline dynamics to develop proactive insights
Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances
Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries
Cross-Functional Leadership:
Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment
Work with Product teams to communicate industry-specific feature requirements and market feedback
Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates
Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies
Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives
Operational Excellence:
Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements
Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management
Optimise sales technology stack and ensure effective adoption of Salesforce and other sales tools
Establish sales process methodology, qualification criteria, and stage definitions for consistent execution
Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software
You may be a good fit if you have:
Required qualifications:
10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles
Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets
Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy
Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers
Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
Track record of building sales capacity models, productivity frameworks, and headcount planning processes
Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
Proven ability to influence and partner with C-level stakeholders and senior sales leadership
Track record of developing industry-specific frameworks, sales plays, and value propositions
Bachelor's degree in business, economics, or related field
Strong candidates may also have:
Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles
Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries
Track record of scaling sales organisations through 3x+ growth periods in B2B software, including territory expansion and comp plan evolution
MBA or advanced degree
Experience building industry-specific go-to-market motions from scratch
Track record of scaling sales organisations through 3x+ growth periods in B2B software
Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments
Experience with emerging technologies (AI, ML) in enterprise contexts
Management consulting experience with focus on industry strategy or commercial excellence
Deadline to apply: None. Applications will be reviewed on a rolling basis.