Global Head of Sales Strategy and Operations

About us:

Digital commerce is built on trust. At every point along the eCommerce journey, businesses must make a critical decision: Can I trust this customer? Answering this simple question accurately and instantly is powerful—it can accelerate revenue growth and strengthen a company’s connection with its customers. How do we do it? Forter was founded on the insight that it's not about what is being purchased, nor where— but who is behind the interaction.

The Forter Decision Engine finds patterns across more than one billion identities in our dataset. We isolate fraudsters and protect customers—ensuring everyone gets the experience they deserve.  Given that trust is central to how we operate, Forter is very much driven by a defined set of values. We attract remarkable talent and have retention and engagement levels that are well above benchmarks. We’re meticulous about strengthening our culture as we grow and ensuring this is an environment where people can have outsized impact. 

Trust is backed by data –  Forter is a recipient of over 10 workplace and innovation awards, including: 

• Great Place to Work Certification (2021, 2022, 2023)
• Fortune’s Best Workplaces in NYC (2022)
• #3 on Fast Company’s list of “Most Innovative Finance Companies” (2022)
• Forbes Cloud 100 (2021, 2022)
• SAP Pinnacle Awards “New Partner Application Award” (2023) 
• Fintech Breakthrough Awards – Best Fraud Prevention Platform (2023)

About the role:

Forter is looking for a Senior Director of Sales Strategy & Operations to own global sales operations and strategy. Reporting to our Chief Revenue Officer, the ideal candidate thrives in a growth culture that values strategic communication, teamwork, and results. This position requires extensive enterprise B2B SaaS experience, strong analytical, organizational and problem-solving skills, as well as the ability to build best practices within our team. You will develop an excellent communication framework and partnership across the GTM teams, organizational functions, and executive leaders while guiding and influencing larger, cross-divisional teams in order to achieve strategic and operational initiatives.

What you’ll be doing:

• Drive continual improvements in our bookings forecast and pipeline management processes, including operating cadence and overall format
• Develop a data-driven, probability-weighted bookings forecast for the business 
• Provide regular check-ins with Sales Managers/Sales Reps and cross-functional teams to determine how sales opportunities are tracking against the plan, highlighting best practices and calling out risk
• Boost sales productivity by refining customer segmentation/territory management, simplifying the sales process, and identifying pain points at every stage of the sales funnel
• Track and analyze KPIs for growth, win/loss rates, upsells, renewals, quota attainment, and identify individual performance areas for improvement
• Lead our deal desk to achieve bigger, better and faster deal execution, including RFP support and best practices for enablement and strategic deal execution
• Manage sales contracts, track customers and coordinate cross-functional activities across departments. Challenge and update legacy policies and procedures that complicate quote, order, invoice, credit, commissions, and revenue processing
• Partner with our Chief Financial Officer (CFO) and FP&A team to build a billings forecast and commission plan that fits within our operating plan. Creatively explore incentives that drive the desired behavior and product mix
• Partner with senior sales leadership to identify opportunities to simplify the sales process through optimization and automation (demand generation, deal management, relationship mapping, account planning)
• Support SPIFF programs by updating performance, reporting and communication to participants to drive success
• Ability to size up TAM opportunities and identify go-to-market strategies and opportunities to optimize resource efficiency
• Collaborate with Sales leadership, Legal, and Accounting to enter new global sales territories
• Routinely track sales rep productivity metrics and identify ways to drive higher participation rates (refine hir