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RSA Security · 1 day ago

Director, Sales Operations

United States

Contract

Remote

Director/Executive

$175K/yr - $250K/yr

6+ years exp

RSA Security is a leader in trusted identity and access management, serving 12,000 organizations worldwide. The Director of Sales Operations will oversee global sales forecasting, territory planning, and compensation plan design, ensuring alignment with pricing strategy and supporting sales deals.

Computer & Network Security

No H1B

Responsibilities

Own the end-to-end forecasting process, ensuring timely, accurate, and data-driven revenue projections across all segments (Strategic, Federal, Enterprise, Commercial, PS, Channel, etc.)

Provide executives with visibility into pipeline of large deals, including risks, concessions, and forecasted impact

Standardize and operationalize forecasting cadence (weekly roll-ups, quarterly checkpoints) while highlighting data hygiene in SFDC/Clari. Partner closely with Sales leadership to gather inputs, validate assumptions, and align on forecast methodologies

Develop and maintain forecasting models (pipeline coverage, conversion rates, new/expansion, renewal, churn risk)

Monitor real-time pipeline health and provide insights into forecast risks, gaps, and opportunities, highlighting drivers such as product adoption, competitive pressures, or budget seasonality

Partner with Finance to align revenue forecasting with corporate planning

Own the design, assignment, and maintenance of sales territories, ensuring equitable distribution of accounts based on potential and regional coverage

Use data-driven analysis to assess market opportunity (TAM/SAM, whitespace, install base penetration) and optimize account coverage

Maintain ongoing alignment between territories, account hierarchies, and CRM structures, ensuring clean data and minimal conflicts

Track and report on territory productivity and coverage effectiveness, surfacing imbalances or risks to leadership proactively

Design, model, and deploy annual and quarterly sales quotas that align with company revenue targets, growth strategy, and market opportunity

Partner with Finance and Sales Leadership to ensure quotas are equitable, attainable, and consistent with corporate planning assumptions

Develop scalable frameworks for quota allocation across segments, regions, and roles (new business, renewals, channel/partner, overlays)

Own the design and administration of sales compensation plans, ensuring alignment with GTM strategy and motivational impact on field teams

Model compensation scenarios (e.g., accelerators, caps, draw programs) to optimize cost of sales and reinforce desired selling behaviors

Partner with HR and Legal to ensure compensation structures are compliant and documented, with clear policies on crediting and rules of engagement

Engage with Compensation teams to ensure accuracy and transparency in payouts aligning to compensation plans

Continuously refine quota-setting and comp design processes to scale with growth and new product offerings

Act as a trusted advisor to Sales Leadership on deal strategy, balancing customer needs with company policy and profitability goals

Partner with Sales Leadership, Finance, and Legal to ensure proposals align with pricing strategy, discounting guardrails, and contract compliance

Review and approve large or strategic deals (e.g., above a defined revenue/discount threshold) to ensure alignment with corporate policy and revenue goals

Act as escalation point for complex negotiations, providing clear guidance on acceptable terms, exceptions, and tradeoffs

Coordinate with Finance on revenue recognition impacts, billing structures, and multi-year subscription commitments

Qualification

Sales Operations leadershipSales forecastingFinancial modelingSales Force proficiencyQuota developmentCommunication skillsLeadership skills

Required

Proficient with Sales Force processes and data

Prior experience working as a Sales Operations leader for an International Company

Bachelor's degree in Accounting, Finance or a related field

6 to 8 years of progressive experience is Sales Operations of a multinational company

Experience in a private equity-backed technology business

Superior analytical and financial modeling capabilities

Excellent communication and leadership skills, with a proven ability to manage a global team in a complex, change-oriented environment

Benefits

Annual discretionary bonuses that are funded based on prior year company performance

Company commission plans

Flexible paid-time-off

Health, disability, and life insurance

401(k) retirement plan with company matching contributions

Company

RSA Security

Glassdoor4.0

From on-premises to cloud to hybrid, RSA provides identity-first solutions for security-first organizations to thrive in a digital world with modern authentication, lifecycle management, and identity governance.

Founded in 1982

Burlington, Massachusetts, US

1001-5000 employees