- Advise senior Sales leaders on organizational design, territory and quota structure, workforce planning, and leadership effectiveness.
- Translate revenue targets and go-to-market strategy into people strategies, including org design, span of control, and role architecture.
- Lead performance management, calibration, succession planning, promotion processes, and career pathing for the Sales organization.
- Use people analytics, including attrition, ramp time, quota attainment, and productivity, to diagnose organizational health and recommend interventions.
- Partner with Talent Acquisition on sales hiring strategy, headcount planning, and workforce composition.
- Lead or co-lead organizational design and change management for territory realignments, reorganizations, M&A integration, and new market or segment launches.
- Coach sales managers and directors on leadership, performance conversations, underperformance, and team motivation.
- Partner with Compensation on commission plan design, quota-setting implications, and annual compensation planning.
- Handle employee relations matters, including performance improvement plans and terminations tied to quota non-attainment.
- Partner with Talent Acquisition, Legal, and Sales Enablement to design programs for the revenue organization.
Change Management