Senior Director, GTM People Business Partner

The role

You will be the senior people leader for the global go-to-market organization. You will partner with the CRO and GTM leadership to design the organization, manage headcount, govern sales compensation, and build performance systems.

What you will do

• Partner with the CRO and GTM leadership on org, talent, leadership and culture counsel
• Design the GTM organization including coverage-model changes, spans and layers, and role architecture
• Run headcount and capacity planning with Finance, Revenue Operations and Talent Acquisition
• Govern sales compensation including plan philosophy, OTE, pay-mix benchmarks, and quota-setting
• Build the GTM performance system including talent reviews, calibration, and promotion criteria
• Build the sales leadership bench through assessment, succession plans, and coaching
• Shorten ramp and keep top performers by defining 30/60/90 plans and tracking time to quota
• Protect culture, inclusion and engagement in the field
• Own employee relations and people risk for GTM including investigations and restructures
• Build the GTM people dashboard and present it at QBRs

Required qualifications

• 12+ years in People
• 5+ years as the lead business partner to a CRO, Chief Sales Officer or SVP of Sales at a B2B software company that at least doubled revenue during your tenure
• Background in infrastructure, developer-platform, API, cloud or open-source software
• Experience designing sales organizations with Finance and Revenue Operations
• Fluency in sales compensation including OTE, pay-mix benchmarking, quota setting, accelerators and SPIFs
• Track record running performance management and talent reviews for quota-carrying teams in the US and in EMEA or APJ
• Experience assessing and developing sales leaders, building succession plans and coaching VP-level executives
• Data fluency to build and defend a people dashboard
• Executive presence and judgment
• Based in Southern California, or able to spend regular time in person with GTM leadership, with travel to San Francisco and the field

Nice to have

• You have been through a platform-to-AI shift in a company’s sales motion
• You have integrated an acquired team into a sales organization
• You have worked in a People function that uses AI and automation in recruiting and operations
• You have partnered Customer Success and Business Development as well as direct sales
• You have built or led a team of People Business Partners

About the company

Kong Inc., the AI Connectivity Company, is building the connectivity layer of AI. Their unified API and AI platform enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI traffic.