Director, Sales Strategy and Readiness

Director, Sales Strategy and Readiness

Location: Germany, Munich hybrid office based; Germany remote; 

YOUR ROLE

Lead AllPlan’s sales strategy, readiness, and operating rhythm, from the annual planning cycle through quarterly business reviews, ensuring Sales Leadership’s strategic direction translate into clear plans, data‑driven decisions, and well‑sequenced change across regions.

KEY RESPONSIBILITIES:

Sales strategy & planning

• Lead the annual and multi‑year sales planning cycle in partnership with Sales Leadership, Finance, and regional leaders, translating strategic choices into targets, capacity plans, and key initiatives by region, segment, and motion.
• Define and continuously refine ICP, segmentation, and coverage models so resources follow the highest‑value markets, customers, and plays.
• Ensure GTM model and role architecture decisions (direct vs. channel, PLG vs. sales‑led, AE/SDR/CSM mix) are reflected in concrete plans and headcount assumptions.

Operating rhythm & business reviews

• Own the integrated commercial operating rhythm: annual planning, quarterly business reviews, and key monthly checkpoints that connect strategy, pipeline, forecast, capacity, and performance into a single view for leadership.
• Design and run a consistent QBR framework (inputs, templates, metrics, narratives) that helps Sales leaders review performance, make data‑driven decisions, and commit to clear follow‑up actions.​
• Maintain global standards and playbooks for planning and reviews, while allowing for pragmatic regional adaptation.

Data‑driven insights & new revenue opportunities

• Partner with Data, Operations, and Finance to build dashboards and analytical views that surface trends, risks, whitespace, and new revenue opportunities across regions and segments.
• Turn analysis into clear strategic recommendations and options for Sales Leadership
• Track the impact of major initiatives and territory changes, creating feedback loops that inform the next planning cycle.

Change leadership & readiness

• Act as a change leader for Commercial Excellence, orchestrating readiness for major GTM shifts (coverage changes, new motions, product launches) with clear timelines, ownership, and communication plans.
• Translate strategic choices into simple narratives, playbooks, and enablement materials that help frontline leaders and sellers understand the “why”, “what”, and “how”.​
• Coach regional leaders to adopt structured planning, data‑driven decision‑making, and continuous improvement practices, positioning this role as a partner and enabler.​

REQUIREMENTS:

• Expertise in strategy design, commercial excellence, and GTM design.
• Proven experience designing and running an integrated sales planning and QBR rhythm in partnership with Sales Leadership
• Proven ability to work cross‑functionally with Executive Leadership, regional leaders, Finance, Data, and Operations teams.
• Excellent communication and storytelling skills, capable of simplifying complex strategies and models for executives and field leaders.
• Proven experience designing, implementing, and running an OKR framework for sales teams, including partnering with leadership to set, track, and review impactful sales OKRs.
• Demonstrated track record of bringing structure to ambiguity and leading organizations through change

WHAT WE OFFER:

• Strategic role influencing global coverage and growth planning.
• Ability to shape commercial agility and operational excellence.
• Future-focused, high-impact leadership position.

This Sales Strategy Leader position is tailored for a strategic thinker with strong analytical instincts and a passion for precision in commercial planning. If you excel at bringing structure to ambiguity, optimizing coverage for growth, and guiding sales performance strategy through data-driven insights, we look forward to meeting you.

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