Senior Sales Strategy and Operations Manager
Equinix
3 days ago
Full-time
On-site
Toronto, Canada
- We are seeking a strategic Senior Sales Operations Manager to own the global quota lifecycle and capacity planning strategy
- This role is responsible for translating corporate revenue goals into actionable territory and seller-level targets, ensuring alignment across Sales, Finance, and Compensation
- This is a highly visible role that drives planning rigor, governance, and scalable growth across Global Strategic Accounts and other routes to market
- Lead annual and mid-year global quota planning cycles for Strategic segment, including hyperscalers
- Translate corporate revenue targets into account-, territory-, and seller-level quotas
- Design and maintain capacity models (ramp curves, productivity, churn, presales, coverage ratios)
- Align targets to LRP and Annual Operating Plan in partnership with Finance
- Conduct scenario planning and sensitivity analysis to support executive decision-making
- Own quota deployment timelines and accuracy
- Establish governance for quota adjustments and mid-year changes
- Ensure integrity across CRM, planning, and compensation systems
- Drive automation and system enhancements (e.g., planning tools, CRM integrations)
- Serve as trusted advisor to cross-functional support teams
- Present planning strategies and outcomes to senior executives
- Identify and implement opportunities to simplify, standardize, and scale global sales processes to ensure regional consistency
- Partner with HR/Comp to align incentive design with quota structure
- Lead cross-functional initiatives to improve sales productivity and scalability
- What Success Looks Like
- On-time, accurate quota deployment
- Balanced territories and realistic productivity assumptions
- Improved attainment predictability
- Scalable globally aligned planning processes that support long-term growth