Director, Sales Strategy and Operations - Travel & Spend
Engine is seeking a Director of Sales Strategy and Operations for its Travel & Spend division. This pivotal role involves collaborating closely with the VP of Global Sales to enhance the planning and execution of the sales organization. As Engine's core product, travel represents a significant growth opportunity, with the Global Sales team expected to expand from approximately 150 to over 250 members by the end of FY27. The Director will play a key role in shaping strategic direction, driving execution, and identifying and removing productivity bottlenecks, with a strong emphasis on integrating AI to achieve tangible productivity gains.
Key responsibilities include owning the segmentation strategy, including ideal customer profile (ICP), account scoring, and territory design. The Director will partner with Go-To-Market (GTM) Finance on capacity modeling, goal setting, and multi-year headcount planning. They will define metrics, instrumentation, and executive-ready analysis to guide business decisions, and establish the sales operating cadence encompassing annual planning, forecasting, pipeline reviews, and quarterly business reviews (QBRs). Additionally, the role involves designing and enforcing the end-to-end sales process, setting standards for sales activities, forecasting, and reporting, and collaborating with Revenue Enablement to translate strategy into training, playbooks, and tools for the field. A critical aspect of the role is setting the AI strategy for the sales motion and leading its implementation across prospecting, forecasting, deal execution, and coaching, while partnering with GTM Systems on the development and adoption of tools, AI, and insights for the field. The Director will also develop and test hypotheses on segmentation, coverage, and productivity, translating results into actionable decisions.
Candidates should have over 8 years of experience in sales strategy and operations, revenue operations, or top-tier consulting, with substantial time in high-growth B2B SaaS, fintech, or marketplace businesses. A proven track record as the primary strategic and operational partner to a VP or C-level revenue leader is essential. Applicants should possess a clear perspective on the role of AI and automation in modern sales motions, supported by evidence of successful large-scale implementation. Deep knowledge of sales mechanics, including pipeline management, capacity models, territory design, forecasting, and compensation plan design, is required. Strong analytical skills with a propensity to build models independently are necessary, along with the ability to influence senior leaders without direct authority in environments with strong opinions and competing priorities.
Compensation packages are based on factors such as experience, expertise, and location. In addition to a competitive base salary, all roles receive equity, and depending on the role, total compensation may also include an annual bonus. The base pay range for this position is $170,000 to $230,000 USD. Engine offers a comprehensive benefits package, details of which can be found on their website. The company operates on a hybrid-hub model, providing flexibility for employees to work from various locations, including their offices or fully remote.
Engine is recognized for its innovative approach to business travel, serving over 40,000 customers and nearly 2 million travelers. The company has been honored as one of Fast Company's Best Workplaces for Innovators (2025), TravelTech's Reservation Platform of the Year (2026), and one of Built In's Best Places to Work (2020–2026). Engine's culture emphasizes exponential growth, an ambitious pace, full ownership, and high-caliber colleagues who push each other to achieve the best work of their careers. Joining Engine offers the opportunity to be part of a dynamic team that is redefining how businesses manage and experience travel.