Director, Sales Strategy & Operations - Groups
The Director of Sales Strategy & Operations for Groups at Engine is a pivotal role that partners directly with the Vice President of Sales for Groups. This position is integral to shaping and executing the sales organization's strategies, focusing on enhancing the efficiency and effectiveness of group travel services. Engine, recognized as one of Fast Company's Best Workplaces for Innovators in 2025 and TravelTech's Reservation Platform of the Year in 2026, is an AI-native platform revolutionizing business travel. Serving over 40,000 customers and nearly 2 million travelers, Engine offers a comprehensive solution for group travel, encompassing hotel room blocks, event spaces, and logistics.
In this role, the Director will oversee several key areas:
- **Strategy and Planning**: Developing segmentation strategies, including Ideal Customer Profiles (ICP), account scoring, and territory design. Collaborating with Go-To-Market (GTM) Finance on capacity modeling, goal setting, and multi-year headcount planning. Establishing metrics and analyses to guide business decisions, and managing the sales operating cadence, which includes annual planning, forecasting, pipeline reviews, and Quarterly Business Reviews (QBRs).
- **Sales Process**: Designing and enforcing end-to-end sales processes, setting standards for sales activities, forecasting, and reporting. Working with Revenue Enablement to translate strategies into training, playbooks, and tools for the sales team.
- **AI, Systems, and Insights**: Setting the AI strategy for the sales motion and leading its implementation across prospecting, forecasting, deal execution, and coaching. Partnering with GTM Systems to build and adopt tools, AI, and insights for the sales team. Developing and testing hypotheses on segmentation, coverage, and productivity, and translating results into actionable decisions.
Candidates should possess over eight years of experience in sales strategy and operations, revenue operations, or top-tier consulting, particularly within 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 have a clear perspective on integrating AI and automation into modern sales motions, with 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 hands-on approach to building models are necessary, as is the ability to influence senior leaders without direct authority in complex, opinionated environments.
The compensation package includes a competitive base salary ranging from $170,000 to $230,000 USD, with additional equity for all employees. Depending on the role, total compensation may also include an annual bonus. 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 fully remote options.
Engine fosters a culture of innovation and growth, encouraging employees to redefine how businesses manage and experience travel. The company offers exponential growth opportunities, an ambitious pace, full ownership, and a team of high-caliber colleagues who push each other to achieve the best work of their careers. Joining Engine means being part of a forward-thinking company that values bold, ambitious individuals committed to building the future of travel.