Director, Sales Strategy & Operations

This is a high-impact, newly-created role designed for a leader who excels at the intersection of strategy, operations, and execution. For this role, you will be the architect of our sales effectiveness and the central nervous system of our Go-to-Market (GTM) teams. You will not only ensure our sales engine runs smoothly today but also design the frameworks, strategies, and AI-powered initiatives that will define our commercial success tomorrow.

Reporting to the CEO, you will be a key partner to the GTM leadership, providing the insights, processes, and strategic guidance needed to hit our ambitious revenue goals.

WHAT YOU’LL DO AT PARCEL PERFORM

1. Commercial & Pricing Strategy:

• Develop, refine, and manage our global pricing models, packaging, and discount structures to maximize value and market penetration.


• Analyze market trends and competitor strategies to ensure our commercial offerings remain sharp and competitive.

2. Deal Desk Management:

• Design, build, and lead a centralized Deal Desk function to serve as the strategic partner for the global sales team on all non-standard deals.


• Develop and manage streamlined approval workflows, ensuring both deal velocity and adherence to commercial policies.


• Act as the primary point of contact for sales on deal structuring, pricing, and contract negotiations, providing guidance that maximizes ARR while meeting customer needs.


• Collaborate closely with Finance, Legal, and Product teams to manage commercial risk and ensure contract compliance.

3. Sales Compensation & Incentives:

• Design, model, and administer all sales commission plans, and incentive programs to drive desired selling behaviors and align with company objectives.


• Ensure accurate and timely commission calculations and provide clear reporting to the sales team and finance.

4. Sales Operations & Analytics:

• Own and optimize our GTM tech stack (CRM, sales engagement tools, etc.), ensuring data integrity and process efficiency.


• Develop and maintain robust reporting dashboards and deliver actionable insights on sales performance, pipeline health, forecasting, and key SaaS metrics.


• Lead sales forecasting efforts in close partnership with sales and finance leadership.

5. GTM Strategy & Cross-Functional Leadership:

• Partner with sales leadership to define GTM strategy, identify growth opportunities, and execute strategic sales programs.


• Lead recurring Commercial Alignment meetings with Sales, Marketing, Product, and Finance to ensure tight coordination on GTM initiatives.


• Act as the business owner for leveraging AI in our GTM motion, from identifying use cases (e.g., lead scoring, sales coaching) to piloting tools and driving adoption.

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  Experience: 7+ years in a senior role such as Sales Operations, Revenue Operations, Commercial Strategy, or Business Operations, ideally within a global B2B SaaS environment.


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  Commercial Acumen: Deep expertise in designing sales commission plans and structuring complex SaaS pricing and enterprise deal models. You have a track record of directly engaging in commercial discussions and negotiations.


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  Analytical Rigor: A highly analytical and data-driven mindset. You are an expert in Excel/Google Sheets and have hands-on experience with CRM systems (e.g., HubSpot) and BI tools.


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  Strategic & Operational: Proven ability to not only think strategically but to also build and execute the operational processes required to scale.


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  Leadership & Influence: Exceptional communication and stakeholder management skills, with the ability to influence and collaborate effectively across all levels of the organization.


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  Proactive & Results-Oriented: A self-starter with a passion for building from the ground up, driving process improvements, and delivering tangible results.


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  AI Enthusiasm: A strong interest in and understanding of how AI and data intelligence can be applied to enhance sales productivity and commercial effectiveness.

WHAT YOU WILL RECEIVE IN RETURN!

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  The Mission: Be part of a fast-growing, innovative business leveraging AI and data intelligence to transform global e-commerce logistics. You’ll contribute to building a world-class, AI-driven Delivery Experience Platform that powers operational excellence for the world’s leading brands (Nespresso, Zalando, Shopify).


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  The Team: Work cross-functionally with our global Go-to-Market teams. You’ll join a diverse and international community of almost 200 Parcel Performers of 16 different nationalities across our 5 offices globally.


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  The Perks: Located conveniently in Telok Ayer, Singapore (CBD). We offer unlimited leave, hybrid work, an employee stock options scheme, comprehensive insurance, learning sponsorship, your choice of Apple MacBook or Lenovo Laptop—plus more perks designed to support your personal and professional growth.

ABOUT US

Built on the industry's most comprehensive e-commerce logistics data, Parcel Perform is the leading AI-powered Delivery Experience Platform, centered around AI Decision Intelligence.

The company provides businesses with essential AI tools—including Proactive Data Monitoring, Daily AI Insight Summaries, Targeted Recommendations, Performance Alerts, Out-of-the-box Business Intelligence, and the AI Navigator—to optimize operations, personalize the customer journey, and transform e-commerce logistics into a key driver of customer satisfaction and loyalty.

With its AI-first approach, Parcel Perform enables businesses worldwide to ensure their delivery experience meets the highest standards, master proactive control, and lead by becoming the preferred choice for consumers in an AI-driven world.

Get started at www.parcelperform.com.