What are the responsibilities and job description for the Director, Sales Program Operations position at Global Payments Inc.?
Description
We are seeking a strategic, hands-on, and forward-thinking Director of Sales Program Operations to join our Sales Operations organization. This leader will own the design, governance, and execution of the core programs and operational infrastructure that enable our sales teams to perform at scale.
This role oversees Sales Incentives, Sales Policy, Sales Expense Management, Sales Communications, and the Sales Administrative function. The Director will be responsible for bringing these functions together into a cohesive, high-performing team, establishing clear accountability, shared priorities, and a unified operating model.
This is both a builder and optimizer role — someone who proactively identifies gaps, challenges legacy processes, and drives continuous improvement across the sales ecosystem. The ideal candidate does not wait to be directed; they see around corners, surface risks and inefficiencies, and take initiative to implement scalable solutions aligned to company strategy.
Key Responsibilities:
Strategic Leadership & Team Development
We are seeking a strategic, hands-on, and forward-thinking Director of Sales Program Operations to join our Sales Operations organization. This leader will own the design, governance, and execution of the core programs and operational infrastructure that enable our sales teams to perform at scale.
This role oversees Sales Incentives, Sales Policy, Sales Expense Management, Sales Communications, and the Sales Administrative function. The Director will be responsible for bringing these functions together into a cohesive, high-performing team, establishing clear accountability, shared priorities, and a unified operating model.
This is both a builder and optimizer role — someone who proactively identifies gaps, challenges legacy processes, and drives continuous improvement across the sales ecosystem. The ideal candidate does not wait to be directed; they see around corners, surface risks and inefficiencies, and take initiative to implement scalable solutions aligned to company strategy.
Key Responsibilities:
Strategic Leadership & Team Development
- Bring together existing team members into a unified Sales Program Operations function with clear roles, accountability, and service standards.
- Assess current capabilities, identify organizational gaps, and evolve the team structure as needed to support growth.
- Recruit, develop, and retain high-performing talent.
- Establish performance metrics and operating rhythms to ensure alignment and execution excellence.
- Lead the design, governance, and continuous evolution of sales incentive programs across channels.
- Partner with Sales Leadership to ensure plans drive the right behaviors and align to revenue targets.
- Provide strategic oversight of all processes to ensure operational excellence and drive incentives that consistently support and accelerate business goals
- Continuously evaluate incentive effectiveness and recommend improvements based on performance data and business needs.
- Develop, maintain, and refine Sales Policies, Rules of Engagement, and supporting documentation to ensure clarity and consistency across all channels
- Ensure policies and documentation are compliant, current, and easily accessible.
- Serve as the escalation point for policy interpretation and enforcement.
- Regularly assess policies for relevance, efficiency, and business impact — challenging outdated processes and implementing improvements where necessary.
- Drive simplification and automation to reduce friction for sellers while maintaining appropriate controls.
- Oversee governance and tracking of sales-related expenses, approvals and discretionary budgets.
- Partner with Sales Leadership to improve visibility, communication and cost control.
- Identify opportunities to streamline expense processes and eliminate inefficiencies.
- Own the program and clarity of sales communications related to programs, policy changes, incentives, and operational updates.
- Establish a structured communications framework that centralizes, prioritizes, and streamlines messaging to the sales organization, preventing information overload and ensuring teams receive cohesive, aligned guidance.
- Partner with the Revenue Operations team and Sales Leadership to ensure consistent messaging across channels.
- Proactively identify operational gaps, risks, and inefficiencies across the sales organization.
- Lead cross-functional initiatives to address systemic issues before they impact performance.
- Foster a culture of continuous improvement within the team and across stakeholder groups.
- 5 years of experience in Sales Operations, Revenue Operations, or related business operations roles.
- 3 years of experience leading and scaling teams.
- Demonstrated experience building or transforming an operational function.
- Proven ability to identify business gaps and independently drive solutions.
- Exceptional communication skills with the ability to translate complexity into clarity.
- Strong track record of challenging and improving legacy processes.
- Excellent cross-functional collaboration skills across Sales, Finance, HR, and Legal.
- Highly analytical with strong financial acumen.
- Experience operating in high-growth or evolving sales organizations preferred.