We’re looking for a strategic, analytical, and execution-oriented leader to head our Territory Strategy & Ops team, a function at the center of how we scale revenue at Monday.com.
This team is responsible for designing the territory frameworks, intelligence models, and operational systems that connect market opportunity to seller success.
You’ll lead a high-impact GLOBAL function that drives annual rebalancing, account segmentation, ownership governance, and AI-powered book design - partnering closely with Sales, RevOps, BizApps, and leadership across the company.
If you have a passion for building structure, navigating complexity, and enabling go-to-market success at scale, this role is for you.
About The Role
Strategic Domains You’ll Lead
1. Annual Territory Rebalancing (Carving): Lead and execute territory planning and rebalancing across all segments and motions, ensuring alignment with growth strategy and coverage principles.
2. System Enablement & Planning Infrastructure- Partner with BizApps and GTM Systems to implement policy in Salesforce and scale territory operations through Pigment (planning tools)
3. Account Intelligence & Whitespace Strategy - Build TAM and whitespace models to guide outbound book design, segmentation, and market penetration strategy.
4. Smarter Book Design through AI - Leverage AI and analytics to optimize seller books, improving focus, conversion potential, and go-to-market productivity.
Requirements
What You Bring
- 8+ years of experience in Revenue Operations, Sales Strategy, or GTM Planning
- 3+ years of leadership experience, driving results in a global team
- Direct ownership of territory design, book structuring, or account segmentation at a fast-scaling company
- Experience working in or alongside large-scale SaaS organizations
- Familiarity with Salesforce and territory-related tooling (e.g., Pigment, Clari, Tableau etc.)
- Strong analytical skills and comfort working with CRM data and TAM models
- Ability to influence cross-functional stakeholders and communicate with clarity and structure
- Strategic mindset with a strong execution muscle and operational attention to detail
- A passionate, resilient Do-er, with a smile.
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