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Director of Global Sales Operations



Sales & Business Development, Operations
San Francisco, CA, USA · Remote
Posted on Wednesday, May 8, 2024

Discord is the place for all things gaming. Discord is the place where players have their entire hangout experience with friends – from before, during, and after gaming sessions. Discord is also the place where every major game publisher and studio maintains an official community. And finally Discord is the place where the latest news, beta codes, and big gaming moments happen.

We are looking for a Director of Global Sales Operations to join as an early member of the sales team for this new Game Advertising and Marketing Solution business line. As we grow the sales team this critical role will be responsible for establishing and optimizing the efficiency and effectiveness of our sales operations including close coordination between sales, marketing, and product teams. We are seeking a leader who is passionate about games, the game industry and at the same time possesses a deep and proven experience of online advertising, sales processes, and data analysis, coupled with strong leadership and communication skills.

This is a senior global leadership role where you will be working in a zero to 1 environment building sales operation process from the ground up. This role will report into the Head of Gaming Partnerships & Sales and will have a path to grow into a management role as the marketing solutions line grows.

What You'll Be Doing

  • Oversee the day-to-day operations of the sales team, including pipeline management and reporting, revenue forecasting, territory definition & management, target setting, and incentive plan implementation, tracking & optimization.
  • Establish and monitor key performance metrics to evaluate the effectiveness of sales efforts and drive continuous improvement – including analysis of sales pipeline data to identify optimization opportunities.
  • Develop, benchmark and continuously optimize Discord rate cards, packaging, and pricing.
  • Serve as the primary point of contact to the sales team for approval of non-standard deals – balancing customer needs, sales targets, profitability, and other strategic opportunity / risk factors.
  • Collaborate and coordinate with both product and marketing teams to ensure sales efforts are synchronized with new product capabilities, features, packaging pricing, marketing beats.
  • Oversee the sales CRM system to ensure accurate and up-to-date information on leads, opportunities, and customer interactions.
  • Lead monthly, quarterly internal sales reviews as well as lead sales planning efforts as part of Discord’s annual strategic business planning process.
  • Offer coaching, and support to the sales team, helping them develop the skills and knowledge needed to succeed.
  • Build programs that foster a culture of accountability, mentorship, collaboration, and continuous learning within the sales organization.

You Will Thrive In This Role If

  • 10+ years of experience in online sales operations, revenue operation, or pricing and yield management.
  • Proven track record of success in establishing and scaling a sales operations function from the ground up for a fast sales growing team.
  • Strategic thinker who can contribute to the company’s overall GTM plan.
  • Seasoned deal negotiator with demonstrated ability to balance multiple factors in helping ad sales teams get the best deals done.
  • Strong analytical skills with ability to derive actionable insights from complex data sets.
  • Experience with establishing sales targets and administering sales incentive plans.
  • Deep experience in the ad industry and ad technology ecosystem.
  • Experience with CRM systems (e.g., Hubspot, Salesforce) and proficiency in sales analytics tools.
  • Excellent leadership and communication skills, with the ability to motivate and inspire a team.


The US base salary range for this full-time position is $237,300 to $261,000 + equity + benefits. Our salary ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include equity, or benefits.

About Us

Discord is a voice, video and text app that helps friends come together to hang out, have fun, and play games. With over 150 million monthly users, Discord has grown to become one of the most popular communications services in the world. Discord offers a premium subscription called Nitro that gives users special perks like higher quality streams and fun customizations.

We’re working toward an inclusive world where no one feels like an outsider, where genuine human connection is a click, text chat, or voice call away. A place where everyone can find belonging. Challenging? Heck yes. Rewarding? Double heck yes. It’s a mission that gives us the chance to positively impact millions of people all over the world. So if this strikes a chord with you, come build belonging with us!