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Job Details
Posted date: Jul 22, 2026
Category: Sales Operations
Location: Multiple Locations, Multiple Locations
Estimated salary: $217,250
Range: $130,900 - $303,600
Employment type: Full-Time
Work location type: 0 days / week in-office – remote
Role: Individual Contributor
Description
OverviewThe Americas Sales Enablement & Operations (SE&O) organization sits at the center of translating Microsoft’s commercial strategy into field execution. Within SE&O, the Business & Sales Operations (BSO) group serves as the center of excellence for cross-business planning, execution performance, and sales operations transformation. Our team builds the programs, frameworks, and systems that enable thousands of sellers across the Americas to operate at their best—at scale and with precision.
The Resource Design team within BSO is responsible for how Microsoft structures its sales organization: how sellers are aligned to accounts, what coverage models apply across business units, and how territory decisions are governed, executed, and maintained throughout the fiscal year. This work directly shapes seller experience, customer coverage, and commercial outcomes across the Americas.
We are looking for a Director, Sales Operations – Territory Design to own one of the most consequential programs in Americas field operations: how we structure, assign, and govern seller territory coverage across the region.
This is a strategic, cross-functional leadership role for someone who thrives at the intersection of business strategy, operational design, and stakeholder influence. You will lead the full lifecycle of territory design for the Americas—from annual strategy development and planning, through in-year execution, exception management, and system coordination. You will partner deeply with business unit leaders, field managers, worldwide strategy and governance teams, finance, and HR to ensure sellers are aligned to the right accounts in the right coverage model—with rigor, transparency, and consistency.
This role is ideal for a strategic operator who is energized by complexity, knows how to build frameworks that actually land across large organizations, and can influence aligned decisions at the executive level without always having direct authority. If you have led large-scale planning processes, built repeatable operational systems, and navigated competing priorities across matrixed organizations—this is the role for you.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
Territory Strategy & Annual Planning
Own the end-to-end Americas territory design process: develop the principles, frameworks, and governance approach that structure how sellers are aligned to accounts across the regionLead the annual territory planning cycle from kickoff through approval—managing timelines, tooling, OU-level engagement, and submission workflows across all American business units and divisionsPartner with business unit teams and field leadership to model year-over-year changes in coverage, incorporating shifts in strategy, headcount, account segmentation, and market structureEngage worldwide strategy and governance teams to translate global policy into Americas-level design decisions; represent Americas interests in WW discussions on business rules and coverage standardsDrive leadership alignment on territory principles, account categorization, and coverage model decisions at the division and executive levelsBuild and deliver leadership-facing reporting, insights, and executive-ready materials throughout the fiscal year—from planning kick-off through post-rolloverRed Carpet & Customer Transition Readiness
Lead the Americas Red Carpet program, establishing the engagement model, readiness framework, and governance approach required to enable business continuity, and high-quality seller transitions.Partner with Worldwide Red Carpet, FastStart, and Sales Excellence, and field leadership teams to translate transition strategy into actionable field guidance, landing plans, communications, and office hours for sellers, managers, and leaders.Monitor transition completion, adoption, and risk indicators; proactively remove execution blockers, drive stakeholder accountability, and continuously enhance transition processes.In-Year Execution & Governance
Manage in-year territory changes, exceptions, and escalations with consistency and sound judgment—balancing business unit flexibility with worldwide governance requirementsServe as the escalation point and decision-maker for complex scenarios: corporate divestitures, account segment transitions, non-standard coverage models, and late-cycle change requestsMaintain alignment between territory design outcomes and downstream resource planning and seller assignment systems, ensuring data accuracy, business rule adherence, policy compliance, and execution integrity through rolloverCoordinate with engineering and planning teams on territory system readiness, rollover timelines, and field visibility communicationsEnsure audit readiness and risk mitigation across territory decisions, maintaining documentation of governance decisions and exception rationaleCross-Functional Partnership & Stakeholder Management
Engage deeply across a broad stakeholder ecosystem: business unit Chiefs of Staff, field leaders and managers, resource management, quota, finance, HR, and worldwide strategy teamsLead change management and communications by translating complex sales operations concepts into clear frameworks, decision criteria, and actionable guidance for diverse audiences—from individual sellers to regional leadershipBuild and maintain trusted working relationships across the Americas, acting as the authoritative voice on territory design principles, governance, and processRepresent the territory design function in cross-functional forums, executive reviews, and planning processesProcess Modernization & Scale
Continuously improve the tools, platforms, and processes used to design and execute territory coverage—with a bias toward automation, simplification, and scaleBuild repeatable, high-quality frameworks that reduce planning cycle time, improve account data integrity, and enable faster, more consistent coverage decisions across the AmericasInnovate how territory design insights are developed and shared—delivering the right information to the right stakeholders at the right timeOther
Embody our culture and values
Qualifications
Required Qualifications
Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 10+ years experience in sales operations, business operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field OR equivalent experience.
Preferred Qualifications
12+ years of experience in sales operations, business operations, strategy, management consulting, or a related fieldDemonstrated experience leading large-scale, cross-functional planning or operational programs in complex, matrixed organizationsProficient analytical and structured problem-solving skills; ability to frame ambiguous problems, synthesize competing inputs, and drive decisions with clarityReliable stakeholder management skills—comfortable influencing without authority, navigating competing priorities, and presenting recommendations to senior leadersExperience building operational frameworks, processes, or systems from the ground up in dynamic environmentsEffective written and verbal communication skills; ability to develop executive-level materials, narratives, and leadership updatesAbility to manage multiple high-priority workstreams simultaneously and deliver results under deadline pressureExperience in sales coverage design, account segmentation, territory planning, or go-to-market strategyFamiliarity with large enterprise B2B sales organizations and how field sales operations function at scaleBackground in management consulting, business transformation, strategy, or sales operations leadershipExperience with data and business intelligence tools (e.g., Power BI, Excel) for reporting and insightsProven ability to lead through influence and alignment in a large, global organizationBachelor’s degree required (Business, Finance, Operations, Information Technology, or related field)Advanced degree (MBA or equivalent) beneficial but not required
Sales Operations IC6 - The typical base pay range for this role across the U.S. is USD $130,900 - $277,200 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $165,600 - $303,600 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.