Job description

GumGum is The Mindset Company™ transforming advertising. We’re an advertising technology company delivering results by matching brands with people in the right mindset in the moments that matter. Our platform is powered by the Mindset Graph™, our AI-driven data engine that processes billions of real-time contextual, creative, environmental, and historical signals to match every ad with the most receptive audience. The result is advertising that drives meaningful outcomes for advertisers and publishers, and is more relevant for consumers. We were founded in 2008 and are headquartered in Santa Monica, California, operating in over 19 markets across North America, Europe, Japan, and Australia. Our principles guide our work every day and are as follows: Customer-Obsessed: We’re focused on advertising solutions that solve needs and drive success for clients and partners. Make it Happen: We have a bias for action and take ownership to deliver results. Always Innovate: We push boundaries with creativity and technology. Foster Belonging: We ensure colleagues feel included, supported, and empowered to thrive. To be a part of The Mindset Company™ transforming advertising, please visit www.gumgum.com/careers . Overview The Director, Sales Operations at GumGum is a hands-on individual contributor role sitting between strategy and execution, responsible for managing the systems, data, and processes that drive revenue growth across global regions (NA, EMEA, JAPAC), products, and customer segments. Reporting to the VP of Sales Strategy and Operations, this role serves as the functional source of truth—partnering closely with regional sales leadership, Finance, Legal, and Product Marketing to convert complex planning rules and sales motions into seamless Salesforce configurations, trusted dashboards, and actionable seller workflows. Success requires deep technical CRM expertise, strong commercial judgment, and the ability to turn operational ambiguity into structured, reliable forecasting and scalable go-to-market execution, with potential to lead a small team as the function matures. What You’ll Acheive Partner with the Salesforce owner to manage CRM configuration, data models, and workflows to align with GTM rules. Own the revenue reporting suite (pipeline, bookings, forecasts) and lead forecasting cadences with Sales leadership and Finance. Execute annual and quarterly sales planning, including territory design, account assignment, coverage models, and quota deployment. Deliver executive-ready performance analysis, regional business reviews, and account-level intelligence to sales leadership. Provide operational inputs for incentive compensation plan designs, quota models, and payout administration. Define and maintain sales processes, stage definitions, pricing approvals, and rules of engagement across global regions. Lead onboarding, tool training, and change management for reps to drive effective adoption of CRM workflows and sales motions. Skills You’ll Bring 8+ years of experience in sales operations, revenue operations, sales strategy, management consulting, or sales effectiveness. Deep, hands-on experience owning a Salesforce environment in a complex B2B sales organization (Salesforce Admin certification preferred). Proven track record of executing forecasting and sales planning cycles (territory, coverage, quota deployment). Advanced analytical and modeling skills in Excel or Google Sheets, with working knowledge of BI tools like Tableau, Looker, or Power BI. Strong understanding of sales compensation mechanics, quota setting, and pipeline management. Excellent communication and presentation skills with the ability to turn complex data into actionable recommendations for executives. Preferred background in ad tech, digital media, or SaaS across direct/agency sales motions and global regions. What We Offer At GumGum, competitive base pay is a part of a total rewards package which also includes benefits, an emphasis on recognition, development, and wellness. The reasonable estimated base pay range for this role is from $174,000 - $210,500 annually. The actual amount may be higher or lower. Individual compensation will vary based on factors including, but not limited to, relevant qualifications, work location, and labor market conditions. The total rewards package offered also includes an employer-matched 401(k) retirement plan, and depending on the role, participation in a bonus, commission, or stock incentive program. Your recruiter can share more specifics during the hiring process. Learn more about our U.S. benefits & perks package at gumgum.com/benefits . Note: GumGum fosters a flexible work environment, offering GumGummers the ability to work either in-office or remotely/from home. However, for occasional in-person collaboration, we kindly ask that this position be located within a 'commutable' distance to our office. Awards 2025 & 2026 Digiday Media Awards Europe Best Contextual Targeting Offering 2025 AdExchanger Awards AI Innovators, Technology & Service Provider, Finalist 2025 MARKETECH APAC Marketing Technology Awards Silver Winner for Best Contextual Advertising Tech Platform We're always learning and evolving as a company, and we continue to take thoughtful steps to support our people and strengthen our culture. Follow Us on Social Instagram: @gumgum LinkedIn: linkedin.com YouTube: @GumGumInc TikTok: @itsgumgum Beware of recruitment scams. GumGum recruits only for active roles on our careers page, accepts applications through Greenhouse, and communicates only via LinkedIn or @gumgum.com / @ic.gumgum.com email addresses. We never use chat apps, ask you to register on other recruiting sites, or request financial information, payments or purchases. Verify suspicious outreach before sharing personal information.

Requirements

Must-haves

We were founded in 2008 and are headquartered in Santa Monica, California, operating in over 19 markets across North America, Europe, Japan, and Australia.
Our principles guide our work every day and are as follows:
Customer-Obsessed: We’re focused on advertising solutions that solve needs and drive success for clients and partners.
Make it Happen: We have a bias for action and take ownership to deliver results.
Always Innovate: We push boundaries with creativity and technology.
Foster Belonging: We ensure colleagues feel included, supported, and empowered to thrive.
To be a part of The Mindset Company™ transforming advertising, please visit www.gumgum.com/careers . Overview
What You’ll Acheive
Partner with the Salesforce owner to manage CRM configuration, data models, and workflows to align with GTM rules.
Own the revenue reporting suite (pipeline, bookings, forecasts) and lead forecasting cadences with Sales leadership and Finance.
Execute annual and quarterly sales planning, including territory design, account assignment, coverage models, and quota deployment.
Deliver executive-ready performance analysis, regional business reviews, and account-level intelligence to sales leadership.
Provide operational inputs for incentive compensation plan designs, quota models, and payout administration.
Define and maintain sales processes, stage definitions, pricing approvals, and rules of engagement across global regions.
Lead onboarding, tool training, and change management for reps to drive effective adoption of CRM workflows and sales motions.
Skills You’ll Bring
8+ years of experience in sales operations, revenue operations, sales strategy, management consulting, or sales effectiveness.
Proven track record of executing forecasting and sales planning cycles (territory, coverage, quota deployment).
Advanced analytical and modeling skills in Excel or Google Sheets, with working knowledge of BI tools like Tableau, Looker, or Power BI.
Strong understanding of sales compensation mechanics, quota setting, and pipeline management.
Excellent communication and presentation skills with the ability to turn complex data into actionable recommendations for executives.

Nice-to-haves

Deep, hands-on experience owning a Salesforce environment in a complex B2B sales organization (Salesforce Admin certification preferred).
Preferred background in ad tech, digital media, or SaaS across direct/agency sales motions and global regions.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

401(K)

Wellness