AMER Sales Strategy and Operations Director

Who are we?

Equinix is the world’s digital infrastructure company® shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

Who are we?

Equinix is the world’s digital infrastructure company® shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

Job Summary

Equinix is seeking a AMER Sales Strategy & Operations Director to own the end-to-end go-to-market architecture for the Americas region. In this high-visibility role, you will partner directly with AMER Sales Leaders and the CRO organization to translate corporate growth strategy into territory-level decisions, driving revenue through rigorous planning, territory & quota design, and operational excellence.

What You’ll Own in Year One:

• Lead the FY27 AMER annual sales planning cycle, including quota setting, territory design, and resource allocation
• Complete a territory patch & quota setting redesign for key sales segments & verticals, optimizing seller capacity and maximizing revenue output
• Build and deliver an executive-ready reporting framework that surfaces regional trends and supports data-driven decisions that align with the company’s objectives & priorities
• Act as the trusted strategic advisor for the AMER region on key initiatives and programs, such as Lead-to-Cash

Responsibilities

Sales Strategy

• Lead the design and development of the AMER Sales strategy; translate corporate objectives into actionable territory-level decisions that drive measurable revenue outcomes
• Collaborate cross-functionally to align all CRO teams, including Marketing, Customer Success, and Channel, with the AMER GTM strategy
• Design and build a Territory Patch methodology that optimizes seller capacity and productivity while maximizing revenue potential
• Develop a quota-setting framework that integrates top-down corporate targets with bottom-up territory capacity insights, accounting for role and leveling expectations
• Serve as a trusted strategic advisor to AMER leadership on initiatives such as Lead-to-Cash, Segmentation, and Sales Tooling

Annual Sales Planning

• Lead AMER GTM annual sales planning, including segmentation & targeting, quota assignment, territory design, and resource allocation, ensuring on-time delivery and adoption by Sales Leaders
• Coordinate with SalesOps counterparts and cross-functional GTM Ops partners (including Compensation) to implement sales strategy without disruption to field execution
• Ensure the operational plan aligns with CRO growth strategy and is meaningfully differentiated across sales segments and motions

Reporting & Analytics

• Own and evolve the AMER reporting and dashboards ecosystem; partner with SalesOps analysts and the Data & Analytics team to develop new reporting capabilities as business needs evolve
• Conduct ongoing data analysis to surface regional and territory-level trends with direct revenue impact; translate findings into clear, actionable recommendations for Sales Leaders
• Lead quarterly quota attainment reviews and overall team performance assessments; deliver executive summaries with strategic implications and recommended actions
• Support ad hoc data requests from AMER Sales leadership and the broader CRO organization

Program & Process Leadership

• Lead global, regional, or GTM cross-functional projects targeted at improving sales productivity and operational efficiency
• Redesign sales operations processes at a regional or GTM level, driving significant improvement in service delivery and execution quality
• Proactively identify process gaps or improvement opportunities and build the cross-functional consensus needed to implement them at scale

Qualifications

Required Experience

• 10+ years of experience in sales strategy, sales operations, and/or sales leadership that spans across multiple geographies and industries
• Demonstrated experience in full-cycle sales planning, including quota design and territory modeling at scale (100+ rep organizations)
• Proven ability to partner with and influence senior stakeholders across multiple functions
• Executive presence with a track record of building concise, persuasive business proposals and translating complex data into clear narratives
• Advanced Salesforce.com proficiency, including the ability to independently build reports and dashboards
• Strong analytical skills with hands-on experience in data analysis and sales performance metrics (SQL, Excel/Sheets modeling, or BI tools a plus)

Preferred Experience

• Experience with Anaplan (territory/quota planning), Clari (forecasting), or Incent (compensation management)
• Background in data center, cloud, or digital infrastructure industry
• Experience leading cross-functional GTM transformation programs

The targeted pay range for this position in the following location is / locations are:

United States - Tampa Office TAO : 177,000 - 265,000 USD / Annual

United States - Dallas Infomart Office DAI : 177,000 - 265,000 USD / Annual

Canada - Toronto Office TRO : 166,000 - 248,000 CAD / Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.

The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs.

Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

The targeted pay range listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position.

Equinix Benefits

As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.

Employee Assistance Program

An Employee Assistance program is available to all employees.

US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms. Canada Core Benefits: - Insurance: You may enroll in healthcare coverage that is designed to complement the provincial healthcare system, along with life, disability and optional benefit plans that are designed for you and your eligible family members. - Retirement: You may also enroll in Equinix-sponsored retirement or savings plans: Defined Contribution Pension Plan (DCPP), Group Retirement Savings Plan (RRSP) and Tax-Free Savings Plan (TSFA). - Vacation and Paid Holidays: Equinix offers both vacation and personal time, along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to specific plan or program terms, and to change at Equinix discretion.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an affirmative action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

We use artificial intelligence in our hiring process. Learn more here.

This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization.