Role Overview
The Director, Revenue Strategy & Sales Operations will own the design, governance, and optimisation of revenue targets, sales incentives, and commercial operating models across regions. This role sits at the intersection of strategy, finance, sales, and regional leadership, ensuring PingPong's growth objectives are translated into clear targets, fair incentive structures, and scalable execution.This role is critical in driving predictable revenue growth, improving sales productivity, and aligning regional teams with company-wide strategic priorities.
Key Responsibilities
1. Revenue Target Setting & Regional Quota Design
- Own the annual and quarterly revenue target-setting process across regions (APAC).
- Translate company-level growth goals into regional targets, country-level quotas, and individual sales targets (where applicable)
- Ensure targets are data-driven, market-aware, and aligned with product maturity and regulatory constraints
- Partner closely with Finance to ensure alignment with budgeting and forecasting.
2. Sales Incentive & Commission Strategy
- Design, implement, and continuously refine sales incentive and commission plans across new acquisition, expansion / upsell, strategic accounts, and channel / partnerships (if applicable)
- Balance growth acceleration with cost discipline and margin objectives.
- Own governance around incentive exceptions, overrides, and disputes.
3. Regional Performance Management & Analytics
- Build and own a global revenue performance framework, including pipeline health, conversion rates, sales cycle metrics, and incentive efficiency (cost of sales vs revenue)
- Provide regular performance insights to Regional Heads, CRO / Revenue Leadership, Executive team
- Identify underperformance risks early and recommend corrective actions.
4. Go-to-Market & Commercial Operations Enablement
- Partner with Sales, Product, and Strategy teams to support new product launches, pricing changes, market entry or expansion initiatives
- Ensure GTM changes are reflected in targets, incentive structures, sales playbooks
- Act as a bridge between central strategy and regional execution realities.
5. Cross-Functional Leadership & Governance
- Serve as a trusted partner to Regional Sales Leaders, Finance, HR (on incentive administration), and Legal / Compliance (where incentives intersect with regulatory constraints)
- Establish clear governance for target changes, incentive plan updates, mid-year adjustments, drive consistency while allowing local flexibility where justified.
Required Qualifications & Experience
Must-have
- 1015+ years of experience in Revenue Strategy, Sales Operations, Commercial Strategy, or similar roles
- Experience in fintech, payments, cross-border, or financial services
- Proven ownership of:
-Sales targets and quota design
-Incentive / commission frameworks
-Multi-region or global sales operations
- Strong analytical and financial modelling skills
- Experience working with senior stakeholders (VP, C-level, regional heads)
Nice-to-have
- Experience in high-growth, international fintechs (e.g. payments, acquiring, FX, merchant services)
- Exposure to APAC markets and emerging markets
- Experience scaling incentive models during:
-Rapid growth
-Product diversification
-Regional expansion
