Director, Sales Operations

Responsibilities

Responsible for developing the blueprint for operational success, transparency and revenue growth and executing on the day-to-day tactical operations to get us there.

Pipeline & Forecasting

• Implement comprehensive pipeline and forecast reporting, processes and tools across all business lines.
• Assist sales leadership to accurately forecast business. Manage forecast calls and associated requirements.
• Establish stage benchmarks and expectations and assist CRO in managing sales organization against those to ensure pipeline is accurate and always moving towards close.
• Establish and enforce cross-vertical pipeline management expectations; responsible for the ongoing communication with sales leaders for clean and accurate pipeline data.

Reporting & Analytics

• Provide business critical sales and revenue insights using analytics, ensure cross functional alignment of sales and company goals and execution.
• Deliver accurate and relevant dashboard reporting: Create, improve and maintain key dashboards for executive management team. This may include weekly, monthly and quarterly reports, among others.
• Maintain close coordination with Sr. Director of Operations for Customer Success on renewals and key upsell opportunities.

Operational Efficiency

• Spearhead cross-vertical and cross-functional sales and customer success operations team coordination, including lead generation team, Salesforce admin and individual vertical sales operations to ensure comprehensive planning and coordination.
• Evaluate effectiveness of sales tools across the organization (and in the industry) and make recommendations to senior leadership on investments needed.
• Develop strategies to optimize Salesforce and other enterprise sales tools across all business units.
• Refine knowledge management strategies and toolsets that continuously increase sales effectiveness and product knowledge across all sales teams, including sales decks, contracts, pricing, among others.
• Provide key insights into ongoing professional development needs across the sales organization.
• Help to facilitate and resolve day-to-day sales operations challenges related to Salesforce.

Sales to Customer Success

• Ensure processes for transitions between sales to account management across verticals and “to the field” are optimized, documented and clearly communicated.

Strategy, Planning & Special Projects

• Work with sales leadership as well as cross functional leaders (HR, Finance, Marketing, etc.) on the annual business planning process.
• Collaborate with CRO and vertical Presidents to refine KPIs and interpret results into actionable recommendations.
• Work closely with CRO to manage sales incentives including commissions and bonuses. Ensure Salesforce data related to deal teams is accurate for Finance team.
• “Quarterback” the planning, execution and actionable follow-up of major sales initiatives, including “surge trips.”

Education and Experience

• Minimum 5-7 years of related experience
• Bachelors Degree; MBA a plus
• Proven track record in sales operations and many success stories of improving the efficiency and effectiveness of business processes essential to Salesforce productivity.
• Solid understanding of SasS industry metrics and benchmarks; familiarity with Predictable Revenue, The Sales Acceleration Formula & Challenger Sale
• Demonstrate outstanding interpersonal, verbal, and written communication skills
• The ability to influence and foster collaborative relationships with cross functional departments - sales, marketing, product engineering, legal and finance
• Able to work with all levels of individuals all the way up to C-Level
• A demonstrated ability to translate data and metrics into predictable business insights
• Experience in broad array of key focus areas of sales operations: forecasting, reporting and analytics, operational planning and sales tools planning, designing and executing compensation plans
• Experience in Salesforce, the Salesforce ecosystem and other sales related software tools is important
• Exceptional project management skills
• Detail oriented
• High level of reliability and follow-through skills; immediate responsiveness to all internal inquiries, ability to multitask under tight deadlines.