THE COMPANY

Our client is a market leader in the localization industry with leading-edge technology providing dubbing, subtitling, and access services in any language. A technology trailblazer with grounded core values in an ever-changing industry, the company uses its sophisticated in-house technology for all of its product and service offerings. Today, the company operates 40 local facilities globally, spanning a network of fully owned local sites across 30 countries in Europe, Asia and The Americas, offering clients end-to-end solutions for broadcasters, all major film studios, OTT and streaming platforms.

ROLE DESCRIPTION

As a key member of the Sales Leadership team, the Director is responsible for leading planning, analysis, reporting, automation and accountability across a growing global team of 3 Division Sales Leaders (Americas, Asia, and Europe), Sales Reps, and Account Managers as the team prepares to scale revenues in 2020.

In this new role, you'll partner with the Chief Revenue Officer as well as Finance, Product, Marketing, Data and Customer Success to support a scalable sales team to intelligently achieve aggressive goals. You'll work with a group of people who are smart and passionate about building a business that is an industry leader in company size and revenue. You'll build upon great momentum where you're able to mold and shape how our entire company approaches forecasting and planning, as well as driving greater data orientation in our sales and company decision making. You'll also lead a small team to support the following focus areas:

SPECIFIC RESPONSIBILITIES

STRATEGY & PLANNING

• Operate as the “COO” of the sales organization.
• Act as a thought leader and change agent in driving sales outcomes and efficiency.
• Define KPI's for each segment of the Sales organization.
• Identify market opportunities and partner with others to execute a strategy to win those segments.
• Proactively engage with sales team to understand deal status and recommend actions to increase deal values, accelerate opportunities through the sales cycle, or improve win rates.
• Determine hiring needs and timing to maximize each new sales professional's potential.
• Drive pricing strategy, testing and compliance.
• Optimize sales productivity to help achieve goals.

REPORTING & ANALYSIS

• Oversight of creation of reporting dashboards and cadence at each key level of management (exec., sales manager, sales rep).
• Anticipate additional reporting needs due to changes in the business.
• Provide insights after every major business period, with insights and action items.
• Run the weekly, monthly, and quarterly pipeline, forecast, and business reviews, and hold the team accountable for delivering against commitments.

COMPENSATION/INCENTIVE DESIGN & ADMINISTRATION

• Design incentive plans that align and ladder up to overall company goals and drive the right behavior across the sales team.
• Administer plans in timely fashion and provide adequate tracking to ensure transparency and the ability of each stakeholder to adjust behavior to meet their goals.

BUDGETING & FORECASTING

• Review and augment existing forecasting models to deliver accurate annual and quarter-over-quarter forecasts for new sales and renewals.
• Manage all facets of the Sales budget from annual budget planning to monthly tracking of sales expenditures to ensure we stay within budget.
• Lead account and territory planning clinics, and drive the annual and quarterly customer-segmentation, capacity-planning, rostering, and quota-setting processes for each sales team, using advanced analytics.

CAPABILITIES & SKILLS

• 10+ years of experience using data and analysis to drive actionable outcomes for sales and account management teams in a fast-paced, high-growth innovative business.
• Demonstrated success in using data and technology to drive automation, team efficiency, effectiveness, and alignment, where your insights have led to innovative process improvements and new forecasting/measurement models and frameworks.
• Experience identifying opportunities that positively impact the business as well as execute to make them a reality.
• Comfortable with ambiguity and skilled in creating clarity.
• Passionate about building and evolving global functions, start-ups, optimizing performance of others.
• BS in finance, business, or other quantitative discipline or equivalent work experience.