JOB DESCRIPTION: Reporting to the VP of Sales, the Director of Sales Operations will be responsible for optimizing the effectiveness of the company’s Sales organization through the development, implementation, and maintenance of a range of sales operations functions. This role will manage the development and implementation of key sales tools and processes used to track forecasting, deal desk enhancements, and pipeline management. In addition, the Director of Sales Operations will apply advanced analytical, problem solving, and leadership skills while engaging sales team members and interdepartmental resources in the execution of streamlined sales processes. The overall primary objective is to improve business function, sales productivity, and overall sales process and efficiency.

RESPONSIBILITIES:

• Chief of Staff to the VP of Sales - Work closely with the VP of Sales to drive sales hiring & compensation design, budget forecasting, managing sales quotas, and plan administration ensuring they are aligned with organization goals and culture
• Pipeline Management – Work with sales and marketing leadership teams to track and improve the overall pipeline funnel, from MQL -> Closed Deal. Work towards understanding campaign performance to help better understand where to invest for growth. Help manage forecasting process and be the single point of contact for status updates and reporting on forecasts and revenue plan to actual. Ensure availability of relevant pipeline and forecast reports and dashboards to sales management.
• Deal Desk Management – Manage team to support field sales on pricing, deal structuring, product configuration, and business terms to drive agreement closure, including end-to-end deal review process and ensuring compliance with published sales and business approval policies.
• Execution – Manage day-to-day operational tasks including, but not limited to, headcount allocation, Salesforce.com database quality, and optimization of sales execution workflows. Improve processes and increase efficiencies for the sales organization as well as for the sales operations group. Establishing processes, sales policies, business requirements, and data governance to ensure accurate forecasting. Identify and execute on pipeline and sales efficiency initiatives.

REQUIREMENTS:

• 8-10 years of experience in a sales operations role (at least 2-3 as people manager), preferably with a fast-growing enterprise technology company
• Experience successfully working cross-functionally to ensure the sales organization’s efficiency and success
• Experience leading high performance teams to consistently deliver
• Possesses business acumen, strong analytics, troubleshooting, problem-solving, and project management skills
• Works effectively in an unstructured environment requiring new perspectives and creative approaches
• Able to speak in front of senior audiences as well as write clearly and concisely
• Demonstrated ability to solve problems and provide practical business insights from complex data sets
• Superb collaboration, joint problem solving, and influencing skills with internal and external stakeholders
• A self-starter, motivated leader who works well autonomously
• Superb collaboration, joint problem solving, and influencing skills with internal and external stakeholders