The Director, Sales Operations will partner with leaders from Sales, Marketing and Finance to establish and enable a reliable and successful growth strategy. This individual will support business growth using data-driven insights from the company’s customer, marketing, and sales data.
Key areas of focus include planning, forecasting, reporting and analytics, contracting process optimization, and marketing and sales tech stack management. Reporting to the Chief Revenue Officer, this individual will work with Sales, Marketing, Client Services and Finance to drive revenue growth and efficiencies.
Partner with growth team to build simple but powerful processes, sales strategies, training and tools with a focus on sales productivity, scalability and automation
Manage pricing process by partnering with sales, product and finance on proposals and RFPs
Manage SFDC and pipeline process to accurately represent sales stages, and accelerate deal closure
Ensure that the sales stages are executed and documented consistently, and aligned with the successful achievement of the company’s business objectives and annual plan
Assist with territory and team design, sales quotas, and compensation plan design
Act as the Salesforce administrator, ensuring the data is accurate, integrations are working properly and data structure evolves
Partner with Marketing team to ensure leads are transitioned and pursued by the sales team, and accurately reflected in Salesforce.
Create and maintain reporting of marketing stages, reinforce marketing messages and materials for the sales team Identify trends and recognize emerging patterns across systems, teams, and data Develop and lead the review of a weekly pipeline and growth update meeting, preparing all data and metrics, providing recommendations, and identifying key decision areas
Work with Finance to build and maintain financial models to forecast and measure results and opportunity
Complete ad hoc analysis and scenario modeling as needed
Required Industry Experience:
5+ Years of Experience
5+ years experience with increasing levels of responsibility in Sales Operations, Marketing Operations, Finance and / or Strategy
Deep experience and expertise in Salesforce platform, Salesforce integrations such as LinkedIn, data cleansing tools, and marketing system integration. Marketo or similar a plus
Demonstrated ability to gather information, analyze data and processes, and drive solutions cross-functionally Strong familiarity with implementation of sales processes, especially solution selling
Experience with setting up and managing a deal desk - applying pricing structures and models, RFPs, SOWs, MSAs, etc.
Strong written and verbal communication, with experience delivering presentations to an executive audience Experience with sales enablement tools and sales training
Strong grasp of unit economics, LTV and other metrics relevant for a SaaS business
Tenacious, resourceful and entrepreneurial with a roll-up your sleeves mentality to translate ideas into tangible outputs Resourceful and nimble, with the ability to operate in sometimes ambiguous or undefined environments