Senior Director, Sales Operations

The Senior Director of Sales Operations will be responsible for leading a Regional Sales Operations team to support achievement of the North America Sales and Business goals. The role forms part of the Global GTM operations organization which is tasked with building a scalable high-performance GTM organization. The role reports to the VP of GTM Operations and will work locally with the sales managers, Sales VPs, and the SVP of North America Sales to help drive their strategic business planning and growth initiatives while executing on the company’s sales methodology, processes and productivity tools.  This role will manage a team of Sales Operations Analysts and work cross functionally with all functions of the global GTM field organization including Sales, Customer Success, Channel, Marketing and Product.

Key Responsibilities

• Leading and managing regional sales operations functions.

• Strategic planning such as territory planning and quota assignment.

• Developing and delivering key performance metrics.

• Utilizing and implementing comprehensive pipeline reports to track opportunities, pipeline conversion and win/loss assessments in a consistent methodology.

• Administering, managing, analyzing, and reporting sales forecasting and production for North America region across all segments and teams.

• Incorporate inputs from sales for designing and implementing the annual Compensation Plan to align to annual sales goals.

• Driving the roll-out and adoption of the sales methodology, processes and tools that support the selling process.

• Responsible for performance management of the team to include target setting and their professional development.

• Develop and execute sales operations strategies that support the company's overall sales goals.

• Manage sales processes, systems, and tools to ensure efficiency and effectiveness.

• Provide training and support to the sales team to ensure they have the tools and resources they need to be successful.

• Develop a roadmap to drive operational efficiencies and user engagement.

• Manage the day-to-day responsibilities and performance of the team's operation capacity.

• Identify process automation/improvement opportunities to drive identified initiatives.

• Utilize dashboards, insights, and analyses to determine levers for operational efficiency.

• Champion technology initiatives in partnership with IT team.

• Create processes to support field efficiency across the entire customer experience.

Essential Skills, Qualifications, and Experience

• Extensive experience in relevant sales, GTM, or revenue operations experience with strong B2B SaaS sales knowledge and understanding of Cloud/SaaS business models.

• Exceptional data-driven analytical problem-solving skills with the ability to conduct sophisticated analysis of complex data and translate results into actionable insights and presentations.

• Proven ability to proactively communicate and collaborate effectively both internally and externally, working cross-functionally with Finance, Marketing, HR, and IT to align sales operations with organizational goals.

• Strong expertise in Salesforce (SFDC), Tableau, Gong, and other forecasting and analytics tools, with a focus on data governance, CRM adoption, and maintaining data integrity across sales platforms.

• Demonstrated project and change management skills, including managing multiple complex initiatives, delivering results on time, and leading training and enablement programs to drive adoption of sales methodologies and tools.

• Experience developing and delivering formal presentations to executive management.

• Inspires and engages others by promoting a collaborative, inclusive, and transparent team culture, demonstrating confidence balanced with humility, and upholding company values and ethics.

• Comfortable working in a high-performance environment and willing to travel as required.

• Bachelor’s degree in Business, Finance, Marketing, or related field preferred or equivalent experience, MBA a plus.

• Experience managing remote or distributed teams and working within a global sales organization is highly desirable.

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