Director of Sales Operations & Enablement

Summary

Join Accelecom as the Director, Sales Operations and Enablement, reporting to the Chief Revenue Officer. This key leadership role supports the company in achieving sales and revenue goals. Responsibilities include sales lead generation, process management, enablement, go-to-market planning, execution, and reporting. You will develop tools, training, and resources to enhance sales efficiency and effectiveness. Analyze sales performance, forecast trends, and collaborate with cross-functional teams to drive revenue growth. The position requires a strong background in sales operations, sales process management, sales enablement, and sales KPI analysis. This is a remote position with occasional travel.

Requirements

• Bachelor’s degree in Business, Marketing, or related field
• Minimum of 10 years Sales Operations experience
• Minimum of five years Sales experience
• Minimum of five years SFDC experience
• Minimum of five years Telecom experience
• Minimum of three years Leadership experience
• Minimum of three years Wholesales sales experience
• Minimum of one year Enterprise sales experience
• Minimum of one year Indirect sales experience
• Minimum of one year Tableau experience
• Deep knowledge and experience with sales methodology, lead generation, sales process, sales quoting, sales funnel management, sales forecasting, customer retention
• Strong working knowledge of SFDC, Tableau, and DocuSign
• Ability to thrive in a dynamic and high-growth business environment
• Ability to multi-task and meet deadlines in a fast-paced environment
• Knowledge of BANT, Target Account Selling, and/or Challenger Sales methodologies
• Excellent interpersonal and communication skills, both verbal and written
• Exceptional relationship building skills – Makes friends easily
• Exceptional financial, analytical, and problem solving skills
• Superior planning, organizational, prioritization, and presentation skills
• Highly skilled with the Microsoft Office Suite – Outlook, Word, PowerPoint, Excel, and Teams
• Expertise with Excel, financial modeling, VLOOKUP, Pivot tables, charting, etc
• Team player with unquestioned integrity and business ethics
• Passion for exceeding expectations during personal interactions
• Personally accountable for achieving results
• Self-starter who leads by example and personal involvement
• Embraces and champions new ideas and encourages others to do likewise
• Works effectively under pressure and enjoys a challenge
• Eager to work and overachieve

Responsibilities

• Maintain a strong working knowledge of emerging lead generation platforms and solutions
• Leverage industry tools to perform Strategic Target Addressable Market (STAM) analysis
• Leverage industry tools to identify on-net and near-net prospects that match our ideal customer profiles
• Load and assign STAM, inbound, and referral leads into SFDC
• Train and mentor new hire sales team members on the Accelecom lead generation process
• Partner with Product Marketing to develop lead generation concepts to support customer cross-sell and upsell campaigns
• Partner with sales leadership to develop and execute outreach sequences to effectively and efficiently follow up on sales leads
• Leverage data in SFDC and Tableau to govern and measure lead generation follow up and conversion rates
• Provide leadership to help maximize sales, revenue, gross profit on sales, and customer retention
• Partner effectively with internal teams to maintain strategic and analytical alignment with Marketing, Product Management, Finance, Operations, and Human Resources
• Define and implement effective policies and procedures for sales operations and sales process improvement
• Ensure efficient and effective sales funnel, sales opportunity, and sales forecast management through ownership and utilization of SFDC
• Design and implement improvements to SFDC to enhance the user experience
• Monitor and inspect SFDC for sales process compliance by the sales teams
• Develop and recommend sales reporting improvements and automation in SFDC
• Define and enforce boundaries and rules of engagement between sales channels
• Act as a point of escalation for assistance with customer quotes, sales contracts, bookings, etc
• Support effective onboarding and training of new sales team members
• Contribute to company and board meeting presentations in partnership with the CRO and C-level leadership team
• Host daily Sales War Room meeting and monitor sales opportunity throughput to installation
• Host monthly Sales Rep Performance Scorecard Review Meetings with the sales team
• Assist with execution of our weekly Executive Funnel Call
• Collaborate with sales leadership to drive effective sales lead tracking, follow up, and customer engagement by sales team members
• Continuously look for opportunities to streamline and improve sales processes
• Partner with Product Management to develop and implement sales processes for new products
• Mentor and train new hire Sales Representatives on Accelecom’s sales process framework
• Keep abreast of and evaluate emerging sales process methodologies
• Maintain and update sales and sales process documentation in our Sales Library
• Identify bottlenecks and areas for improvement in the sales cycle and recommend solutions
• Partner with Sales, Product Management, Finance and Operations to resolve operational issues affecting sales
• Implement and support the use of third-party sales databases and their integration with SFDC and ArcGIS
• Keep abreast of and analyze emerging sales CRM and enablement platforms
• Assist with the onboarding and exit of Sales and Sales Engineering personnel
• Assist new hire Sales Reps with Account Plan development
• Serve as Sales New Hire Mentor / Coach (first 30-days)
• Update / reconcile sales-centric materials within SFDC
• Assist with the formulation of strategic market plans
• Partner with Network Planning to identify network expansion opportunities
• Assist with sales quota and sales compensation planning cycles with the CRO and CFO
• Assist in developing sales budgets, quotas, and targets with the CRO and CFO
• Partner with the CRO and sales leaders to assist with the quota assignment process for all sales channels and sales positions
• Ensure sales compensation plans are in aligned with company goals and business strategy up and down the sales leadership chain of command
• Deliver analytics and insights around the effectiveness of sales compensation plan design, components, calculations, decelerators/accelerators, commission targets, pay timing, etc
• Host monthly sales training session
• Host monthly best practices call for lead generation follow up
• Host monthly sales enablement call to help improve sales throughput
• Work with the CRO and sales leaders to update and publish sales KPI reports and forecasts
• Sales reporting and trend reporting responsibilities include; (1) sales lead status, (2) new opportunities created, (3) total sales funnel size, (4) sales funnel size in each stage, (5) average length of time in each stage, (6) % conversion rate from stage to stage, (7) sales forecasts, (8) win rate, (9) loss reasons, and (10) sales performance stack rankings
• Analyze historical sales data, identify key drivers of performance, and highlight areas of opportunity for the CRO
• Provide ad hoc analyses and messaging to the CRO on sales results, sales productivity, trends, opportunities, and risks, and provide results and your recommendations to the CRO
• Ensure sales data in SFDC is clean, accurate and compliant

Preferred Qualifications

SFDC Administrator certification

Benefits

• Remote work environment
• Will require occasional travel to headquarters and/or field locations
• Competitive compensation and benefits package