Senior Director, Sales Operations

Summary

Join our team as a data-driven and strategic Head of Sales Operations to lead sales operations function and drive sales performance optimization.

Requirements

• Proven experience in sales operations leadership roles
• Strong background in sales performance management, data analytics, and process optimization
• Expertise in designing and implementing sales quotas, territories, and incentive plans
• Strong process execution capabilities
• Proficiency in CRM systems and sales analytics tools
• Strong skills in data analysis, forecasting, and performance tracking
• Experience in developing and managing sales enablement programs
• Proven ability to lead and motivate teams, with excellent coaching and mentoring skills
• Strong cross-functional coordination skills, particularly in aligning sales with other departments
• Excellent communication and presentation skills for stakeholder engagement and business reviews
• Strategic thinking with a focus on driving business growth and efficiency
• Bachelor's degree in Business, Marketing, Finance, Analytics, Operations or related field; MBA preferred

Responsibilities

• Design and implement sales quotas, territories, and account alignments
• Develop and execute strategies for optimizing sales performance and productivity
• Collaborate with sales leadership to set and achieve revenue targets
• Contribute to the design and execution of sales incentives
• Develop and drive ‘back on track’ and ‘close the gap’ plans when needed
• Oversee sales performance reporting and conduct regular productivity analyses
• Manage forecasting processes and improve forecasting accuracy
• Conduct weekly, monthly, and quarterly sales reviews and business performance analyses
• Track pipeline movements and revenue projections
• Track and forecast team headcounts, hiring needs, and attrition rates
• Monitor and improve Rep and frontline manager KPIs
• Develop and maintain interactive sales dashboards and custom reports
• Ensure data quality and integrity in CRM systems and other sales tools
• Utilize data analytics to recommend action, predict risks and opportunities, make informed decisions and turn insights into actionable strategies
• Work with enablement to create comprehensive sales playbooks, pitch decks, and training materials
• Develop and implement effective onboarding processes for new sales team members
• Make fair, rigorous, consistent and empathetic decisions (or recommendations) on issue of sales policy, revenue recognition, incentive eligibility, sales splits, performance plans etc
• Help escalate and/or remove friction for Sales with other operations teams
• Identify and implement automation opportunities in the sales process
• Provide input on the sales technology stack
• Evaluate and recommend new tools and technologies to enhance sales effectiveness
• Drive overall sales productivity and remove friction for frontline teams
• Oversee the Sales Operations team, include AMER Sales Ops, EMEA & APAC Sales & Demand Ops, setting clear objectives and performance metrics
• Mentor and coach team members, identifying areas for improvement and growth
• Track and forecast team headcounts, hiring needs, and attrition rates
• Work closely with finance, marketing, and product teams to align strategies and objectives
• Facilitate alignment between sales and other departments to ensure unified go-to-market approaches
• Serve as a business partner to regional leadership, providing insights and recommendations
• Track competitive win/loss rates and provide insights to inform sales strategies
• Gather and co-ordinate feedback from sales to the Product R&D organization