Senior Sales Operations Lead

Summary

Join Airbnb's Supply Stays Team as a Senior Sales Operations Lead and lead the Acquisition Sales Operations team across multiple regions. Define, articulate, and adjust the sales operations strategy to support global revenue goals. Design and implement comprehensive market entry strategies, including market analysis and go-to-market plans. Build scalable and high-productivity Acquisition Go-To-Market approaches. Diagnose opportunities to strengthen global Go-To-Market performance and optimize resource allocation. Partner with various teams to develop and execute go-to-market strategies. Develop and execute a territory planning strategy, ensuring optimal coverage and sales performance. Apply a data-driven approach to optimize lead assignment and quota planning. Lead and develop a team of Sales Operations professionals. Identify and drive strategic growth initiatives to improve business performance. Design new KPIs and leverage existing reporting and analytics to optimize performance. Work cross-functionally to implement new processes. Define global go-to-market strategy and operating plan. Lead operating rhythm, including annual planning, forecasting, and business reviews. Ensure effective delivery of Supply plan org objectives.

Requirements

• 12+ years of experience in related roles (e.g., Strategy and planning, Sales Ops, Rev Ops, Financial Planning & Analysis and/or Analytics)
• At least 5 years of experience managing teams
• Strong problem solving and analytical skills including designing, developing and evolving financial/business models
• Ability to structure and execute complex analyses and synthesize into clear, actionable insights with business impact
• Familiar with Business Intelligence & Data visualization tools (e.g., Tableau) and Sales/Marketing technology
• Excellent verbal and written communications skills, including presentation skills to all levels within the organization
• Experience interacting with senior stakeholders within the organization
• Strong project management skills and drive for ownership and results
• Ability to prioritize and multi-task and to work in a dynamic, fast-changing entrepreneurial environment
• Develop and monitor metrics, dashboards and reporting tools to improve Field productivity and efficiency across the customer lifecycle
• Demonstrated success in creating and driving operational rigor and excellence while building trusted relationships with key stakeholders to maximize sales productivity and remove friction from operational processes to support long-term durable growth of the business
• Ability to travel as required

Responsibilities

• Build coherent, scalable and high productivity Acquisition Go-To-Market across automated and human-driven approaches - including by innovating and scaling effective lead generation, prospecting and sales channels (e.g. field, inside, outsourced, partner and product-led sales)
• Diagnose opportunities to strengthen global Go-To-Market performance including through identifying levers to optimize resource allocation and/or design
• Partner with Supply, Global Markets, and Product Leadership to develop go-to-market strategies and ensure the successful execution on key initiatives and product launches
• Develop and execute a territory planning strategy, ensuring optimal coverage, resource allocation, and sales performance through effective Go-to-Market design, strategy & operations
• Apply a data-driven approach to optimize lead assignment and quota planning, in partnership with Sales leadership and Finance to drive continuous growth, return and sales/ Go-To-Market productivity
• Lead and develop a team of Sales Operations professionals
• Identify, scope and drive strategic growth initiatives and projects to improve business performance
• Design new KPIs and leverage existing reporting and analytics on key metrics such as pipeline, sales productivity, sales velocity, etc. to identify insights, implications, and actions to optimize performance
• Work cross-functionally to design and implement new processes related to account segmentation, data management, productivity enhancements, etc
• Define global go-to-market strategy and operating plan inclusive of segmentation, coverage, routes to market, roles, incentives, enablement growth drivers, and strategic initiatives
• Lead operating rhythm including annual planning execution, forecasting, pipeline reviews and business reviews in partnership with Supply leadership, Finance, and Global Revenue Operations teams
• Ensure effective delivery of Supply plan org objectives through x-functional partnership, oversight and support to course correct where required to land performance

Benefits

This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits