Job Description: Head of Sales Operations & Enablement

Position Title: Director of Sales Operations & Enablement

Location: Atlanta, GA

Reports To: Chief Sales Officer

Employment Type: Full-Time

Job Description

Accelecom is currently seeking a dynamic, results-driven Director of Sales Operations & Enablement. This individual will play a pivotal role in the development and execution of our sales go-to-market (GMT) strategy. The ideal candidate will have a deep understanding of customer life-cycle management and assist in driving the formulation and execution of lead-generation, sales process, sales enablement, sales execution, and sales reporting. In addition, this individual will be responsible for creating the requirements and delivering tools, training, and resources that enable our sales teams to close deals faster and more effectively.

As the Director of Sales Operations & Enablement you will also analyze sales performance, forecast sales trends, and collaborate with cross-functional teams to enable the sales team to meet targets and drive revenue growth.

Accelecom is an aggressively growing company. Must be able to think on your feet and work in a highly entrepreneurial environment.

Lead-gen Curation:

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 “sweet spot” prospects
Leverage industry tools to identify on-net & near-net potential prospects
Work with Inside Sales to drive leads and track results.
Load & assign Strategic TAM, Website & Referral leads into SFDC
Partner w/ Network Planning to identify network expansion opportunities
Assist w/ the formulation of Strategic Market Plans

Lead-gen Execution:

Keep abreast of/analyze emerging lead-execution platforms
Mentor/train Sales New Hires on Accelecom lead-gen framework
Partner w/ Product Mgt to develop/execute cross-sell & upsell campaigns
Partner w/ Sales Leadership to develop/execute sales plans & cadences
Leverage SFDC & Tableau to govern/measure lead-generations execution

Sales Process Formulation / Governance:

Collaborate with sales leadership to drive effective sales lead tracking, follow up, and customer engagement by sales team members
Keep abreast of/analyze emerging sales & qualification methodologies
Mentor/train Sales New Hires on Accelecom’s sales process framework
Continuously look for opportunities to streamline/improve sales processes
Partner w/ Product Mgt to formulate sales processes for new products
Maintain / update sales-centric documentation (ie: processes) in Sales Library
Identify bottlenecks and areas for improvement in the sales cycle

Sales Operations:

Host calls as required by Executive Leadership Assist w/ Weekly Exec Funnel Call execution
Perform Weekly SFDC spot-check (for adherence)
Produce / contribute to Monthly & Quarterly Board Reporting
Spearhead Lead, Account & opportunity assignment / reassignment process
Host Monthly Sales Rep Performance Reviews
Work with finance on product pricing and accuracy in Sales Force

Sales Enablement:

Keep abreast of/analyze emerging sales enablement platform
Assist w/ onboarding of Sales & SE Personnel
Mentor Sales New Hires on Account Plans / Profile generation
Serve as Sales New Hire Mentor / Coach (first 30-days)
Update / reconcile sales-centric materials within SFDC
Host Weekly Sales Training / Hour
Host Monthly lead-gen execution best practices calls
Host Monthly Sales/Product/Operations Enablement call

Sales KPI Analysis:

Share Lead conversion insights w/ Sales Leadership
Share Closed Won & Close Lost insights w/ Sales Leadership

Required Skills & Qualifications:

Education: Bachelor’s degree in Business, Marketing or related field
Sales Ops experience: Minimum of 10-years
Sales experience: Minimum of 5-years
SFDC experience: Minimum of 5-years
Telecom experience: Minimum of 5-years
Tableau experience: Minimum of 1-year
Strong analytical & technical skills
Strong interpersonal & communications skills
Strong relationship development skills
Ability to thrive in “start-up” environment / operate in the “grey”
Proven ability to manage multiple deliverables & meet deadlines
Track-record of meeting & exceeding annual sales quota
Strong problem-solving capabilities
Strong financial acumen
Strong collaboration internal (engineering, product, and marketing)
Excellent presentation skills

Preferred Qualifications:

Minimum of 5 years of Enterprise experience
Minimum of 3 years of Wholesale experience
Minimum of 3 years of Leadership experience
Minimum of 1 year of Indirect experience
Knowledge of BANT, TAS and/or the Challenger Sales methodologies

Accelecom

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Head of Sales Operations & Enablement - GA