The Director of Sales Operations (DSO) manages support functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales program implementation, and sales compensation design and administration. The DSO is responsible for the overall productivity and effectiveness of the assigned sales organization. Reporting to the VP Finance, the DSO also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.

Job responsibilities:

Coordinates sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm.
Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
Develops and monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports or assists in the development of new reporting tools as needed.
Implements and manages enabling technologies, including Salesforce, Clari and Xactly to field sales teams. Monitors the assigned sales organization’s compliance with required standards for maintaining Salesforce data.
Responsible for the administration of sales incentive compensation programs.
Management of a team of Sales Admins providing product quotations and other sales administration functions.
Actively collaborates with Accounting and Finance to ensure the accuracy of the forecasting and sales booking process.
Management of the RFP response process.
Directs and supports the consistent implementation of company initiatives.
Builds peer support and strong internal-company relationships with other key management personnel.

Position Requirements:

At least ten (10) years of progressive B2B SaaS/software experience in sales operations leadership roles
Experience in large multinational organizations
Experience in managing and developing a sales operations organization
Leader who is detail oriented and able to work in an environment that requires deciphering large amounts of data quickly and efficiently
Consistently delivers ahead of agreed-upon deadlines
Strong communication skills and ability to interact with internal and external
partners (vendors, customers, executives, private equity, etc.)
Extensive experience with Salesforce and Clari is a must
Experience with Xactly is preferred

Alvaria, Inc.

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Director Sales Operations