CFA Institute is the world’s largest association of investment management professionals. As a global, independent organization, with a community of more than 175,000 members and 150+ member societies, we lead the investment profession by promoting the highest standards of ethics, education, and professional excellence for the ultimate benefit of society.

At CFA Institute, we care about our employees’ mental, physical, social, and financial well-being. That’s why we are committed to providing a comprehensive, competitive benefits package that offers flexibility to make choices that meet their needs:

Health & Well-being benefits that are amongst the best in the industry with full comprehensive Medical, Dental, and Vision for employees and their family members
Comprehensive Leave and Time Off plans
A focus on Financial Well-being means that we stack our retirement benefits against the most competitive standards.
Flexible work arrangements
Wellness, Education, and Employee Assistance Benefits

Job Description Summary:

The Senior Director, Global Sales Operations will be responsible for overseeing and enhancing the entire sales operation process and sales team effectiveness. It will be the driving force behind developing and executing sales strategies, defining and streamlining processes, articulating and implementing best practices, and providing reporting and data-driven insights to the sales leadership team and executive committee. The goal is to ensure the sales organization operates at peak efficiency, delivers exceptional customer experiences, undertakes continuous improvement, and achieves or surpasses revenue targets.

The role will be based from our London office and eligible for flexible working. It will be supported by the Managing Director, Global Business Development.

Job Description:

The responsibilities of this role include:

Sales Strategy: Collaborate with senior leadership to create and implement a comprehensive sales strategy aligned with the company's overall objectives. Continually monitor market trends, competitor activities, and customer needs to adjust strategies as required.
Process Optimization: Analyze the sales process from lead generation to deal closure, identify areas for improvement, execute enhancements, and influence behavioral change. Implement best practices and automation tools to streamline workflows, reduce sales cycle time, and enhance overall efficiency.
Territory & Account Coverage Model: With sales leadership, design and implement a territory and account coverage model that reflects the organization’s strategic and growth priorities. Design KPIs to track its effectiveness.
Sales Analytics: Leverage data-driven insights to identify key performance indicators (KPIs). Develop and maintain sales forecasts. Regularly analyze sales data, pipeline health and performance metrics, design and generate operational and executive reports, with actionable recommendations for improvement.
Sales Enablement: Work closely with Marketing and Product teams to ensure the sales team is equipped with the necessary tools, training, and resources to achieve success.
CRM Management: Oversee the consistent utilization and maintenance of Salesforce. Ensure accurate data entry, reporting, and compliance with company policies.
Sales Compensation: Collaborate with the People & Culture team and sales leadership to design and implement an effective sales compensation plan that motivates the sales team while aligning with the company's growth objectives.
Cross-Functional Collaboration: Foster strong relationships with other departments such as Marketing, Finance, and Product Development to ensure seamless coordination and alignment of go-to-market plans and product positioning with clients.
Performance Management: Implement a robust performance management system to evaluate sales team performance and provide coaching, feedback, and professional development opportunities.
Client Success: Ensure that all aspects of pre- and post-sales support, including billing, reporting, and product utilization are streamlined and optimized for the client. Provide feedback on how to improve the client experience.

The skills and experience required for this role include:

Minimum 10-15 years of experience in a fast paced and dynamic business environment, preferably within the Financial Industry with significant experience in multi-national Global Sales Operations / Global Sales Enablement teams
Master’s degree or an equivalent combination of education and experience
Fluency in English required, knowledge of additional languages would be useful
Demonstrated outstanding stewardship and sales/relationship management skills to expand the mission of CFA Institute
Knowledge and experience of financial markets and issues
Global cultural orientation and working experience
Excellent interpersonal skills including a professional and diplomatic demeanor; honed ability to influence at all levels, and without line-management authority
Experience in project management, with skills necessary to interpret what is needed for the success of a project and to create appropriate schedules for timely delivery
Flexibility in competently juggling competing priorities and changing expectations.
Demonstrated outstanding judgment and mature business skills with the ability to establish a strong rapport with senior management

Travel requirements:

Travel will be up to approximately 10% percent of the time.

This job description is a summary of job requirements and duties and is not intended to be an exhaustive list of all areas of responsibility.

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We are an Equal Opportunity Employer. CFA Institute prohibits both discrimination and harassment with regard to all identifying characteristics: any individual employee, group of employees, or prospective employee on the basis of race, color, national origin, citizenship or immigration status, religion, creed or belief, age, marital or partnership status, marital or family status, care giver status, pregnancy and maternity, sexual and other reproductive health decisions, physical abilities/qualities, disability, sexual orientation, gender, gender identity or expression, predisposing genetic characteristic, military or veteran status, status as a victim or witness of domestic violence or sex offense or stalking, unemployment status, infectious disease carrier status, migrant worker status, educational background, socio-economic status, geographic location and culture or any other basis protected by applicable law. This policy impacts all aspects of employment, including but not limited to, recruitment, hiring, compensation, training, development, promotion, demotion, layoff, recall, furlough, transfer, leave of absence, and dismissal. This is a global policy that applies to all CFA Institute employees, regardless of location.

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Senior Director, Global Sales Operations