For more than 30 years, ECI Software Solutions has been providing industry-specific, cloud-based business management software and services to small and medium-sized businesses. With divisions focused on manufacturing, wholesale/retail distribution, building and construction, and field service, ECI's solutions integrate into every aspect of a customers' business to help them level the playing field, run day-to-day operations more efficiently, and free them up to focus on what matters most. It’s how business gets done.
Who is ECI?
At ECI, our mission is to enable the entrepreneurial spirit of small and medium-sized business owners. But ECI doesn’t simply deliver amazing software solutions; we also have an award-winning company culture.
- We offer competitive benefits focused on employee well-being, including paid volunteer time off!
- We have been named by Achievers on its prestigious 50 Most Engaged Companies To Work For list for the last five years.
- We have received international recognition for our high levels of employee engagement through Certification as a Great Place to Work six years in a row.
- Our culture of creativity, innovation, and leadership has garnered over a dozen International Business Awards (Stevie®).
Come join a worldwide team with a strong culture of inclusion, professional development, and collaboration.
To apply for this position, please attach a detailed resume that demonstrates your qualifications and skill set pertaining to this position. Applications without a resume will not be considered.
The
Director of Sales Operations is responsible for driving the efficiency and effectiveness of the sales organization. This role involves overseeing sales strategy, process optimization, analytics, technology implementation, and cross-functional alignment to maximize revenue growth. The ideal candidate will have a strong background in sales operations, analytics, and business process improvement.
This role requires a deep understanding of sales operations, marketing automation, and customer lifecycle management, as well as deep knowledge of Salesforce and other sales systems tools that can be leveraged to maximize sales operations. Additionally, experience with reporting tools such as Tableau or CRMA is preferred.
This individual should be able to foster deep relationships with the CRO, Sales Leaders, & Marketing Organization, and be able to effectively challenge these parties regularly to improve sales effectiveness and proper standards and processes that scale effectively.
Responsibilities
- Develop and implement sales operations strategies to enhance productivity and performance.
- Optimize sales processes and workflows to improve efficiency and scalability.
- Lead the sales forecasting, planning, and budgeting processes, ensuring accuracy and alignment with business goals.
- Individual will work closely with the CRO, Finance organization and Divisional Sales teams to establish achievable sales targets and maximize cross-se
- Analyze sales data and metrics to identify trends, insights, and areas for improvement.
- History of Opportunity & Account Scoring setup and management required
- Understanding of Lead Scoring preferred
- Manage and enhance CRM and sales technology tools to support the sales team.
- Including extensive knowledge and use of Salesforce
- Oversee additional sales technology stack and reporting tools
- Collaborate with sales leadership to establish KPIs and performance tracking systems.
- Regular tracking and accountability of Sales Teams usage of tools and dashboards
- Establish a culture of accountability and best practices
- Partner with marketing, finance, and customer success teams to ensure seamless alignment.
- Knowledge of Service Cloud and internal case usage and best practices preferred
- History of Account Management best practices and system setup preferred
- Deal Desk and Order Management experience required
- Oversee sales compensation plans, incentives, and territory management strategies.
- Owning and establishing rollout and best practices of quota targets and tracking
- Experience with compensation tools and reporting
- Lead, mentor, and develop a high-performing sales operations team at scale
- Expect this individual to be a motivated doer and leader
- Need to maximize output in respective Sales Operations areas efficiently
- Prefer experienced skillset and hands-on mentality of a team; must be a doer and self-starter
- Willing to have tough conversations to achieve desired end goals, and staff a high caliber, small team
Qualifications
- Education and Experience:
- Bachelor’s degree in Business, Sales, or a related field; MBA or equivalent preferred.
- Minimum of 5+ years of experience in sales operations, strategy, or a related field, with at least 2-3 years in a leadership role.
- Previous experience as a Sales Operations Analyst
- Current experience as a Sales Operations Manager or Director
- Skills and Competencies:
- Very hand-ons, doer. This role is not suited for a delegator mentality. Expect this leader to lead by example, with deep experience and passion in this space
- Very experienced with Salesforce; Salesforce Expert in both Sales & Service Cloud, and understands best practices as it relates to Sales Operations & Processes
- Proven experience with other sales & marketing platforms (e.g., ZoomInfo, outreach.io, Clari, Gong, etc.)
- Strong analytical skills and proficiency in sales & marketing analytics and reporting tools.
- Previous Deal Desk or Order Management ownership or involvement
- Experience in designing and managing Lead, Opportunity, & Account Scores
- Experience in implementing Pipeline Management best practices and Sales Forecasting processes and improvements
- Experience in implementing Account Management best practices, including tools and processes to maximize sales output, retention, & customer satisfaction
- Experience in managing sales processes, compensation structures, and performance metrics.
- Understanding of Contract & Renewal Management best practices.
- Understanding of Task & Internal Case applications to improve workflows and escalation efficiency.
- Strong leadership and team management skills.
- Ability to think strategically and execute tactically.
- Exceptional communication and interpersonal skills.
- Ability to drive change, influence stakeholders, and implement best practices.
In addition to our competitive salary and award-winning culture, we offer an excellent benefit package. We even offer our employees a day off to serve their community! Our company core values are our “CODE”: Crave Greatness, Own the Outcome, Deliver Awesome and Embrace Community.
