Position Summary
The Sales Operations Director is a senior leadership role that is responsible for developing and optimizing sales processes, analytics, and tools to support the achievement of growth objectives in a high-growth sales organization. This position will initially be an individual contributor, and as the business scales, this role will focus on building and leading a team to drive efficiency, improve sales effectiveness, and enhance revenue growth. This position requires a data-driven leader who can optimize CRM workflows, create insightful dashboards and reports, and use rigorous data analysis to drive change and process improvements.
Essential Duties And Responsibilities
The essential functions include, but are not limited to the following:
Sales Process Optimization
- Design, implement, and continuously improve scalable sales processes, ensuring alignment with business goals.
- Develop and manage lead-to-close workflows to enhance sales productivity and pipeline visibility. Through data insights, ensure proper lead management processes, metrics, and policies are followed.
- Optimize CRM workflows to improve efficiency, data integrity, and sales team adoption.
- Utilize rigorous data analysis to identify bottlenecks and implement process improvements.
- Provide support in pricing and contract negotiations. Review nonstandard deal terms and ensure compliance with published sales and approval policies.
Sales Analytics and Performance Management
- Develop and maintain sales dashboards, reports, and KPIs to track team performance and identify areas for improvement.
- Assist in setting key performance indicators to measure success. Analyze and evaluate sales metrics, goals, and performance to uncover trends, risks, and opportunities, providing actionable insights to leadership.
- Collaborate with sales leadership to develop and execute strategies to address performance gaps.
- Establish a framework for consistent sales forecasting and revenue modeling, using data-driven methodologies.
- Use data to influence change, drive sales strategy, and enhance decision-making at all levels.
- Assist in the creation of board-level presentations for executive leadership.
Sales Technology and Enablement
- Evaluate, implement, and optimize sales tools, including CRM systems, automation platforms, and other technology solutions.
- Ensure CRM is configured to provide real-time insights, automate manual processes, and support a growing sales organization.
- Maintain data integrity within customer records in Hubspot and other systems.
- Partner with other teams to develop training programs, ensuring the adoption of tools and processes.
- Ensure data integrity and accuracy within CRM and sales reporting systems.
Cross-Functional Collaboration
- Work closely with marketing, finance, and customer success teams to ensure alignment across the revenue organization for seamless execution.
- Assist in the development of the budget for the sales departments. Partner with finance to improve sales compensation planning and commission structures.
- Support executive leadership with insights and recommendations to drive strategic decision-making to align sales goals with overall business strategy.
- Effectively communicate sales operations plans and results to C-level executives and other stakeholders.
Collaborate with sales leaders and teams to develop and execute sales management disciplines and processes (territory assignment and reviews, forecast, pipeline analysis and development, and quota achievement).
Team Building and Leadership
As The Business Scales
- Build and lead a high-performing sales operations team to support the evolving needs of the business.
- Define team roles and responsibilities, recruiting and developing talent as the company scales.
- Foster a culture of collaboration, innovation, and continuous improvement within the team.
Minimum Qualifications (Knowledge, Skills, And Abilities)
- Bachelor’s degree in marketing, business administration, or a related field, or equivalent work experience. Advanced degree is preferred.
- 8+ years of experience leading sales operations, revenue operations, or a related role is required.
- Experience working in a SaaS PE/VC-backed company is preferred.
- 3+ years of management experience leading a team in a high-growth, mid-sized company with a proven track record of scaling sales operations.
- Ability to work independently with a high degree of accountability.
- Strong analytical skills with expertise in sales forecasting, reporting, and data-driven decision-making.
- Expertise in optimizing CRM workflows, dashboards, and reports to improve sales efficiency.
- Ability to use data to influence change and optimize sales processes. Experience with Power BI is preferred.
- Proficiency in CRM software and sales analytics tools. Experience with Hubspot is highly preferred.
- Proficiency in Microsoft Office Suite to include advanced skills in Excel.
- Experience building and managing teams, with a focus on coaching and development.
- Exceptional written communication creating board-level presentations.
- Excellent communication, interpersonal, and stakeholder management skills.
- Up to 25% of travel is required.
Physical Demands and Work Environment
The physical demands described here must be met by an employee to perform the essential functions of this position successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions. This role requires the employee to have the ability to maintain a stationary and upright position regularly. Regular movement within the office is required to access file cabinets, office machinery, and other resources. This role involves the continuous operation of a computer and other office productivity machinery, and tools, including a printer, and computer. Regularly, the employee changes their body position to assist in moving objects or gaining access to items. The capacity to convey information and concepts effectively for mutual understanding must be possessed by the employee. They must also possess the ability to share precise details during such interactions. Specific vision capabilities, particularly the ability to observe details at close range (within a few feet of the observer), are essential for performing tasks accurately.
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