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
