WHO YOU WILL BE
We are seeking a VP, Head of Sales Operations, to build and optimize the sales operations function supporting the Streaming sales organization. This is a highly strategic and hands-on individual contributor role responsible for establishing forecasting rigor, pipeline visibility, and reporting infrastructure across the sales lifecycle.
- Own Streaming sales pipeline hygiene, stage definitions, and opportunity tracking strategy.
- Partner with Sales leadership and Finance to drive accurate weekly, monthly, and quarterly forecasts and deliver executive-level and board ready reporting.
- Identify pipeline gaps, conversion trends, risk indicators, and provide strategic recommendations to senior leadership.
- Establish and standardize forecasting methodologies and reporting cadences across the Streaming business.
- Serve as the executive owner of sales dashboards and sales data reporting infrastructure for Streaming.
- Maintain and evolve real-time dashboards for pipeline health, bookings, revenue pacing, win rates, and rep performance.
- Ensure data integrity and reporting consistency across CRM workflows and connected systems.
- Assess current CRM utilization, diagnose underperformance or adoption gaps, and implement improvements.
- Where needed, scope requirements and direct CRM consultants or future hires to properly configure and scale the environment.
- Translate complex business questions into clear, data-backed insights and recommendations for senior leadership.
- Evaluate and optimize sales processes from lead intake through closed-won handoff.
- Identify inefficiencies in quoting, deal approvals, and campaign launch workflows and implement scalable solutions.
- Develop and document scalable playbooks and SOPs to support continued streaming growth.
- Drive automation initiatives within CRM, Domo, and adjacent tools to improve efficiency and visibility.
- Analyze territory performance, vertical trends, and account penetration to inform GTM strategy.
- Oversee compensation tracking, quota attainment reporting, and performance analytics.
- Support Sales leadership with QBR preparation, strategic planning, and revenue modeling.
- Establish CRM best practices and drive adoption across the sales organization through training and enablement.
WHAT WE LOOK FOR
- 8–12+ years of experience in Sales Operations, Revenue Operations, or Business Operations, with increasing strategic scope.
- Experience supporting high-growth Streaming, digital media, or advertising sales organizations strongly preferred.
- Demonstrated success building or significantly maturing a sales operations function.
- Strong experience with CRM systems and business intelligence platforms (Domo strongly preferred).
- Proven track record improving forecast accuracy, pipeline visibility, and sales process efficiency.
- Experience in diagnosing and improving CRM adoption and data quality issues.
- Ability to operate as a hands-on individual contributor while thinking strategically at the executive level.
- Deep understanding of media and/or SaaS revenue metrics (bookings, pacing, win rates, ACV, etc.).
- Advanced Excel skills and strong comfort with data modeling and analysis.
- Executive presence with the ability to influence senior sales leadership and cross-functional stakeholders.
- Experience managing external vendors or consultants is a plus.
Compensation for the role includes a competitive salary of $185,000-$200,000 (dependent on years of experience, level of education obtained, as well as applicable skillset) and an excellent benefits package (including but not limited to health care benefits, retirement benefits and paid days off).
At Locality, we believe our biggest asset is our people. We are proud to be an equal-opportunity employer, hiring and developing individuals from diverse backgrounds and experiences to add to our collaborative culture. Locality values and solicits applications from all qualified candidates without regard to actual or perceived race, creed, color, religion, sex, gender, age, physical or mental disability, medical condition, sexual orientation, gender identity and/or expression, alienage or national origin, ancestry, citizenship status, marital status, military or veteran status, genetic information, or any other basis protected by federal, state or local law.
