The Company
The Kantata Cloud for Professional Services™ gives businesses the clarity, control, and confidence they need to optimize resource planning and elevate operational performance. Our purpose-built software is helping over 2,500 professional services organizations in more than 100 countries focus on and optimize their most important asset: their people. By leveraging Kantata, professionals gain access to the information and tools they need to win more business, ensure the right people are always available at the right time, and delight clients with exceptional project delivery and outcomes.
Kantata is well-capitalized, hiring, and growing our loyal and diversified customer base faster than we ever have. Most importantly, we have a clear vision of where we’re going and how to get there. (Hint: It involves you.) Did we mention that Kantata is also an awesome place to work? You’ll have the opportunity to work in a dynamic environment with a team that loves what they do. A talented team, great perks, and an amazing culture = an employee-rated Best Place to Work!
About the Opportunity
The Director of Sales Operations will play a critical role in streamlining our sales processes, driving efficiency, and maximizing revenue growth. This individual will work closely with the sales team, marketing, and other key stakeholders to develop strategies, implement tools, and analyze sales performance metrics.
Key Responsibilities
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Sales Process Optimization: Reinforce and refine existing processes to improve sales productivity - Identify bottlenecks in the sales process and develop solutions to enhance productivity and efficiency. Review and refine current workflows to simplify how sales interact with SFDC. Ensure that our processes effectively support our customer’s urgent needs. Effectively document and publish processes to ensure business continuity, ready operations new hires faster, and increase business partner awareness.
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Sales Forecasting & Reporting: Lead accurate sales forecasting and reporting efforts to provide sales and executive leadership with actionable insights. Publish and maintain KPI dashboards. Routinely analyze and synthesize for the sales leadership team with recommended actions. Provide standard and ad hoc sales forecasting and sales reporting capabilities for the global sales team.
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Quota & Sales Compensation: Lead and partner with sales leadership and finance to ensure fair, timely, and documented quota setting. Drive sales compensation design changes working cross functionally with finance.
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Account Planning: opportunity, and business reviews. Establish consistent tools and cadence to support account planning, deal reviews, and pipeline reviews. Facilitate or support local or business-unit-specific operational cadences with sales leaders that promote sales force productivity and commercial performance, such as deal, forecast, and pipeline reviews or monthly and quarterly business reviews.
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Budget Management: Develop and manage the sales operations budget, ensuring efficient allocation of resources.
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Performance Analysis: Monitor and analyze sales performance metrics, providing insights and recommendations to enhance results.
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Territory and Capacity Planning: Lead annual territory and quarterly capacity planning by partnering with business operations, marketing, and finance. Work with cross-functional strategy teams and sales leadership to optimize customer segmentation, account targeting, and routes to market.
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Operating Rhythm: Develop, publish, and lead a consistent sales operations rhythm for all “run-the-business” actions.
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Rules of Engagement: Maintain, enforce, and arbitrate rules of engagement across global sales teams to reduce complexity for our customers and execute consistently.
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Tools & Technology: Drive the adoption of invested sales technology through advocacy and seller enablement while providing a feedback loop for improvements and future needs from frontline users. Ensure efficient, effective, and governed deal management processes across internal stakeholders (e.g., finance, legal, HR, deal desk, order processing) that drive profitable business. Partner closely with GTM Systems and IT.
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Collaboration: Work cross-functionally with marketing, finance, and product teams to align sales strategies and initiatives.
What You Bring to This Role
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5+ years of experience in sales operations, preferably in a SaaS environment.
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Bachelor’s degree in Business, Sales, or a related field.
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Proficient in CRM systems (e.g., Salesforce).
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Strong analytical, organizational, and project management skills.
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Excellent communication and interpersonal abilities.
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Ability to lead and motivate a team.
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Deep understanding of sales processes and strategies in a SaaS context.
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A proven track record of driving successful sales operational initiatives.
Compensation
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The base salary range for this position is USD $150,000 – USD $180,000.
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This position is eligible to participate in a Company Wide Bonus Plan.
- The above represents the expected salary range for this job requisition. Other compensation considerations include: location, relevant experience and other job-related factors.
Our Philosophy
We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:
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An intentionally engaging and collaborative culture - ditch the silo!
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Strong work-life balance that’s a true focus of the company
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The chance to learn from some of the best people in the business
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A vibrant, collaborative and devoted team, who still makes time for fun
At Kantata, we strive to create an inclusive workplace that upholds the dignity of all people. We value, respect and celebrate everyone’s unique strengths from all different walks of life. As we continue to cultivate diversity within the company, our product (and people!) innovation continues to flourish.
Kantata is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.