This role leads a team of Sales Operations Managers and Analysts to support sales leaders across multiple global regions. It focuses on using data analytics to develop and implement strategies for win-backs, upsells, and cross-sells to enhance sales efficiency and effectiveness. Responsibilities include creating and managing key performance indicators, dashboards, and reports that help predict and drive revenue performance. The role also oversees sales forecasting, participates in monthly business reviews, maintains CRM data integrity, and assists with planning. It requires a proactive, analytical individual with strong problem-solving skills to support and advance sales strategies and operations across various geographies, segments, and industries.
Responsibilities:
- Coach and manage a team of Sales Operations Managers and Analysts who serve as primary business partners to Segment and Region Sales Leaders and Directors, delivering advanced problem-solving techniques like opportunity/causal diagnosis and hypothesis testing, aimed at improving decision-making and sales performance.
- Build and standardize business reporting for strategic analysis and analyze key performance indicators (KPIs) to provide insights into growth, productivity, and cost of sales. Assist sales leaders with forecasts, pipeline, and opportunity health inspections, leveraging this data to align outcomes with business goals and implement performance enhancements.
- Collaborate closely with CX, Marketing, Financial Planning & Analysis, and sales leaders to generate forward-looking actionable insights that guide sales management in enhancing customer retention, driving revenue growth, and optimizing operations.
- Utilize predictive modeling skills to establish a consultative and trusted sales intelligence and planning practice, enhancing business decisions and strategic planning.
- Support and participate in Monthly and Quarterly Business Review presentations and meetings, ensure findings and strategies are effectively communicated and understood by all stakeholders, employing action monitoring to drive results.
- Solid project management skills including planning work, managing details, keeping multiple tasks/projects on track, working with cross functional stakeholders, and navigating ambiguity to deliver results.
- Experienced and skilled at working remotely with an international team across diverse time zones.
Job Qualifications:
Education: Bachelor’s degree in Business Administration, Finance, Economics, Computer Science, or related field
- Experience in a global sales operations function or similar role with analytical rigor within a SaaS company, preferably in the Healthcare IT sector.
- Deeply knowledgeable in Sales Operations, including sales cycle, CRM applications, reporting, forecasting, territory management, and sales process optimization.
- Extensive experience in creating predictive analysis as part of the sales forecasting process to provide actionable insights to increase revenues and reduce customer churn.
- Extensive experience in data analysis and able to demonstrate experience with coaching root cause analysis, problem-solving and analytical thinking capabilities within direct reports; can perform descriptive analysis, diagnostic analysis, predictive analysis, and prescriptive analysis.
- Proven experience leading, coaching, and effectively holding sales & team members accountable to performance expectations with excellent people skills; likable, motivational, and genuine.
- Experience driving new business and renewals strategy through the development of operational playbooks, cross-functional alignment, and execution of change management.
- Energetic, organized self-starter who works under limited supervision.
- Strong leadership skills emphasizing hands-on coaching and mentoring techniques with the ability to present to executives and large groups.
- Experience with Salesforce, PowerBI for reporting and other sales tech stack including Customer Success Platforms (Gainsight, ChurnZero), Collaborative Forecasting, Sales Engagement, Sales Performance Management or similar, is required.
- Experience with working with or implementing Generative AI solutions for sales and sales management, including platforms like Einstein, CoPilot, AtriumHQ, or similar, is required.
Advance proficiency in Microsoft Office applications (Word/Excel/PowerPoint), especially Excel functionality (e.g., pivot tables) and the ability to transform data into insights.
- Experience managing virtual teams.
- Comfort with adapting and adjusting to multiple demands, shifting priorities, ambiguity, and rapid change.
- Fluency in English (spoken & written) is essential.
TRAVEL REQUIREMENTS: Ability to travel as needed up to 10%
