Engage PSG Search exclusively retained on Senior Director, Sales Operations Global role with one of our key customers in the US.
Our client is Global organization PE backed orgaization, dedicated to providing opportunities for anti-financial crime (AFC) education, best practices, and peer-to-peer networking to AFC professionals globally.
$100m revenue across the US, EMEA and APAC and over 100,000 members across 180 jurisdictions, the organization is committed to the mission of ending financial crime through the provision of anti-money laundering/counterterrorism-financing and sanctions knowledge-sharing, thought leadership, risk-mitigation services, ESG initiatives, and platforms for public-private dialogue. The association’s certification is the gold-standard qualification for Anti-Financial Crime professionals.
The Sr. Director, Sales Operations will report to the Chief Revenue Officer. The Sr. Director, GTM Sales Operations is a highly visible role across the organization and will play a key part in shaping and executing the Go-To Market (GTM) strategy. This role will collaborate with stakeholders across our global GTM functions and the broader cross functional organization to identify optimization opportunities and gaps, provide solutions and be responsible for project management and execution on priorities.
You will help drive market insights and inform and execute on changes related to key market factors, and performance insights. You will also be involved in annual planning and support towards achieving short-term and longer-term growth plans. This role will implement process changes and will be responsible for communications and coordination for enablement training across the Sales GTM organization to ensure internal alignment and an optimized approach.
Responsibilities include:
• Leading the annual sales planning process develop and implement territory plans, booking targets, and sales plans that align with company objectives and drive revenue growth.
• Developing and maintaining accurate sales forecasts, provide insightful analysis, and generate regular reports to track performance against targets. Lead planning and facilitation of various GTM meetings, Quarterly Business Reviews, and regular Pipeline Reviews
• Establishing and monitoring key performance indicators (KPIs) for the sales team, providing coaching and support to drive continuous improvement.
• Designing, implementing, and managing commission plans to incentivize sales team performance and drive results. Ensuring alignment with company objectives and fairness across the sales organization.
• Collaboration with Sales and Marketing Operations to build territory plans, and design strategies that align with sales and marketing goals.
• Developing and managing reporting tools to track goals such as MQL follow-up rates, pipeline generation, conversion rates, and revenue contribution.
• Ensuring that Sales Development uses the right tools effectively (e.g., Salesforce, Eloqua, Gong), overseeing the integration and management of these systems to maximize team efficiency.
• Developing recommendations for leadership on strategic resource allocation decisions, return on investment frameworks, and GTM Competitive strategy
• Enhancing Sales knowledge base by collaborating with Sales Enablement and other GTM roles to create, update and centralize documentation used by the Sales organization considering the different needs between various departments within sales
• Communicating effectively with Executives and Sr. Leaders to influence strategic decision-making, presenting complex data in a consumable format
• Owning and refining the Sales Productivity model, socializing with key stakeholders, to support planning and actuals of effectiveness of field resources
• Driving competitive intelligence and strategy definition across the world, including quarterly market insights to be actioned as needed by other functions across GTM and Product
• Responsible for driving and project managing ad hoc sales projects as needed
Qualifications
• Undergraduate degree in finance, accounting or business, or equivalent experience. MBA or advanced degree is a plus
• 7+ years’ related sales, go-to-market strategy experience, preferably in a high growth mid-market SaaS/fintech environment
• Expertise in CRM systems, sales enablement platforms, and business intelligence tools
• Proven strong project and time management experience
• Demonstrable experience leading and motivating a team of direct and indirect reports and leading sophisticated high-impact and high-visibility initiatives, delivering on operational objectives/outcomes
• Proactive, self-motivated and detail-oriented team leader and coach
• GSD (Get Stuff Done) Mentality - Entrepreneurial: Independent, bias to action, able to operate in a fast-paced environment and demonstrated ability to develop cross-functional collaboration and influence over solutions to achieve shared results
• Ability to build and drive new ways of working, eventually optimizing for continued efficiency, scalability, and agility
• Analysing data to make informed recommendations and derive actionable plans. Develop and maintain a deep understanding of processes and product domain
• Build trusted relationships and partnerships with internal and external teams and individuals, and engage with all levels in an organization, from C-Level to front-line
• Proficient at Developing Exec Level Presentation content and summaries
If this sounds like you, please get in touch.
