The Director, Sales Operations will play a pivotal role in aligning all sales and pre-sales functions—GTM Team Members, Finance and Delivery—to optimize the company’s growth and profitability. They will be responsible for overseeing the operational aspects of our GTM function, ensuring streamlined processes, effective sales enablement, clear and concise communication, and data-driven decision-making.

Essential Duties

- Collaborate with senior leadership to develop and refine the GTM strategy, aligning it with the company's overall goals and objectives.
- Oversees Sales Enablement team, helping them achieve goals while driving alignment with Offerings and Learning Development for overall business objectives.
- Evaluate and enhance the end-to-end Client sales process, from lead generation to closing deals.
- Identify bottlenecks, inefficiencies, and areas for improvement, and implement solutions to drive operational excellence.
- Owns the end-to-end sales process framework, stage definitions, and pipeline hygiene rules.
- Ensures accurate stage movement, close dates, and probability alignment across Account Executives.
- Executes weekly pipeline audits to identify risks, gaps, and data issues.
- Partners with Sales Leadership to enforce operational discipline.
- Manages sales process documentation, updates, and field communication.
- Utilize data analytics to provide actionable insights into sales performance, trends, and forecasts.
- Support Account Executive onboarding with system access, CRM setup, and workflow support.
- Develop and maintain comprehensive sales reports and dashboards in collaboration with the Power Bi team and IT Team to assist leadership in making informed decisions.
- Oversee the selection, implementation, and maintenance of sales tools and technologies to enhance productivity, efficiency, and data accuracy.
- Coordinates the deal desk process including approvals, non-standard terms, and price exceptions.
- Collaborate closely with departments such as Delivery, Marketing, Finance, Human Resources and Offering to ensure seamless coordination, information sharing, and alignment of strategies.
- Work with Sales Leaders to develop enablement programs that enhance the skills and capabilities of the sales team. Foster a culture of continuous learning and improvement.
- Collaborate with the CRO and Finance Leaders on sales compensation plans that incentivize performance while aligning with company objectives and budget.
- Implements SPIFF tracking and communication to the appropriate teams.
- Contribute to the annual sales forecasting and budgeting process. Monitor and manage expenses related to sales operations.
- Prepares and run weekly and monthly forecast calls and reports for Sales Leadership.
- Establish and monitor key performance indicators (KPIs) to measure the effectiveness of GTM Team performance.
- Lead, mentor, and manage a team of sales enablement and operations professionals. Foster a collaborative and results-driven work environment.
- Administers and coordinates account planning and tiering framework and process.

Required Knowledge, Skills, and Abilities

- Bachelor’s degree in business administration, Sales, or a related field.
- 7-9 years of experience in sales operations and leadership.
- Proven track record of successfully optimizing sales processes and driving revenue growth.
- Strong analytical skills with the ability to interpret complex data sets and translate them into actionable insights.
- Proficiency in using CRM software (e.g., Salesforce) and sales analytics tools.
- Excellent communication and interpersonal skills, with the ability to collaborate across departments and influence stakeholders.
- Strategic mindset with the ability to think critically and make data-driven decisions.
- Previous experience in managing and developing a team.
- Exceptional organizational skills and attention to detail.

$165,000 - $180,000 a year

In addition to base salary, this role is eligible for discretionary bonus plan based on company and individual performance. Compensation decisions are dependent on the facts and circumstances of each candidate, including experience and location.

Benefits

You'll love working at NRI not just for the usual benefits, but for our environment and culture!

You'll work with a great group of people in a highly collaborative team and results oriented atmosphere.

You'll have the opportunity to work in a dynamic and extremely positive environment where there is always the opportunity to challenge your skills and really move the needle.

You’ll work with large, sophisticated, and progressive clients throughout North America.

We provide a comprehensive benefits program including: Health, Vision, and Dental Insurance, Life Insurance, Health/Dependent Care Flexible Spending, 401(k) Plan, Short-Term and Long-Term Disability Coverage, Generous Vacation and Flex Time Off Programs, Company Paid Holidays, and Training and Development Opportunities.

Notices

The above description is intended to describe the general nature and level of work performed by individuals assigned to this position. This is not intended to be an exhaustive list of all responsibilities, duties, knowledge, skills, or experience required of individuals in this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties and responsibilities.

NRI North America is proud to be an Equal Opportunity/Affirmative Action employer.

NRI North America will accept applications on an ongoing basis.

NRI North America will consider qualified candidates with criminal histories in a manner consistent with The Los Angeles Fair Chance Initiative for Hiring Ordinance.

If you require reasonable accommodation in completing an application, interviewing, or otherwise participating in the hiring process, please direct your inquiries to [email protected].

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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Director, Sales Operations