Director, Sales Operations

Job Purpose

Reporting directly to the Chief Sales Officer, this sales leadership position is the focal point of contact within the Sales organization and oversees the complete operations within the Sales organization. The role will also maintain the day-to-day workflow of sales transactions from Prospect-to-Customer and from Quote-to-Cash. The role will give direction to and work with business constituents to ensure key processes are followed and systems are monitored.

In addition, this role is also responsible for new hire onboarding coordination and associated training related to the Sales organization. This role will be a key participant in helping to identify areas of improvement in a continuous effort to achieve sales operational excellence. They should always be prepared and responsive, willing to meet each challenge directly. They must have high level of expertise with Excel, PowerPoint and Power BI.

[Salesforce Admin?]

• Sales Enablement and Process Optimization:
  • Own the rollout of sales tools and processes as well as leading training to drive adoption of those tools and processes.
  • Own and coordinate the onboarding process for new sales team members.
• System Support:
  • Maintain and update all internal Salesforce CRM, Salesforce CPQ and Power
    
    BI reports and dashboards as well as recurring reports for regular distribution.
  • Ongoing data management process/control to ensure integrity and quality of internal Salesforce CRM, Salesforce CPQ and Power
    
    BI data.
  • Oversee the sales usage of the internal Salesforce CRM, Salesforce CPQ and Power
    
    BI tool to ensure compliance by the sales team:
  • Validate contract terms, pricing and opportunity data for closed won deals.
  • Ensure opportunity Stage;
    Forecast Category;
    Close Date are kept accurate and up to date.
  • Report to regional head of sales on stale opportunities or opportunities without MEDDICC information or no/limited activities
  • Contract/NDA storage and attribution capture
• Performance and Market Analysis:
  • Responsible for the complex reporting and analysis involved in sales forecasting and planning for the road ahead. Sales leaders will depend on the guidance of this role in order to reach monthly, quarterly and yearly revenue goals.
  • Develop and monitor key performance metrics to measure the activities that have the most significant impact on sales productivity, pull the necessary reports to track those KPI’s over time and compile dashboards that sales leaders can use to measure their team performance.
  • Work with CSO to measure and drive a quarterly Forecast Accuracy goal from the sales team of +/- 15%.
  • Analyze inputs and trends to accurately prepare revenue forecast.
  • Responsible for creating and maintaining market penetration and white space analysis.

• Responsible for compiling in a timely manner professional and comprehensive sales management presentations/reporting on a weekly, monthly and quarterly basis as well as on an ad‑hoc basis as required by Sales Leadership/SLT/Board of Directors
• Responsible for performing sales analysis in order to assess how well the company is doing from a sales perspective so decisions can be made regarding staff and sales practices.
• Quota Management - Responsible for measuring and reporting quota attainment v quota target by sales rep/region. Ensure each sales rep receive timely reports showing their quota attainment against their target.

• In conjunction with the Operations department, develop and manage a streamlined sales‑to‑operations handoff process to ensure a clean transition and quick timeline for closed won deals
• Work with finance/HR to ensure commissions are paid correctly and timely to the sales team.
• Support Marketing with creating campaigns, loading/updating attendee lists for events and tracking campaign and event ROI.
• Work with internal CRM Admin to aid with support requires, general set up and user management as needed.
• Coordinate with the Pricing Committee the feedback from the sales team on any pricing decisions that need to be made
• Support Operations to ensure customer renewal data is captured and the renewal process defined between Sales and Operations…