Senior Director - Sales Operations

Company Description

Appcast is the global leader in programmatic recruitment advertising technology and services. With advanced technology, unmatched market data and a team of the industry’s best recruitment marketers, Appcast’s technology and services manage job advertising annually for enterprise clients across industries. Headquartered in Lebanon, N.H. with offices in the U.S., Canada and Europe. Appcast is part of the Stepstone group, a leading digital recruitment platform that connects companies with the right talent and helps people find the right job.

The Senior Director - Sales Operations is responsible for driving, optimizing and scaling the sales operations function. This role partners with executive and senior leadership and cross-functional teams to drive operational excellence, enable revenue growth, and ensure the sales organization runs efficiently and effectively. Leveraging data-driven insights, advanced technology platforms, and process innovation, the Senior Director supports go-to-market strategies and maximizes sales productivity.

Job Responsibilities

• Sales Strategy & Planning:
  Collaborate with executive leadership to develop and execute sales strategies, oversee annual planning, manage territories, and allocate resources to achieve revenue targets.
• Process Optimization:
  Identify key areas for improvement across the sales organization, focusing on operational efficiencies, top line growth, bottom line impact, and process optimization.
• Executive Reporting:
  Collaborate with executive team to ensure sales initiatives are aligned to short and long-term business strategies using key performance indicators (KPIs) to measure the impact of sales performance and initiatives and ensure measurable return on investment and bottom-line EBITDA impact.
• Sales Compensation Design & Execution:
  Lead the development of sales compensation plans, quotas, and territories in coordination with the Sales, People and Finance teams to ensure accurate alignment of sales strategy and compensation.
• Sales Forecasting & Analytics:
  Collaborate closely with sales leadership & finance on forecasting, pipeline management, sales performance against targets and provide regular forecasting updates to the executive team, including resolving issues and adapting strategies, as needed to respond to evolving needs and challenges.
• Sales Compensation &
  
  Incentives:
  
  Design, administer, and evaluate sales compensation plans, quotas, and incentive programs to motivate performance and ensure fairness.
• Technology Management:
  Ensure Salesforce platform, including the tools and systems associated, enable the Sales team to get the most out of the system, work on continuous improvement and how the system can help the Sales team in their day-to-day work.
• Cross-functional Collaboration:
  
  Foster strong partnerships with Sales, Marketing, Product, Customer, Finance, and IT teams to align goals, streamline processes, and drive collaboration across departments.
• Team Leadership:
  Lead and inspire a high-performing sales operations team, providing guidance, mentorship, and support to achieve individual and collective success. Recruit, train, and develop talent to build a capable and motivated operations organization.
• Change Management:
  Lead change initiatives including mergers/acquisitions, product launches, and market expansions.
• Compliance &
  
  Risk Management:
  
  Ensure sales operations adhere to legal, regulatory, and company standards, mitigating risks and safeguarding data integrity.
• Strong Culture:
  Foster a positive and inclusive work environment, promoting employee engagement, professional growth, and retention.

• Proven track record leading and scaling sales operations teams in high-growth companies.
• Analytical and quantitative skills with an ability to use data and metrics to back up assumptions, develop business cases, and complete root cause analyses.
• Strong analytical, strategic thinking, and problem-solving skills.
• Ability to foster a culture of excellence, collaboration, and growth.
• Expertise in driving organizational transformation and operational efficiency.
• Serve as a thought leader within the organization, bringing…