Director of Sales Operations & Enablement; Government Business

Overview

The Sales Operations & Enablement Lead will be aligned to Equifax Workforce Solution’s (EWS) Government Line of Business and support that LOB’s leader and his/her sales/revenue generating organization from an operational perspective, while solid-lining into the Sales Ops & Enablement team for EWS. The Sales Ops & Enablement Lead will act as a conduit between the teams he/she supports and the rest of the Sales Ops & Enablement organization while being responsible for activities highlighted in the next section.

• Maintain finger on the pulse of the LOB’s pipeline by stage to ensure reports are generally accurate
• Understand conversion rates, seasonality, and ACV targets to know if we have enough coverage
• Be able to pull, report & analyze data from Salesforce (SF) to spot trends in sales cycles, deal sizes, and win rates so they may be used as leading indicators of future revenue
• Able to track, explain, and eventually anticipate movements like why pipeline increased or decreased across periods
• Improve ACV closed-won forecast accuracy and advise sales & finance leaders on leading indicators of overall business health or flag areas of concern

• Ensure SOPs are followed and that opportunity and deal information is entered properly in CRM (i.e. upsells vs. baseline renewal revenue)
• Maintain clean metrics like no expired close dates on open opps, sales activities are logged in SF, account or opp assignment errors are cleaned up, etc.
• Bring attention to deals that may be stalled, untouched, or miscategorized so that they can progress or be corrected
• Help LOB users onboard, learn, adopt, and provide feedback on CRM and related tools.
• Maintain and ensure LOB hierarchies, team mapping, user roles, and other access rules are current and active

• Organize and facilitate recurring cadence calls for the LOB Sales Leader(s) to review/discuss piped deals
• Compile agenda and content (i.e. pipeline reports) to be scanned/discussed during these pipeline calls
• Ensure the right level of cadence and inspection exists so that the entire org. can be covered to discuss sales or revenue-generating deals
• Data and processes should follow what’s in CRM, our SOPs, and other sales-related processes
• Capture, assign, and follow-up action items to ensure friction continues to be removed from our sales motions

• Ensure front line sales are following processes required by their leader(s) and/or EWS/Equifax policy, such as but not limited to: account planning, sprint scoring, legal review, etc.
• Drive the right culture so that sales reps see the value of and want to follow processes: i.e. why it’s important to always select the right win/lost reason, how meeting notes help the sales team, etc.
• Ensure sales progresses deals through sales stages in accordance with standard definitions / published stage entry & exit criteria
• Document, map, and publish existing process flows, including roles & responsibilities, turnaround times, volume of activities/events, etc.
• Ensure processes are followed – like installing the Google chrome extension to auto-log meetings – and flagging when they are not (or not being followed properly)

• Help ensure sales and revenue generating teams are taking advantage of and benefiting from training EFX has invested in (selling skills, product/solution knowledge, and sales tools)
• Measure effectiveness of sales professionals over time to see evidence of improved performance across a variety of metrics (win rates, pipe creation, avg. deal size, etc.)
• Maximize sales efficiency by removing friction from their sales motions, suggesting automation opportunities, and identifying skills gaps to shore up, etc.)
• Liaise with Sales Training, Salesforce Experience, and Sales Intelligence teams to ensure the skills gaps, the tools and process enhancements, and performance measurement needs are being addressed and working in unison to uplevel seller effectiveness
• Be a resource to sales teams and their leaders to help reduce their non-sales workload where possible

• Find ways to improve the capabilities of our sellers, CSMs,…