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VP of Sales Operations

Overview

The VP of Sales Operations is an executive manager reporting to the Chief Financial Officer. The role will be responsible for critical planning, maximizing sales performance, and maturing the existing functions. The Sales Operations leader will provide day-to-day leadership and management to the team, providing direction and coaching. The individual will be responsible for creating operational systems and processes to surpass sales and business goals. Additional responsibilities include instituting continuous improvement programs intended to support business growth and scalability.

Responsibilities

  • Partner with sales leadership and finance teams to develop, implement and run a planning process to support Sales growth across global markets and channels. This includes capacity modeling, headcount planning, and business segmentation projections
  • Collaborate with sales leadership and the finance function to design and optimize sales compensation plans including quota setting, and territory optimization
  • Support field sales managers in managing the ongoing process of prioritizing accounts and prospects
  • Leverage customer, sales and financial data to develop insights for sales leadership and field sales managers
  • Work with sales organization to structure deals that will meet the organizations goals around revenue recognition and legal compliance
  • Work with legal department to ensure contracts are streamlined and ready for legal review
  • Develop and manage business reports, dashboards and general analytics related to organizational success metrics, sales KPI’s and business goals. The content and audience will vary from ad-hoc one-off account analysis for sales executives to high-level forecasting analysis for presentations with investors and the board of directors.
  • Work with sales enablement lead to further develop and scale globally
  • Drive/support sales enablement and training initiatives for the sales organization. Create and manage process documentation and collateral. Develop cadenced training sessions around process, tools and products, as well as provide ad-hoc training and support when needed.
  • Oversee the development of playbooks for field sales management and sales team members
  • Oversee the development and ongoing management of sales and sales management onboarding and training programs
  • Provide oversight and leadership to sales operations team members focused on optimizing and managing Salesforce
  • Support field sales managers in efforts to drive CRM usage and seek out ways to improve efficiency

Qualifications

  • BA/BS Degree, MBA preferred
  • A minimum of 10 years of progressively advancing sales operations and sales management experience with B2B technology companies
  • Startup experience a plus
  • Demonstrated successful track record in growing organizations to support sales through the building and management of outstanding teams
  • Strong ability to design and model sales organization growth and capacity  in a high-growth sales organization
  • Natural leadership talent, strong relationship building skills, and the ability to engage teams and build a culture of excellence
  • Significant experience structuring and analyzing data and then developing reports designed to illuminate key insights
  • Strong business acumen and a solid understanding of the key drivers of revenue growth
  • Excellent communicator with great talent in driving clarity and solutions; demonstrated resourcefulness in setting priorities and guiding investment in people and system
  • Experience collaborating with leaders in other functions (e.g. Finance, HR, and Marketing)
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