Director of Sales Operations (Remote - US Only)

 The Role

Responsibilities:

• Reporting to the VP of Revenue this role will work closely in supporting/running a number of key operating rituals like Quarterly Business Reviews, Monthly recaps, team performance & instrumentation, and weekly meetings.
• Design, implement and help run sales kick-off cycles.
• Develop & maintain annual plans for the sales team, working with the BI and Analytics team to leverage AE ←→ SDR ratios & coverage models. Ensure pre-sales, sales, and post-sales plans are consistent with the planned operating expense budget.
• Design and implement an efficient sales process to help drive company alignment on sales processes, methodologies, and reporting. Ensure new training, tools, processes, and strategies have high adoption by the sales team and are thoroughly documented.
• Track weekly performance sales metrics performance to the company operating model. Ensure that within 1 week of a metric falling behind budget we have broad alignment on why and a plan to remedy it. Program manage until the metric is back on/above plan.
• Identify new opportunities for sales to grow deal size by analyzing team performance and deal makeup.
• Own the Sales Incentive Compensation planning and design process. Create sales compensation plans and programs for the sales organization that incorporate quotas, accelerators, and spiffs for ICs, managers, and leadership. Align quotas with segments, determine over-assigns, and compare historicals to advise on plan growth.
• Within 3 months deploy an automated commission tracking and crediting process aligned with the sales team playbook and crediting rules
• Formulate/design future president club criteria.
• Leverage your business background to design and implement strong system alignment, processes, and GTM rituals that will drive performance and collaboration throughout the organization.
• Partner with marketing product and finance to ensure robust bottom-up planning aligns with top-down company budgets
• Analyze data to identify market opportunities to drive/enhance sales strategy
• Own Sales reporting, including but not limited to sales performance, and team/rep analytics. Own development and maintenance of dashboards ensuring consistency and accuracy across all levels of the team
• Work closely with sales enablement and L&D teams to drive adoption and alignment including ensuring the outcomes of force management are adopted across the sales team and that the sales systems and tools reflect the framework and methodologies rolled out to the team. 
• Work with revenue leadership to define sales revenue goals and quotas
• Manage monthly and quarterly territory and quota changes and general compensation plans
• Proactively identify and deploy iterative improvements in all areas of the sales org (including but not limited to process, tools, and policies)
• Build strong working partnerships with all GTM teams

Qualifications and Experience required to apply for this role:

• 5+ years of experience in ales Operations & Strategy.
• Bachelor’s degree in business administration, computer science, mathematics, statistics, or other quantitative fields is preferred.
• Strong SQL knowledge, salesforce administration, and experience with Lookr is preferred.
• Able to build great systems, processes, and ways of working: Ability to solve complex business problems, think from first principles, and build scalable processes.
• Excellent communication skills to distill complex thoughts and strategies into simple, actionable recommendations. 
• Highly collaborative and strong team player with high EQ: Ability to build trust quickly, high degree of empathy, and expertise at managing senior, cross-functional relationships. Experience working closely with functional leaders to solve challenging business problems; credibly present and debate recommendations with senior leadership. 
• Strong product intuition and understanding of a variety of SaaS product verticals and markets with broad strategic business knowledge
• Strong first principles thinker and someone who is able to drive efficient and rigorous analysis, research and insight generation, and building hypotheses and an action plan.
• Bias towards action and Ownership mentality: Someone who exhibits a strong results-oriented ownership mentality and owns both successes and failures/learnings in past experiences. Strong bias towards action and experimentation and ability to exhibit good judgment in ambiguous situations with imperfect data. We want someone in this role who is a “learn it all” as opposed to a “know it all”.