Senior Director, Sales Operations

Senior Director, Sales Operations

The Senior Director of Sales Operations is responsible for optimizing sales force productivity, effectiveness, and execution by overseeing critical support functions. This role involves strategic planning, reporting, quota setting and forecasting, sales process optimization, sales compensation design and administration, and managing the Deal Desk function for pricing and ROI in complex deals.

What You'll Do:

• Develop and implement sales operations strategies to drive growth and scalability across various sales channels (new sales, expansion sales, renewals, partner sales, and lead management).
• Lead and grow a team encompassing Sales Operations, Compensation, and Deal Desk functions to enhance revenue operations programs and initiatives.
• Proactively identify opportunities for continuous improvement in sales processes, collaborate with sales management to ensure process quality, and address bottlenecks and inconsistencies.
• Monitor and ensure the accuracy and timely distribution of sales reports and intelligence critical for sales decision-making, recommending enhancements or new reporting tools as necessary.
• Design and manage sales incentive compensation programs to align with desired behaviors and drive results, including communication of compensation structures and oversight of commission payments.
• Evolve sales coverage models, incentive designs, and account planning strategies to optimize sales performance.
• Collaborate with the SFDC team to manage Sales tech stack and capabilities, ensuring alignment with sales and partner funnel strategies.
• Deliver dashboards and reporting for CCO, Board, QBR, and other ongoing business and performance reviews (MoR and Flash). 
• Provide leadership and guidance to Sales leadership in achieving sales targets and driving sales execution excellence.
• Partner with the Board, Leadership, and Finance teams to design and administer sales incentives plans effectively.
• Play a key role in integrating acquisitions by overseeing data, systems, salesforce, and compensation integration processes.
• Oversee day-to-day sales operations activities including pipeline management, sales forecasting, deals desk operations, and other business processes.

What You’ll Bring: 

• 12+ years of experience in sales operations, revenue operations, presales operations, partner operations, and sales & marketing technologies. 
• A Bachelor’s degree in business or technology discipline is preferred; an MBA strongly preferred. 
• Experience managing a team of sales/revenue operations and support staff.
• Proven capability to establish and maintain productive relationships, influence stakeholders, and collaborate internally and externally across all levels of the organization, & lead cross-disciplinary teams effectively.
• Exceptional written and oral communication skills, including strong presentation abilities. A track record of articulating sales, business operations, and strategic concepts to diverse audiences, including executive leadership.
• Strong attention to detail and organizational skills, coupled with the ability to manage multiple competing priorities in a dynamic environment.
• Highly strategic and analytical, proficient in data management, visualization, reporting, and utilizing data for informed decision-making.
• Experience in sales planning, quota setting, territory design, managing sales forecasts, and compensation design and administration. Additionally, having experience running a Deal Desk is considered a strong plus.
• Strong Experience with Salesforce, Excel, & Sales Enablement tools such as: Clari, CPQ, LeanData, ZoomInfo, Gong preferred.
• Effective at driving complex multi-stakeholder processes and cross-team programs to desired results, while managing risk.
• CPQ and/or pricing experience in B2B is a big plus

The expected base salary range for this position is $200,000- $250,000.

Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.