Peopleclick Senior Director, Sales Operations in Waltham, Massachusetts

Senior Director, Sales Operations

  • Job ID:

2206

  • Location:

Waltham, MA

  • Position Type:

Full-Time Regular

  • Experience:

More than 10 years

  • Education:

Bachelors Degree

  • Travel Required:

No

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Job Description:

The Senior Director, Sales Operations, will be the central position responsible for driving and optimizing the performance of the global sales organization across all product lines. This position will lead the team responsible for sales process/activities, analysis and effectiveness. This includes the direct oversight of sales process and system investments to measure and monitor sales functions essential to meet and exceed budgeted software and services bookings. Specifically, this role will be primarily responsible for the following:

• Sales forecasting, reporting, and sales activity monitoring/management

o Ensure sales metrics are achieved

o Advise sales management and escalate to ensure attainment goals are met

• Sales analysis and planning including:

o Pipeline creation/progression

o Industry vertical/product pipeline growth and key account tracking

o Win/loss rates

o Stage analysis (volume, velocity and average deal size)

• Quota setting, sales modeling and incentive compensation design support

• Sales process optimization

o CRM reporting, monitoring and scrubbing to ensure sales/qualification methodology

o Monitoring and enforcing CRM accuracy, use and tracking by field sales teams

• Sales Methodology and Tools:

o Sales methodology, process and qualification guidelines

o Sales tools, systems and procedures

o Sales pricing, approvals and contracting process

• Sales program implementation

o With Marketing and Lead/Demand generation, ensure lead source, tracking and inbound/outbound activities are accurately tracked and reported

• Assisting with the recruitment and selection of sales organization talent

This position will partner with sales leaders, marketing and lead/demand generation teams (and other support functions as necessary) to ensure strategic objectives are achieved. Successful candidates will be able to translate strategic objectives and develop actionable projects and programs to increase sales effectiveness and results.

The successful candidate will be a highly motivated, detail, process and customer service- oriented individual focused on meeting the needs of a growing and dynamic sales team by driving efficiencies and improvements. This position demands a detailed-level understanding of sales management, cadence and effective management of sales activities and metrics that drive a successful sales organization. Candidates must have experience effectively driving sales operations for a software vendor. The ideal candidate will have worked in a fast-paced, metrics-driven sales operation, preferably in a software-as-a-service (“SaaS”) subscription sales environment.

Leadership is a core tenant for this position including the candidate’s ability to: (i) drive the development of sales management, planning, forecasting, methodology and integration of sales force automation/CRM activities on a global basis; (ii) establish tactical operations plans; (iii) work with management to oversee and ensure sales activities are accomplished as part of the sales process; and (iv) be accountable for results.

Additional Responsibilities:

• Design, implement and accurately forecast bookings and revenue projections on a periodic basis (e.g. weekly, monthly and quarterly, etc.). Establish high levels of process consistency in planning, forecasting, and budgeting approaches used by the sales organization. Ensures high levels of data quality and accuracy are appropriately integrated with other planning processes employed within the sales organizations

• Lead the quarterly business review (QBR) process, including agenda development, presenter preparation, logistics and meeting organization, and follow up

• Manage the sales operations team that provides direct user support on SFDC (and other critical tools and applications) that enable the sales force. This will include telephone and email response to user questions. Support will include both technical use as well as business process questions

• Management, oversight, development and retention of assigned sales operation team staff

• Provides leadership to the sales organization, and counsel to the Senior Vice President of Sales, in implementing sales organization objectives that appropriately reflect the Company’s business goals

• Responsible for equitably assigning sales force quotas and ensuring the Company’s financial objectives are optimally allocated to all sales channels and resources through the quota program

• Accountable for the timely assignment of all sales organization objectives including the communication and distribution across organizations, as applicable. Provides cross-functional support and assists management on projects as needed

• Partners with senior sales leadership to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement

• Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with the senior management to understand Company sales, marketing and technology strategy. Recommends changes and enhancements to the company Customer Relationship Management (“CRM”) technology platform (e.g. SFDC)

• Acts as a liaison with other departments by understanding the sales model and ensuring the integrity of information available through various system and reporting structures. This includes Responsible for implementing and enforcing processes and tools that will maintain integrity and accuracy of the CRM and the data integration points with the Marketing management systems (e.g. Marketo) and other internal financial and similar systems

• Responsible for the optimal deployment of sales personnel and organizational design with Sales Management, Human Resources, Finance and the executive team. Makes recommendations for changing sales roles, coverage models, or team configurations to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models

• Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns metrics, dashboards, reporting, training, and incentive programs with these performance management priorities. Supports sales management with data to effectively supervise activities and metrics to ensure accountability, oversight and improvement

• Ensures sales reports and other internal intelligence is provided to the sales organization. Maintains reporting tools and manages ad-hoc reporting requests for the sales & marketing departments to analyze and monitor their performance at various levels. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives. Also provides report design and development to provide sales performance analysis and insights to sales management, account management, sales reps and other departments

• Manage the development and maintenance of internal audits and controls to ensure integrity of business processes and data within the sales organization/system scope

• Working closely with sales leadership and Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles

• Oversees the delivery of sales process, methodologies, tools and enablement training to sales, sales management, and sales support personnel

• Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives. This includes working closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation

• Assist with the maintenance and updates on the Company’s pricing tools and calculators

• Maintain systems process documentation (Sales Operations Manual)

Job Requirements:

• Bachelor's Degree in Business Management or equivalent degree/experience. A Master's degree in business, or MBA degree preferred, or equivalent work experience

• Minimally, 7+ years of experience in sales operations with 3 of those years in a management role for a global technology company with annual revenues in excess of $50M

• Prior field sales management or sales support experience driving successful oversight of sales metrics and activities to a successful outcome (highly preferred). This includes proven experience improving outcomes through sales productivity measures

• Track record of motivating a sales organization to ensure that sales processes are followed and completed, especially accuracy of data in the CRM. Strong discipline and cadence of sales and management oversight

• Cross-organizational support experience, team-oriented with the ability to build and maintain effective working relationships at the executive level, both internally and externally

• Solid experience and knowledge of sales/business best practices including Sales Operations processes and systems (sales cycle, sales methodology, CRM applications, reporting, forecasting, compensation, territory management and sales quotas)

• Strong CRM experience is required (SFDC preferred) with deep knowledge of third party tools and internal system integration capabilities

• Must be proficient in the Microsoft suite of products with extensive Microsoft Excel experience.

• Strong project management and training experience required

• Effective organizational, multi-tasking and time management skills

• Strong business and financial acumen

• Ability to lead and actively participate on working teams

• Ability to work with and protect confidential information required

• Strong analytic and quantitative skills; ability to determine trends and propose solutions, with experience successfully managing analytically rigorous corporate initiatives

• Software Vendor experience, preferably in a software-as-a-service (“SaaS”) environment and subscription based technology delivery model

• Solid understanding of Revenue Recognition

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.