Director Sales Operations

Reporting to the Head of Global Sales (HGS) the Director of Sales Operations, will be a trusted partner to the Head of Global Sales to drive operational revenue excellence within the sales organization and deliver repeatable and measurable revenue results on a worldwide basis.

Key Responsibilities

• Dashboards & Reporting: Develop and maintain key sales metrics by partnering with sales and marketing leadership. Leading change management, building aligned tooling, and developing methods to measure and systemize Sales KPIs for internal teams.Build world class reporting and dashboards for these metrics that are easy to understand and automated.
• Sales & Marketing Process Optimization: Collaborate with HGS & CMO to identify opportunities to simplify & enhance the sales & marketing processes through optimization and automation. Assess ROI on each sales event and the quality of in-bound lead flow.
• Sales compensation and incentive programs: Collaborate with the President, Sales, Finance, HR, and Legal teams to design and administer sales compensation plans and incentive programs that align with sales objectives and drive desired behaviors.
• Operational Excellence: Identify, develop, and implement continuous process improvements to increase the efficiency and effectiveness of the sales and marketing organization. Effectively triage escalations. Perform quick root-cause analyses and fast information sharing. Driving cross-functional conversations to get to the bottom of complex issues that become a business blocker or helping ensure a fast turnaround for specific prospects and client needs.
• Sales Enablement: Lead the creation and implementation of sales onboarding and training programs for sales teams, identify opportunities for improvement of skills and best practices, reduce unproductive tasks, and connect sales and marketing business goals.
• Drive the Sales Team: Metric and share individual revenue related goals with each Sales Rep; develop a tracking and reporting system to hold Sales Rep accountable on a weekly and monthly basis. Metrics measured would those related to total pipeline, deal quality, meeting prospect quantitate qualifying criteria, validity of revenue projection, balances in various pipeline stages, and readiness to close an order and receive set up revenues, etc.
• Pipeline Management: Lead Weekly Pipeline Review Sessions in partnership with HGS. Measure, assess and manage salespeople across a broad set of metrics established by the HGS.
• Organizational & Meeting Leadership: Set agenda for Salesforce based revenue meetings four times a week. After each meeting, capture key operational action items, ensure Sales Rep follow up, and hold Sales Team accountable for action items. Monitor Sales Teams progress against monthly and quarterly goals; and confirm that the meetings and actions taken contributed to achieving our revenue targets.
• Forecast Management: Design, implement and manage sales forecasting processes that provide accurate prediction into future revenue performance. Ensure forecasting efforts are appropriately integrated with other planning processes within the company while delivering high levels of quality, accuracy, and process consistency.
• Team Management: Scale a global team of Sales Development Representatives (SDRs), Salesforce admin and Revenue Operations team members.
• RFPs/Bid Management: Leverage RFPIO to establish a global bid center excellence to manage RFPs and proposals. Partner with marketing on content management and increase RFP win rate to a degree that is established in conjunction with the HGS.
• Annual Planning: Working closely with both the President and the HGS, drive annual planning process across global Sales organization, including business modelling, territory planning, account coverage and headcount planning.
• Special Projects: Operate at a tactical, strategic, and operational level, handling the oversight of projects that do not neatly fit within the organizational chart or that fall between departments or leadership areas of responsibility to enable revenue growth and/or accelerate outcomes. Determine and track metrics that measure the successful implementation of various strategic projects and initiatives, report out on conclusions driven by data and analysis. Lead strategic & complex projects that drive performance improvements, unlock productivity & accelerate revenue.
• Thought Leadership: Act as a thought partner to the HGS, cross-functional teams, and executive leadership team on strategy, company policies, and operating systems. Act as a sounding board to the President, HGS and CMO for new go-to-market strategy ideas and initiatives. Partner with Marketing teams to improve go-to-market plans for new business, cross-sell, up-sell, and renewal and accelerate growth globally.

We are looking for

• Education: MBA, graduate degree, or equivalent practical experience in a technical, quantitative, or business field
• Experience: 12+ years of experience in combination of Revenue Operations, Sales Enablement, Sales and Project Management

Skills

Required Competencies:

• A fundamental understanding of the financial services industry with a focus on banking and payments.
• Excellent written and verbal communications skills.
• Excellent project management skills. PMP Required.
• Salesforce.com Admin Certification.
• Proposal Management/RFP Response Management Experience.
• Comfortable working in a high growth, constantly changing environment.
• Experience with Marketing tools like Marketo, HubSpot etc.
• Experience with RFP/proposal management tools like RFPIO.

Preferred qualifications:

• Experience managing relationships and working cross-functionally within global organizations.
• Experience scaling founder led companies.