ABOUT THE OPPORTUNITYWe are seeking a dynamic and results-driven Director, Sales Operations to join our team. The ideal candidate will play a key role in driving strategic decision-making and enhancing operational efficiency within our sales organization. This position involves analyzing sales performance data, providing actionable insights, and developing strategies to improve sales processes and workflows. The Director, Sales Operations will collaborate closely with cross-functional teams, including sales leadership, marketing, and finance, to ensure alignment with business objectives and optimize sales efforts. This role will also include developing and tracking key performance metrics, analyzing trends, identifying opportunities for improvement, and driving the execution of sales initiatives. The analyst will support forecasting, territory planning, compensation strategies, and sales enablement initiatives to maximize revenue growth and overall sales effectiveness.
ABOUT YOUKey Responsibilities:
- Sales Strategy & Operations Analyst to drive strategic decision-making and operational efficiency within our sales organization
- You'll collaborate across teams to optimize processes, build executive-level content, and support pipeline management through data-driven recommendations
- This position is an individual contributor role reporting to the Director, Sales Operations
- Query, extract, automate (where possible), and analyze datasets from systems like Looker, Salesforce, Oracle to evaluate sales performance and pipeline health
- Derive actionable insights from complex data and present findings to business partners
- Build content and decks for division and executive pipeline councils, focusing on pipeline critical metrics, trends, and key insights Monitor and report on pipeline metrics to ensure alignment with business goals
- Assist with weekly pipeline views for forecast calls
- Partner with sales, partnerships and marketing teams to define important metrics, improve performance and track outcomes
- Build and refine operational models to support annual planning and target setting for different teams across the sales organization
- Sales Execution - Identify process inefficiencies and ineffectiveness in Sales Programs
- Create tools, processes, mechanisms, and automation that reduce the burden on our sales teams and functional partners in supporting sales' objectives
- Isolate and reinforce the behaviors (including skills and time-spend) of our best sales people and managers Actively monitor implementation of new initiatives, root causing the barriers to adoption, and quickly taking corrective action
- Responsible for support of Sales Leadership in building and delivering weekly forecast to support WR forecast requirements.
- Responsible for building the Sales Forecast Template in accordance with FOCI mitigated requirements of customer data
Qualifications - U.S. Citizen
- The ideal candidate has a strong analytical attitude, experience working in sales operations, and familiarity with sales and marketing key performance indicators with experience in Sales Operations
- 10+ years in Sales Strategy, Sales Operations, or a related field, in SaaS or technology industries
- Bachelor's degree in Business, Economics, Data Analytics, or a related field
- Experience identifying and implementing operational efficiencies to optimize sales workflows
- A successful candidate will have demonstrated the ability to proactively and effectively work with all organizational levels within a fast-moving high-technology company
- Excellent Business Analytics Tools Skills
- Excellent Microsoft PowerPoint and Excel Skills
- Familiarity with Salesforce / Analytics Databases (ex: Tableau, Looker, Snowflake, etc.) / Oracle datasets is a plus
- Comfortable working in a startup like environment that is fast-paced and nebulous; demonstrating tenacity and resiliency
- Ability to take in evidence from multiple sources, analyze, and make decisions quickly
- Tendency to see 'the big picture' and use that to prioritize and drive business value in the right ways
- Self-motivated, able to work independently as well as contribute to a cross-functional and global teams
- Positive attitude; takes ownership and initiative to fix problems and move on quickly
- Demonstrated ability to think creatively, provide innovation, learn quickly
- Highly analytical with strong problem solving and judgment skills
- Strong communication and interpersonal skills; must be able to foster and maintain positive relationships with sales and internal departments
- Strong belief in the value of customer service; delivering polished, calm and confident communications
- Ability to establish priorities, meet deadlines, multi-task, and work independently, and execute objectives without supervision.
- Energetic, resourceful, hands-on self-starter who can partner with all levels and functions of the company with a consultative and collaborative approach.
- Active security clearance (Secret or Top Secret) is a plus.
COMPENSATIONThe annual base salary range for this role's listed grade level is $155000 to $255000 plus a bonus for Washington, DC, residents. Salary ranges are determined through interviews and a review of the education, experience, knowledge, skills, location, and abilities of the applicant, and equity with other team members. Employees in this role are also eligible for the following benefits in accordance with the terms of the Company's plans: health, dental, vision insurance, life insurance, flex time off, eligibility to enroll in 401k, and 12 paid holidays
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