OverviewThe Sales Operations Lead is responsible for establishing and leading the enterprise sales operations function, driving operational excellence, and enabling scalable, data-driven growth across the sales organization. This role defines and executes strategy across analytics, market intelligence, process design, and technology enablement, ensuring alignment to Texas Capital Bank's business objectives and go-to-market priorities. This person will serve as a strategic partner to the Lines of Business (LOBs), Sales, Product, Marketing, Finance, and Technology, partnering on the development of capabilities that improve sales productivity, pipeline visibility, and revenue performance. This role leads teams and enterprise initiatives that integrate internal performance data with external market insights to guide growth strategy and execution.
Responsibilities:Sales Analytics, Forecasting & Market Intelligence- Collaborate with sales leadership to define capabilities needed to drive sales strategy, overall pipeline management and standardization of routines to drive accountability and transparency
- Partner with the different lines of business (LOBs) to identify trends and insights in support of business priorities
- Facilitate the development of sales performance reports, forecasting models, and KPI dashboards by translating business leadership requirements into actionable specifications
- Define and own enterprise sales analytics strategy, including KPI frameworks, forecasting methodologies, and executive reporting
- Build and scale a market intelligence capability incorporating competitive insights, industry trends, segmentation, and regional dynamics
- Manage portfolio of external vendors and overall market intelligence budget; partner with vendors to drive adoption and value to the organization; continuous evaluation of capabilities that support frontline productivity in partnership across lines of business
- Integrate internal performance data with external market signals to inform growth strategies, pricing, and client targeting
- Oversee development of dashboards, forecasting models, and reporting infrastructure in partnership with data teams.
Process Optimization, Governance & Scale- Lead efforts to document and refine sales processes and workflows, working with stakeholders to identify efficiency opportunities to ensure scalability, consistency and accountability
- Partner with business enablement teams to establish governance frameworks for pipeline execution, performance tracking, and operational controls
- Act as the bridge between sales teams and broader sales enablement team to guide CRM enhancements, data and insights capabilities as well as automations that improve productivity and data integrity
- Coordinate rollout of new sales tools and technologies, ensuring business requirements are clearly communicated and adoption is supported through change management
- Drive adoption of new capabilities, data, reports and processes introduced through robust change management, training, sustainment programs and performance measurement
- Partner with sales leaders, business enablement, client service and operations to define relationship coverage process and streamline client data and hierarchy quality
Leadership & Organizational Development- Build and lead a high-performing Sales Operations organization
- Establish clear roles and career pathways aligned to leveling frameworks
- Strong partnership with lines of business with consistent and transparent communication to enforce relationship
Qualifications:- Bachelor's degree in Business, Finance, or a related field; MBA is a plus
- 8-12 years of progressive experience in sales operations and/or enablement, preferably within the banking sector, encompassing both B2B and B2C segments
- Strong understanding of banking products, services, and market dynamics
- Proven track record of optimizing sales processes, improving operational efficiency, and achieving revenue targets
- Proficiency in data analysis, reporting tools, and CRM systems (e.g., Salesforce)
- Excellent communication and interpersonal skills with the ability to collaborate and influence across various levels of the organization
- Leadership experience, including managing teams and developing talent
- Ability to manage multiple high visibility initiatives and balance priorities across multiple stakeholders
Additional Skills:- Strategic mindset with the ability to think critically and make data-driven decisions.
- Strong project management skills with the ability to prioritize and manage multiple initiatives simultaneously.
- Knowledge of regulatory compliance within the banking industry is highly desirable
The duties listed above are the essential functions, or fundamental duties within the job classification. The essential functions of individual positions within the classification may differ. Texas Capital Bank may assign reasonably related additional duties to individual employees consistent with standard departmental policy.
