Sr Dir Sales Operations

Purpose & Scope:

The Sr.

Director of Sales Operations is responsible for partnering with sales leadership and cross-functional teams to connect business and selling strategies into an effective go-to-market coverage model, design seller territories, develop and implement sales compensation plans, drive account planning with strategic account teams and create sales plays to drive effectiveness for competitive advantage.  This role will lead a team of sales operations analysts, the Center of Excellence for Sales Compensation and provide an influential leadership role across the Commercial Excellence function.  The scope of this role supports our US Commercial Operations teams driving ~$2.5B revenue and with 200 sellers.

Principle Duties & Responsibilities:


* Define & lead the sales operations vision, strategy and roadmap in alignment with business objectives.  


* Build, mentor, and lead a team of sales operations analysts focused on delivering analytics and intelligence for sales effectiveness.  Provide key analytics, customer insights and trends, market dynamics and revenue forecasts to inform strategic decision making.


* Work with sales leadership to align sales strategies with overall business objectives, set team goals, and devise sales compensation plans. 


* Develop, execute and implement Variable Compensation plans, monitor team and individual sales rep performance, and lead recognition programs like Presidents Club. 


* Partner with HR and Finance teams to collaborate on sales incentive practices that reward sellers while meeting business objectives.  


* Design, optimize and execute territory management for the sales team.  Ensure territories are optimized, integrated with sales systems and communicated for effectiveness.  Revisit as appropriate to deliver on selling strategies. 


* Provide sales plays to field sales team to help them target where to hunt, what actions to perform in the field relating to strategic initiatives and measure their effectiveness.  Tie this into CRM and translate for significant business results.


* Parter with Strategic Account Leader to develop collaborative strategic account planning to drive better retention, wallet share expansion and accomplishment of mutual goals.


* Lead and develop executive level presentations and lead Sales Kickoff Meeting efforts 


* Provide leadership, guidance and coaching for all direct reports to help enable goal attainment, compliance with business policies.  Hiring, coaching, performance reviews, and disciplinary actions are all included.  

Experience & Skills


* 12+ years of experience in a scalable sales organization focused on sales operations with at least 8 years in a leadership role.   Experience with sales compensation and territory management required.


* Strong analytical & strategic thinking skills with experience using CRM and reporting tools (SFDC, Clari, Tableau, Bus Objects) and using AI t...