Director, Sales Operations

Essential Duties

• Collaborate with senior leadership to develop and refine the GTM strategy, aligning it with the company's overall goals and objectives.
• Oversees Sales Enablement team, helping them achieve goals while driving alignment with Offerings and Learning Development for overall business objectives.
• Evaluate and enhance the end-to-end Client sales process, from lead generation to closing deals.
• Identify bottlenecks, inefficiencies, and areas for improvement, and implement solutions to drive operational excellence.
• Owns the end-to-end sales process framework, stage definitions, and pipeline hygiene rules.
• Ensures accurate stage movement, close dates, and probability alignment across Account Executives.
• Executes weekly pipeline audits to identify risks, gaps, and data issues.
• Partners with Sales Leadership to enforce operational discipline.
• Manages sales process documentation, updates, and field communication.
• Utilize data analytics to provide actionable insights into sales performance, trends, and forecasts.
• Support Account Executive onboarding with system access, CRM setup, and workflow support.
• Develop and maintain comprehensive sales reports and dashboards in collaboration with the Power Bi team and IT Team to assist leadership in making informed decisions.
• Oversee the selection, implementation, and maintenance of sales tools and technologies to enhance productivity, efficiency, and data accuracy.
• Coordinates the deal desk process including approvals, non-standard terms, and price exceptions.
• Collaborate closely with departments such as Delivery, Marketing, Finance, Human Resources and Offering to ensure seamless coordination, information sharing, and alignment of strategies.
• Work with Sales Leaders to develop enablement programs that enhance the skills and capabilities of the sales team. Foster a culture of continuous learning and improvement.
• Collaborate with the CRO and Finance Leaders on sales compensation plans that incentivize performance while aligning with company objectives and budget.
• Implements SPIFF tracking and communication to the appropriate teams.
• Contribute to the annual sales forecasting and budgeting process. Monitor and manage expenses related to sales operations.
• Prepares and run weekly and monthly forecast calls and reports for Sales Leadership.
• Establish and monitor key performance indicators (KPIs) to measure the effectiveness of GTM Team performance.
• Lead, mentor, and manage a team of sales enablement and operations professionals. Foster a collaborative and results-driven work environment.
• Administers and coordinates account planning and tiering framework and process.

Required Knowledge, Skills, and Abilities

• Bachelor’s degree in business administration, Sales, or a related field.
• 7-9 years of experience in sales operations and leadership.
• Proven track record of successfully optimizing sales processes and driving revenue growth.
• Strong analytical skills with the ability to interpret complex data sets and translate them into actionable insights.
• Proficiency in using CRM software (e.g., Salesforce) and sales analytics tools.
• Excellent communication and interpersonal skills, with the ability to collaborate across departments and influence stakeholders.
• Strategic mindset with the ability to think critically and make data-driven decisions.
• Previous experience in managing and developing a team.
• Exceptional organizational skills and attention to detail.