The Senior Director of Sales Operations and Enablement will be responsible for building and leading a team to support sales leadership in developing sales strategy, managing operations, and training and enabling the sales organization.
Responsibilities
1. Sales Strategy
Working closely with the sales leadership to develop a strategy for exceeding company revenue goals while meeting Customer Acquisition Cost (CAC) goals. Key elements of this strategy will include:
A. Product Mix and Pricing Model
Provide guidance to sales leadership on the product types and pricing models to reach revenue goals while maximizing ROI for our customers.
Through analysis of historical sales and pricing data as well as industry trends and pricing models, the Senior Director of Sales Operations and Enablement will provide recommendations and options to leadership.
Work closely with sales management, HR, and Finance to design sales incentive programs that attract top talent and drive towards revenue goals.
Ensure quotas and incentive plans reward performance and measures are targeted and aligned with business goals.
Develop, administer and communicate commission plans and SPIFF development and tracking.
C. Territory and Sales Channel
Assist in territory planning especially around the addition of new reps and partners.
This will include providing plans for location, type, and timing of new reps being added to the team. This will include field sales, inside sales, and business development reps.
These plans will be based upon analysis of historical Skuid sales data, competitive and partner information and regional data.
2. Operational Excellence
The Senior Director of Operations and Enablement will design and build the operational procedures, systems, and tools to create a high-performance sales organization. Key areas of focus include the following:
A. Analytics
Own the sales forecasting process, pipeline analysis, productivity metrics & monitoring; bookings and revenue management; establish high levels of quality, accuracy, and process consistency in planning and forecasting approaches used by the sales organization.
Work closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization’s success.
Develop and implement comprehensive models and reporting tools tracking opportunities from lead generation to revenue realization, account development and retention.
Design processes to monitor, measure and analyze results on a consistent basis; seek opportunities to build new tools and processes to enhance analytic and business insights.
Provide analytical support and leadership to improve strategies, coverage models, and sales team configurations to maximize sales effectiveness.
B. Process, Systems & Tools
Establish a sales operations structure and environment that will promote and implement strategy and operational models to deliver high and consistent service levels to the organization to grow revenue.
Partner with senior sales leadership to identify opportunities for sales process improvement; facilitate the successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process.
Enforce company revenue recognition policies via sales processes and policies.
Influence CRM and sales technology strategy to scale ahead of the business’ needs; ensuring that the strategy takes into account the full sales and marketing funnel.
Develop and implement policies and procedures to ensure data integrity and cleanliness of the CRM, working with marketing, sales, product and business systems teams.
3. Enablement
The Senior Director of Sales Operations and Enablement will also be responsible for designing, building and delivering training, certification, and sales performance improvement initiatives across the sales organization. Key aspects of enablement to be delivered include:
Design, develop and maintain a sales competency rubric that effectively promotes and measures increasing sales mastery and product proficiency.
Evaluate sales training needs/gaps, develop build-or-buy recommendations and implement cohesive and integrated scope-and-sequence sales and partner training solutions.
Build out On-Boarding programs for all sales roles including Account Executives, Inside Sales Representatives, Business Development Representatives, Sales Managers and Partner Managers.
Focus on coaching, in-class, online and virtual course delivery methods for global sales and partner audiences.
Monitor and integrate key product updates into sales competency rubric.
Identify and support conventional and newer/non-conventional training technologies to maximize sales and partner market readiness.
Work alongside other cross-functional leaders as needed to support the scope-and-sequence of sales training.
Manage the identification and prioritization of sales training initiatives for improvement and associated ROI. Manage third-party vendors as needed.
Qualifications
BA/BS required; minimum of 10 years with 5+ years of experience in Sales and Sales Operations, preferably in the technology space.
Experience in a high growth environment.
Strong interpersonal and team building skills; ability to work with a diverse team and influence/drive change across functional and business boundaries.
Experience managing personnel and contributing toward the development of department strategy.
Demonstrated expertise and success in the analysis, design, and automation of business processes.
Deep experience in supporting sales organizations, processes, and strategy and can be a trusted advisor to sales leadership.
Technical systems experience with Salesforce.com and related sales and marketing tools is highly desired.
Ability to build strong working relationships with cross-functional teams and stakeholders to ensure the sales organization’s efficient operation and success.
Executive communicator; comfortable and experienced at multiple levels.
Location is required to be in the San Francisco Bay Area.
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