Director of Sales Operations
Posted on Jun 1, 2020 by Optanix
Reports to: Chief Revenue Officer
Location: prefer NYC or Raleigh, NC
The Director of Sales Operations is responsible for the general productivity and effectiveness of the sales organization. They will act as the strategic business partner to the Chief Revenue Officer.
Sales Forecasting: Design and operationalize sales forecasting and planning processes. Establish high levels of quality, accuracy and process consistency in planning and forecasting.
WBR/Board review decks: Help drive weekly business review updates, dashboard and documentation to provide insights to the health of sales activity, pipe and forecast on a weekly basis. In addition, on a quarterly basis, work with the finance team to create slides and documentation for the CRO to present to Optanix Board of Directors.
Set Objectives: Implement sales organization objectives that reflect Optanix business goals.
Set Sales Quotas: Set and implement sales quotas across the sales organization ensuring Optanix financial objectives are optimally allocated to all sales channels.
SFDC: Work with finance team and sales leadership to monitor data, usage, and provide reports on the pipeline and sales activity in the field.
Commissions: Partner with CFO and sales leadership to develop optimal commission plans and procedures that provide market competitive pay and align with typical enterprise SaaS software companies.
Deal Desk: Implement a deal desk function to help sanitize contracts with regards to payment and contractual terms, compliance with company rev-rec policy, pricing, licensing etc. before it is sent for legal review.
Sales Process Improvement: Partner with the field organizations to identify opportunities for sales process improvements. Design and implement well-defined new programs throughout the sales organization for process improvement. Foster an environment of continuous process improvement.
Performance Management: Work with regional General Managers to define performance measurements and performance management programs required to ensure sales organization success. Align reporting, training, and incentive programs with these performance priorities.
Reporting and Business Intelligence: Ensure that the sales organization is provided with necessary sales reports and business intelligence.
Sales Training: Partner with Product Marketing, Product Management and CTO to develop sales force training plan focused on reinforcing critical sales competencies. Prioritize training objectives for selling, sales management, and sales support roles.
The best candidates for this role will be able to design programs and then operationalize them.
The Director of Sales Operations at Optanix is an opportunity for a nimble, adaptive, roll up the sleeves business leader to both impact and shape a growing and successful business. This individual should possess strong leadership skills, have a sense of urgency and be proactive in his or her approach. He or she will demonstrate highly effective decision making, judgment, communication, and modeling of Optanix's values. This individual should possess the executive presence and gravitas necessary to gain the trust and confidence of executive leaders and the employee base
We're looking for someone with:
BA/BS degree required, advanced degree preferred
5+ years of experience in a SaaS enterprise sales environment.
10+ years of experience in sales operations in an enterprise sales environment.
Experience with Business Intelligence and reporting tools.
Experience in high growth environment preferred
Attractive compensation package commensurate with industry experience
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