Responsibilities
- Strategic Leadership Spearhead cross-functional efforts to streamline and optimize our Sales teams’ effectiveness across roles with the goal of driving operational efficiencies, and improving results (ARR growth, win rates, ACV)
- Drive tight alignment on all initiatives in partnership with Sales Managers and VP, Sales
- Partner with VP, Revenue Operations on quarterly roadmap and teamwide updates to ensure a clear understanding of the prioritization and value of work in flight across partner teams
- Partner with Sales leadership, Analytics and VP, Revenue Operations on continued delivery of relevant insights that drive improvements in business performance
- Sales Operations Management Oversee sales forecasting, quota and pipeline management processes to ensure accuracy and alignment with company goals
- Implement and manage sales metrics, dashboards and reporting, ensuring we have a clear understanding of what reports we are using across the teams
- Develop and monitor key performance indicators (KPIs) to evaluate the effectiveness of sales strategies and inform future initiatives
- Partner with GTM Systems & Tools Manager and VP, Revenue Operations to further optimize current tools, systems, and processes that enable the sales team to perform optimally
- Oversee reactive sales-related requests and ad hoc report needs in partnership with our Revenue Operations Specialist
- Manage full cycle sales territory management, including process documentation and management, mid-year and annual account assignment and ROE escalation as necessary to VP, Sales and VP, Revenue Operations
- Identify bottlenecks in the sales process and implement scalable solutions to drive efficiency
- Partner with enablement to standardize workflows, documentation, and training that supports operational excellence
- Anticipate the needs of leadership, and proactively surfacing insights and recommendations related to how performance can be improved
Requirements
- 5+ years of experience in sales operations, or related fields, with at least 2 years in a leadership role
- Experience in multiple phases of company growth (startup, $10-$50M, $50M to 100M, 100M+)
- Proven track record of scaling and optimizing GTM processes in a high-growth SaaS environment
- Experience managing sales operations teams
- Strong understanding of GTM strategies, including sales, marketing, and customer success alignment
- Demonstrated ability to create and execute scalable operational frameworks that drive revenue growth
- Skilled in managing complex projects and driving operational change across multiple teams
- Core understanding of the following GTM tech stack tools (or similar): Salesforce, Outreach, Gong, Lean Data, Zoom Info, Nooks, Spekit, LinkedIN Sales Navigator, LeadIQ, Atrium
- Strong leadership skills with experience managing cross-functional teams and influencing stakeholders at all levels
- Strong analytical skills with the ability to translate data insights into actionable strategies
- Proactively incorporate AI tools into day to day work to improve productivity and accelerate delivery
What Success Looks Like
- Build trusted partnerships with Revenue leadership and cross-functional stakeholders
- Deliver reliable forecasting, reporting, and operational insights that support informed decision-making
- Establish scalable Sales Operations processes that enable efficient execution as the business grows
- Continuously improve sales productivity through thoughtful process, systems, and workflow optimization
Interview Overview
- 30-min interview with a member of our Talent Team
- 30-min peer interview
- A 1 hour zoom interview with the hiring manager
- Additional peer panel interviews with several team members
- 30-minute Bar Raiser
Additional Information
- This role requires up to 10% travel for team collaboration, customer engagements, and company events.
- As part of our commitment to building strong connections across our fully distributed team, attendance at our annual company offsite (typically held in Mexico) is expected.
