Sr. Director – Sales Operations & Analytics

Sr. Director – Sales Operations & Analytics

Requirements

• 10+ years of progressive experience in sales operations, with at least 5 years in a hands-on leadership role
• Experience with Deal Desk, Renewals, Sales Compensation, and Sales Systems in a technology or high-growth environment, B2B SaaS experience strongly preferred
• Excellent analytical and quantitative skills used to translate data and trends, along with market and customer insight, into the execution of a clear selling strategy
• Demonstrated success operating in a cross-functional environment and delivering outcomes, with the ability to influence and work across departments
• Proficiency with Salesforce with excellent analytical, reporting, data manipulation, dashboard creation and business intelligence skills
• Strong knowledge of other sales and BI tools like Clari, Tableau, Domo, etc
• Strong problem-solving skills with a focus on execution, continuous improvement, and optimizing existing systems and processes.

Responsibilities

• Lead and develop a high-performing Sales Operations team
• Focus on optimizing current processes and systems to improve operational efficiency, sales effectiveness, and scalability by Identifying and implementing minor but meaningful improvements
• Work to reduce friction in the sales cycle and remove bottlenecks where possible, streamlining key operational workflows
• Collaborate with senior leadership to align sales operational strategies with overall business goals, ensuring the sales team is fully supported and equipped to succeed
• Work with Sales, Finance, Legal, and Customer Experience teams to ensure seamless execution of sales initiatives and cross-functional alignment
• Through collaboration with Sales Leadership, drive the strategy and execution of capacity planning, productivity review, market segmentation, territory carving, quota/incentive design, and headcount allocation
• Manage, develop & deliver sales performance reports, dashboards, and KPIs, and share key metrics & actionable insights for executive and board-level reporting to drive measurable improvements
• Ensure sales forecasts and performance metrics are accurate and aligned with business goals, working closely with the sales team to track results
• Drive the design and execution of sales compensation plans that align with business goals and drive motivation across the sales organization
• Oversee compensation processing, ensuring accurate and timely processing of commissions, incentives, and performance tracking
• Assess the effectiveness of compensation structures and make data-driven recommendations to optimize them for sales performance
• Oversee the Deal Desk function to ensure timely and effective deal structuring and approvals
• Oversee the Renewals process, ensuring smooth execution and effective customer retention strategies
• Work closely with sales and customer-facing teams to streamline deal and renewal workflows, focusing on impactful process optimizations
• Lead the development and optimization of CPQ (cost price quote) & sales systems and related sales tools, ensuring that they remain user-friendly and effective (including Salesforce, Clari and Copilot, Zoominfo, Linkedin SalesNav, and more)
• Focus on driving efficiencies through system improvements, integrating sales tools where needed, and enhancing data quality.

Preferred Qualifications

No preferred qualifications provided.