Director of Sales Operations

The Sales Operations Director will work with the Sales Leaders and cross-functional teams to accelerate Illuminate's sales productivity and growth through leading change initiatives to processes, creating tools and training/communication, and building visibility and accountability to key metrics. S/he will improve the sales team's productivity by understanding their sales approach and continuously improving it through streamlined processes, better communication, optimized tools and information access and related training. The Sales Operations Director will understand the priorities of each Sales Leader and partner with them to achieve growth goals for their business units. S/he will be the Sales Team voice as subject matter expert in cross-functional initiatives. This individual is a thoughtful self-starter with an entrepreneurial approach to overcoming hurdles who consistently delivers outstanding results.

Responsibilities

• Understand Sales Leader priorities, partnering to identify and realize key initiatives that drive growth for their business units and streamline how they and their teams operate.
• Build visibility and accountability to key metrics – identifying and refining which metrics should be tracked, and building dashboards and tools to communicate trends and variances. Benchmark our team against comparable industry top quartile performance/processes.
• Understand the sales and SDR sales approach, identifying ways to streamline and make it more efficient and productive through refining processes, tools, information access and communication.
• Introduce best practice approaches from high performing comparable industry players.
• Effectively on-board and ramp new SDR’s and Sales Execs by designing and managing training – on our value prop, sales approaches, how to leverage cross-functional expertise in our sales process, sales tools and organize hands-on training in the sales and delivery process.
• Introduce targeted advanced training in prospecting or sales skills.
• Lead Weekly, Quarterly, and Annual Sales Cadence.
• Develop an analytic approach to optimize who targets which prospects, how we assign territories, how we rapidly penetrate new logos and cross-sell and upsell services, how we can improve conversion rates and sales cycles.
• Build an effective forecasting processes leveraging SF.com maintaining consistent and accurate data, and building actionable dashboards and metrics. Drive CRM (SF.com) standardization, simplicity, and adoption.
• Understand overall company priorities, ensuring Sales Team is aligned with cross-functional teams.
• Act as Subject Matter Expert – the “voice of sales” – in cross-functional initiatives to complement.
• Sales Leader cross-functional input/feedback. Work with Marketing/Finance/Legal/Ops on new product launch training, key RFP’s, new pricing or commission structures, operational changes or challenges.

Qualifications

• Proven experience in a Sales Operations leadership role in a rapidly growing technology company.
• Outside sales experience a plus.
• A change agent comfortable with identifying, launching and leading cross-functional initiatives, achieving stakeholder buy-in and driving to successful outcome and adoption.
• Thoughtful and innovative – able to conceptualize a better way – yet hands-on and tactical enough to implement it, and overcome hurdles along the way.
• Analytical and metrics-driven. Comfortable with crunching numbers to tease out insights, which lead to new projects and initiatives.
• Experienced with Salesforce CRM system; comfortable with exploring and adopting new tools and approaches (including plug-ins or mobile apps).
• Able to partner with sales and SDR teams, sales and marketing leaders and cross-functional stakeholders to effectively implement process improvements.
• Strong communicator and coach.
• Tech savvy with strong skills in/aptitude to learn multiple enterprise applications.