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Director, Sales Operations - Saas
Symphony Industrial AI, Inc.
- United States
- United States
About
1. Sales Strategy & Planning
Strategic Planning: Work closely with the SVP of Sales and executive team to define annual sales objectives, revenue targets, and territory expansion plans.
Go-To-Market (GTM) Alignment: Ensure sales objectives align with the company’sproduct roadmap,pricing strategy,marketing initiatives, and broader GTM approach.
2. Forecasting & Pipeline Management
Sales Forecasting: Establish and manage aconsistent forecasting process(weekly/monthly/quarterly) to provide accurate visibility into pipeline, close rates, and future revenue projections.
Pipeline Analytics: Monitor pipeline health, deal velocity, and conversion metrics; analyze data toidentify risks and opportunitiesfor meeting or exceeding targets.
3. Sales Process & Operational Excellence
Process Optimization: Design, implement, and refineend-to-end sales processes(e.g., lead routing, deal review stages, proposal workflows) to drive efficiency and reduce friction.
Best Practices: Standardizesales methodologies(e.g., MEDDPICC, Challenger, SPIN) and ensure consistent usage across the entire sales organization.
Compliance & Governance: Ensurecontracting, discounting, and approvalsfollow policy guidelines; mitigate risk and maintain internal controls.
4. Technology & Systems Management
Sales Tech Stack: Own theCRM (e.g., Salesforce)and integrated sales tools (e.g., CPQ, sales engagement platforms, analytics dashboards). Lead vendor evaluations andoversee implementationsand integrations.
Data Integrity & Governance: Maintain aclean, accurate data environmentfor forecasting and reporting. Implement data hygiene processes and set standards for usage.
Automation & Scalability: Identify opportunities toautomate routine tasksandscale infrastructureto support a growing salesforce and new business lines.
5. Sales Analytics & Reporting
KPI Development: Define and track thekey performance indicators(KPIs) that drive the business (e.g., ARR, ACV, churn, upsell, pipeline coverage).
Reporting & Dashboards: Providereal-time insightsto leadership on sales performance, pipeline strength, rep productivity, and segment/vertical success.
Business Insights: Translateraw sales datainto actionable insights that inform strategic decisions (e.g., product focus, target accounts, territory realignments).
6. Territory & Quota Management
Territory Design: Develop and optimizesales territoriesto balance workload, maximize coverage, and reduce channel conflict.
Quota Setting: Collaborate with finance and sales leadership toallocate quotasfairly, ensuring they are achievable yet challenging, and align with company revenue goals.
Headcount Planning: Plan forsales capacity requirements(e.g., new hires, expansions) based on territory potential and pipeline coverage.
7. Sales Compensation & Incentives
Compensation Strategy: Design and managesales incentive plansto drive desired behaviors (e.g., new logos, upsells, multi-year deals), ensuring they remain competitive and aligned to business goals.
Plan Administration: Oversee thecalculation and payoutsof commissions, bonuses, and SPIFs; manage disputes and ensure timely, accurate payments.
Performance Optimization: Track rep performance vs. quotas andadjust comp structures as needed to reward high performance and address market changes.
8. Cross-Functional Collaboration
Finance & Leadership: Collaborate with the CFO/Finance toalign on budgets, revenue forecasts, and compensation modeling; share sales insights with executive stakeholders.
Marketing: Ensure marketing-qualified leads (MQLs) and campaigns integrate seamlessly into the sales funnel. Collaborate tofine-tune lead scoring, messaging, and content.
Product & Customer Success: Providemarket feedbackto Product teams; ensure smoothcustomer onboarding and renewalsby coordinating with Customer Success and post-sales teams.
Legal & RevOps: Align oncontract structures, negotiation parameters, and commercial terms. Work with RevOps (if separate) to unify data, processes, and analytics across the full revenue cycle.
9. Deal Desk & Pricing Governance
Deal Desk Oversight: Lead adeal desk functionto review high-value or complex deals; ensure pricing and discounting adhere to margin targets and approval policies.
Pricing Strategy: Partner with finance and product to refine pricing models (subscription tiers, usage-based, etc.), balancing competitiveness, margin, and product value.
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Languages
- English
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