Job Description

Who We Are Looking For

Responsibilities

• Lead and develop a high-performing Sales Operations team, including Sales Ops, Enablement, Deals Desk, and Analytics functions.
• Act as a strategic advisor to the CRO, identifying opportunities to improve sales performance and operational efficiency.
• Lead annual and long-range planning processes, including sales capacity planning, territory design, and coverage models.
• Own and optimize the end-to-end sales process, from lead handoff through deal closure and booking.
• Ensure seamless collaboration and handoffs between Marketing/Channel, BDR, Sales, and Customer Success teams.
• Drive the evaluation, implementation, and adoption of AI-enabled tools and capabilities (e.g., predictive forecasting, pipeline analytics, sales insights, and workflow automation) to improve sales productivity and decision-making.
• Leverage AI and advanced analytics to enhance forecasting accuracy, identify pipeline risks/opportunities, and deliver actionable insights to Sales Leadership.
• Manage and deliver timely and accurate Forecasting, Sales Reporting & Analytics for the Sales Organization providing weekly, monthly, and quarterly sales reporting to Sales Leadership and Executives
• Prepare executive-level and Board of Directors (BOD) reporting materials.
• Design and implement sales compensation plans that drive performance while optimizing sales expense.
• Partner with Finance to manage commission calculations, payouts, and financial alignment.
• Track and analyze quota attainment and performance across teams and regions.
• Own and optimize the sales technology stack, including Salesforce (SFDC), Clari, Gong and related tools.
• Ensure data integrity, system scalability, and alignment with business processes.
• Oversee onboarding and ongoing training programs for sales teams.
• Collaborate closely with Finance, Legal, HR, Marketing, Product, and Business Operations to align processes and priorities.
• Build alignment and drive consensus across diverse stakeholder groups.

Requirements

• Strong executive presence with the ability to influence senior leaders and drive organizational alignment.
• Deep expertise in sales operations, forecasting, and revenue processes in a SaaS, subscription, or XaaS business model.
• Advanced analytical and financial modeling skills, including strong proficiency in Excel and BI tools (Qlik preferred).
• Extensive experience with CRM systems (Salesforce preferred) and sales enablement technologies.
• Proven ability to design and implement scalable processes, systems, and compensation frameworks.
• Experience leveraging AI/ML-driven tools (e.g., predictive analytics, conversational intelligence, sales automation) within sales or revenue operations environments.
• Excellent communication, presentation, and stakeholder management skills.
• Ability to thrive in a fast-paced, high-growth, global environment.

Experience

• 10+ years (minimum 5 years as Vice President) of senior leadership experience in Sales Operations, Revenue Operations, Sales, or Finance.
• Proven experience managing and scaling global teams across multiple geographies.
• Demonstrated success in improving sales productivity and driving revenue growth.
• Strong background in P&L management, financial planning, and subscription-based business models.
• Prior experience leading teams across Sales Operations, Deals Desk, Sales Enablement, and Data/Analytics functions.
• Demonstrated success implementing data-driven or AI-enabled initiatives that improved forecasting accuracy, pipeline visibility, or sales productivity.