Director of Sales Operations & Enablement

Accelecom CEO Co; Kentucky; Remote; USD 100,000 - 130,000; Full time

Job summary

A leading company is seeking a Director of Sales Operations and Enablement to support its sales leadership team. The role focuses on driving sales performance, managing sales processes, and enabling sales teams with tools and training. This position offers a competitive compensation package and requires a strong background in sales operations and leadership.

Qualifications

• Minimum of 10 years in Sales Operations experience.
• Minimum of five years in SFDC experience.
• Deep knowledge of sales methodologies and customer retention.

Responsibilities

• Drive sales lead generation and process management.
• Analyze sales performance and forecast trends.
• Collaborate with cross-functional teams to exceed sales targets.

Skills

Interpersonal Skills

Analytical Skills

Problem Solving

Communication

Leadership

Education

Bachelor’s degree in Business

Tools

SFDC

Tableau

DocuSign

Microsoft Office Suite

Job description

Position Title: Director, Sales Operations and Enablement
Location: Atlanta, GA or Louisville, KY
Reports To: Chief Revenue Officer

Employment Type: Full-Time

Position Description:

Reporting to the Chief Revenue Officer (CRO), the Director of Sales Operations and Enablement is a key player on the sales leadership team supporting the company to achieve its sales and revenue goals. He/she is an effective, hands-on leader with a strong background in sales operations, sales process management, sales enablement, and sales KPI analysis. High-level responsibilities include sales lead generation, sales process management, sales enablement, go-to-market planning, sales execution, and sales reporting. In addition, the Director, Sales Operations and Enablement will be responsible for developing requirements, and delivering tools, training, and resources to enable our sales teams to close sales more efficiently and effectively. He/she also analyzes sales performance, forecast sales trends, and collaborates with cross-functional teams to help the sales teams to drive revenue growth and exceed their assigned targets.

Key Responsibilities:

Sales Lead Generation:

• Maintain a strong working knowledge of emerging lead generation platforms and solutions

• Leverage industry tools to perform Strategic Target Addressable Market (STAM) analysis

• Leverage industry tools to identify on-net and near-net prospects that match our ideal customer profiles

• Load and assign STAM, inbound, and referral leads into SFDC

• Train and mentor new hire sales team members on the Accelecom lead generation process

• Partner with Product Marketing to develop lead generation concepts to support customer cross-sell and upsell campaigns

• Partner with sales leadership to develop and execute outreach sequences to effectively and efficiently follow up on sales leads

• Leverage data in SFDC and Tableau to govern and measure lead generation follow up and conversion rates

Sales Operations:

• Provide leadership to help maximize sales, revenue, gross profit on sales, and customer retention

• Partner effectively with internal teams to maintain strategic and analytical alignment with Marketing, Product Management, Finance, Operations, and Human Resources

• Define and implement effective policies and procedures for sales operations and sales process improvement

• Ensure efficient and effective sales funnel, sales opportunity, and sales forecast management through ownership and utilization of SFDC

• Design and implement improvements to SFDC to enhance the user experience

• Monitor and inspect SFDC for sales process compliance by the sales teams

• Develop and recommend sales reporting improvements and automation in SFDC

• Define and enforce boundaries and rules of engagement between sales channels

• Act as a point of escalation for assistance with customer quotes, sales contracts, bookings, etc.

• Support effective onboarding and training of new sales team members

• Contribute to company and board meeting presentations in partnership with the CRO and C-level leadership team

• Host daily Sales War Room meeting and monitor sales opportunity throughput to installation

• Host monthly Sales Rep Performance Scorecard Review Meetings with the sales team

• Assist with execution of our weekly Executive Funnel Call

Sales Process Management:

• Collaborate with sales leadership to drive effective sales lead tracking, follow up, and customer engagement by sales team members

• Continuously look for opportunities to streamline and improve sales processes

• Partner with Product Management to develop and implement sales processes for new products

• Mentor and train new hire Sales Representatives on Accelecom’s sales process framework

• Keep abreast of and evaluate emerging sales process methodologies

• Maintain and update sales and sales process documentation in our Sales Library

• Identify bottlenecks and areas for improvement in the sales cycle and recommend solutions

• Partner with Sales, Product Management, Finance and Operations to resolve operational issues affecting sales

Sales Enablement:

• Implement and support the use of third-party sales databases and their integration with SFDC and ArcGIS

• Keep abreast of and analyze emerging sales CRM and enablement platforms

• Assist with the onboarding and exit of Sales and Sales Engineering personnel

• Assist new hire Sales Reps with Account Plan development

• Serve as Sales New Hire Mentor / Coach (first 30-days)

• Update / reconcile sales-centric materials within SFDC

• Assist with the formulation of strategic market plans

• Partner with Network Planning to identify network expansion opportunities

• Assist with sales quota and sales compensation planning cycles with the CRO and CFO

• Assist in developing sales budgets, quotas, and targets with the CRO and CFO

• Partner with the CRO and sales leaders to assist with the quota assignment process for all sales channels and sales positions

• Ensure sales compensation plans are in aligned with company goals and business strategy up and down the sales leadership chain of command

• Deliver analytics and insights around the effectiveness of sales compensation plan design, components, calculations, decelerators/accelerators, commission targets, pay timing, etc.

• Host monthly sales training session

• Host monthly best practices call for lead generation follow up

• Host monthly sales enablement call to help improve sales throughput

Sales KPI Analysis:

• Work with the CRO and sales leaders to update and publish sales KPI reports and forecasts

• Sales reporting and trend reporting responsibilities include; (1) sales lead status, (2) new opportunities created, (3) total sales funnel size, (4) sales funnel size in each stage, (5) average length of time in each stage, (6) % conversion rate from stage to stage, (7) sales forecasts, (8) win rate, (9) loss reasons, and (10) sales performance stack rankings

• Analyze historical sales data, identify key drivers of performance, and highlight areas of opportunity for the CRO

• Provide ad hoc analyses and messaging to the CRO on sales results, sales productivity, trends, opportunities, and risks, and provide results and your recommendations to the CRO

• Ensure sales data in SFDC is clean, accurate and compliant

Required Qualifications:

• Education: Bachelor’s degree in Business, Marketing, or related field

• Sales Operations experience: Minimum of 10 years

• Sales experience: Minimum of five years

• SFDC experience: Minimum of five years

• Telecom experience: Minimum of five years

• Leadership experience: Minimum of three years

• Wholesales sales experience: Minimum of three years

• Enterprise sales experience: Minimum of one year

• Indirect sales experience: Minimum of one year

• Tableau experience: Minimum of one year

• Deep knowledge and experience with sales methodology, lead generation, sales process, sales quoting, sales funnel management, sales forecasting, customer retention

• Strong working knowledge of SFDC, Tableau, and DocuSign

• SFDC Administrator certification preferred

Required Skills:

• Ability to thrive in a dynamic and high-growth business environment

• Ability to multi-task and meet deadlines in a fast-paced environment

• Knowledge of BANT, Target Account Selling, and/or Challenger Sales methodologies

• Excellent interpersonal and communication skills, both verbal and written

• Exceptional relationship building skills – Makes friends easily

• Exceptional financial, analytical, and problem solving skills

• Superior planning, organizational, prioritization, and presentation skills

• Highly skilled with the Microsoft Office Suite – Outlook, Word, PowerPoint, Excel, and Teams

• Expertise with Excel, financial modeling, VLOOKUP, Pivot tables, charting, etc.

Personal Attributes:

• Team player with unquestioned integrity and business ethics

• Passion for exceeding expectations during personal interactions

• Personally accountable for achieving results

• Self-starter who leads by example and personal involvement

• Embraces and champions new ideas and encourages others to do likewise

• Works effectively under pressure and enjoys a challenge

• Eager to work and overachieve

Work Environment:

• Remote work environment

• Will require occasional travel to headquarters and/or field locations

Compensation: We offer a competitive compensation and benefits package.

Equal Employment Opportunity Statement: Accelecom is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, age, color, religion, sex, national origin, sexual orientation, gender, gender identity, disability, protected veteran status, or any applicable legally protected characteristic.