Director, Sales Operations

AC WD McD; Boston (MA); On-site; USD 110,000 - 140,000; Full time

Job summary

AC WD McD is seeking an experienced Sales Operations professional in Boston to lead forecasting, reporting, and cross-functional alignment across sales and customer success. You will own the pipeline strategy, dashboards, and incentive planning to drive revenue growth.

The role requires 5–7 years in sales operations, strong SaaS metrics knowledge, and a proven ability to translate data into actionable business insights.

Qualifications

• Minimum 5-7 years of related experience in sales operations.
• Bachelor’s degree; MBA a plus.
• Proven track record in improving efficiency and effectiveness of business processes.
• Solid understanding of SaaS industry metrics and benchmarks.

Responsibilities

• Develop the blueprint for operational success, transparency and revenue growth across the business.
• Implement pipeline and forecast reporting across all lines of business; assist sales leadership with forecasting.
• Deliver dashboards for executive management and coordinate renewals/upsell insights with Customer Success.
• Coordinate cross-vertical sales ops, Salesforce admin and tools planning to ensure aligned execution.
• Collaborate with HR, Finance, Marketing and other leaders on annual planning and incentives.

Skills

Sales operations

Forecasting

Analytics

Salesforce

Cross-functional

Project management

Communication

Education

Bachelor's degree

MBA

Tools

Salesforce

CRM systems

Dashboard tools

Job description

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

Responsibilities

Responsible for developing the blueprint for operational success, transparency and revenue growth and executing on the day-to-day tactical operations to get us there.

Pipeline & Forecasting

• Implement comprehensive pipeline and forecast reporting, processes and tools across all business lines.
• Assist sales leadership to accurately forecast business. Manage forecast calls and associated requirements.
• Establish stage benchmarks and expectations and assist CRO in managing sales organization against those to ensure pipeline is accurate and always moving towards close.
• Establish and enforce cross-vertical pipeline management expectations; responsible for the ongoing communication with sales leaders for clean and accurate pipeline data.

Reporting & Analytics

• Provide business critical sales and revenue insights using analytics, ensure cross functional alignment of sales and company goals and execution.
• Deliver accurate and relevant dashboard reporting: Create, improve and maintain key dashboards for executive management team. This may include weekly, monthly and quarterly reports, among others.
• Maintain close coordination with Sr. Director of Operations for Customer Success on renewals and key upsell opportunities.

Operational Efficiency

• Spearhead cross-vertical and cross-functional sales and customer success operations team coordination, including lead generation team, Salesforce admin and individual vertical sales operations to ensure comprehensive planning and coordination.
• Evaluate effectiveness of sales tools across the organization (and in the industry) and make recommendations to senior leadership on investments needed.
• Develop strategies to optimize Salesforce and other enterprise sales tools across all business units.
• Refine knowledge management strategies and toolsets that continuously increase sales effectiveness and product knowledge across all sales teams, including sales decks, contracts, pricing, among others.
• Provide key insights into ongoing professional development needs across the sales organization.
• Help to facilitate and resolve day-to-day sales operations challenges related to Salesforce.

Sales to Customer Success

• Ensure processes for transitions between sales to account management across verticals and “to the field” are optimized, documented and clearly communicated.

Strategy, Planning & Special Projects

• Work with sales leadership as well as cross functional leaders (HR, Finance, Marketing, etc.) on the annual business planning process.
• Collaborate with CRO and vertical Presidents to refine KPIs and interpret results into actionable recommendations.
• Work closely with CRO to manage sales incentives including commissions and bonuses. Ensure Salesforce data related to deal teams is accurate for Finance team.
• “Quarterback” the planning, execution and actionable follow-up of major sales initiatives, including “surge trips.”

Education And Experience

• Minimum 5-7 years of related experience
• Bachelors Degree; MBA a plus
• Proven track record in sales operations and many success stories of improving the efficiency and effectiveness of business processes essential to Salesforce productivity.
• Solid understanding of SasS industry metrics and benchmarks; familiarity with Predictable Revenue, The Sales Acceleration Formula & Challenger Sale
• Demonstrate outstanding interpersonal, verbal, and written communication skills
• The ability to influence and foster collaborative relationships with cross functional departments - sales, marketing, product engineering, legal and finance
• Able to work with all levels of individuals all the way up to C-Level
• A demonstrated ability to translate data and metrics into predictable business insights
• Experience in broad array of key focus areas of sales operations: forecasting, reporting and analytics, operational planning and sales tools planning, designing and executing compensation plans
• Experience in Salesforce, the Salesforce ecosystem and other sales related software tools is important
• Exceptional project management skills
• Detail oriented
• High level of reliability and follow-through skills; immediate responsiveness to all internal inquiries, ability to multitask under tight deadlines.

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!