Director, Sales Operations (Central US)

Global Modern Services, Inc. (USA); Boston (MA); On-site; USD 90,000 - 120,000; Full time

Job summary

Global Modern Services, Inc. (USA) is seeking an experienced Sales Operations Manager in Boston, MA. The role involves developing operational strategies for transparency and revenue growth, implementing pipeline management, and providing insights through analytics. The ideal candidate will have a strong background in sales operations, exceptional project management skills, and experience with Salesforce.

Candidates must possess a Bachelor’s Degree, a solid understanding of SaaS metrics, and a proven track record of improving business processes. The position demands effective communication skills and the ability to collaborate with multiple departments.

Qualifications

• Minimum 5-7 years of related experience in sales operations.
• Proven track record improving business processes for Salesforce productivity.
• Exceptional project management skills and attention to detail.

Responsibilities

• Develop operational strategies for success and revenue growth.
• Implement pipeline and forecasting processes with sales leadership.
• Provide sales insights and maintain dashboard reporting for executives.

Skills

Sales operations

Data analysis

Interpersonal communication

Project management

Salesforce expertise

Education

Bachelor's Degree

MBA

Tools

Salesforce

Sales analytics tools

Job description

Responsibilities

• Blueprint Development 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. 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 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 and other assets. 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 and 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 the Finance team. "Quarterback" the planning, execution and actionable follow-up of major sales initiatives, including "surge trips".

Qualifications 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 SaaS industry metrics and benchmarks; familiarity with Predictable Revenue, The Sales Acceleration Formula & Challenger Sale.
• Demonstrate outstanding interpersonal, verbal, and written communication skills.
• Ability to influence and foster collaborative relationships with cross-functional departments – sales, marketing, product engineering, legal and finance.
• Can work with all levels of individuals all the way up to C-level.
• 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.