Sr. Principal, Sales Operations Strategy

Esri; Vienna (VA); On-site; USD 141,000 - 239,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Life insurance

401(k) and profit sharing

Vacation leave

Paid holidays

Growth opportunities

Job summary

Esri’s Sales Operations team seeks a Sr. Principal, Sales Operations Strategy to shape operational strategy and lead complex initiatives that strengthen Esri’s direct sales organization.

You will partner with sales leaders and cross-functional teams to define long-term approaches, solve critical business challenges, and develop scalable practices that help our teams better serve customers and support sustainable growth.

Qualifications

• 15+ years of experience in sales operations, revenue operations, business operations, or related fields.
• Proven track record shaping strategy and leading cross-functional initiatives within large sales organizations.
• Deep expertise in sales planning, forecasting, territory strategy, capacity planning, and scalable operating practices.
• Strong business and financial acumen with CRM platforms, sales tech, analytics, data governance, and reporting ecosystems.
• Excellent influence, facilitation, and communication skills with senior leaders; comfortable leading through ambiguity.
• Ability to travel domestically up to 50%.

Responsibilities

• Shape sales operations strategy and planning with sales leadership to translate enterprise direction into clear priorities.
• Deliver insights and strengthen forecast execution through regular pipeline reviews and metrics.
• Advance scalable sales operations capabilities by aligning data, processes, and technology.
• Lead complex initiatives and drive change across cross-functional teams.
• Strengthen governance, clarify decision frameworks, and monitor effectiveness for the direct sales org.
• Build trusted partnerships and advise senior leaders with practical tools and industry perspectives.

Skills

Sales operations

Revenue operations

Strategy development

Forecasting

Cross-functional leadership

CRM platforms

Data analytics

Communication

Influence and facilitation

Travel up to 50%

Education

Bachelor's degree in business administration, operations, finance, analytics, or a related field

Master's degree in business administration, operations, finance, analytics, or a related field

Tools

CRM platforms

Sales technology

Analytics tools

Reporting ecosystems

Job description

Overview

Esri’s Sales Operations team helps our sales organization work effectively, make informed decisions, and scale as the business evolves. As a Sr. Principal, Sales Operations Strategy you will shape operational strategy and lead complex initiatives that strengthen Esri’s direct sales organization. You will work with sales leaders and cross-functional partners to define long-term approaches, solve critical business challenges, and develop scalable practices that help our teams better serve customers and support sustainable growth.

You will serve as a principal advisor and subject matter expert, connecting business strategy with operational execution to guide decisions and improve sales performance. You will lead through expertise and influence while remaining closely connected to the work.

Responsibilities

• Shape sales operations strategy and planning. Partner with sales leadership and central operations teams to translate enterprise direction for territory and coverage, goal setting, and resource planning into clear priorities for the direct sales organization. Identify gaps and elevate channel needs to inform broader strategy.
• Deliver business insights and strengthen forecast execution. Facilitate regular pipeline reviews and provide actionable insights through consistent reporting and performance metrics. Partner with sales leaders to identify risks, reinforce forecast discipline, and elevate issues requiring operational support.
• Advance scalable sales operations capabilities. Partner with central operations, analytics, and business technology teams to improve the practices, processes, data, and technology that support direct sales. Represent business requirements and help ensure solutions are practical, connected, and scalable.
• Lead complex initiatives and change. Set direction, build alignment, remove barriers, and guide cross-functional work through ambiguity. Develop practical approaches that support adoption of new processes, systems, and ways of working.
• Strengthen operational governance and standards. Partner with sales leadership and central operations teams to clarify decision frameworks, operating rhythms, and measures of success for the direct sales organization. Monitor effectiveness, surface emerging risks, and recommend adjustments as business needs evolve.
• Build trusted partnerships and capability. Serve as a principal advisor to senior leaders and a resource to colleagues across the organization. Share expertise, practical tools, and relevant industry perspectives that strengthen strategic thinking and execution.

Requirements

• 15+ years of experience in sales operations, revenue operations, business operations, sales strategy, or a related field
• Demonstrated success shaping strategy, solving complex business problems, and leading high-impact cross-functional initiatives within a large or highly complex sales organization
• Deep expertise in sales planning, forecasting, territory and coverage strategy, capacity planning, and developing scalable operating practices
• Strong business and financial acumen, with advanced understanding of CRM platforms, sales technology, analytics, data governance, and reporting ecosystems
• Strong influence, facilitation, and communication skills, with the ability to advise senior leaders, determine approaches for critical assignments, and lead through uncertainty
• Ability to travel domestically up to 50%
• Bachelor's degree in business administration, operations, finance, analytics, or a related field
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Recommended Qualifications

• Master's degree in business administration, operations, finance, analytics, or a related field
• Experience implementing scalable sales operations practices or leading transformation across complex sales organizations, multiple channels, or business units
• Advanced experience with financial modeling, performance analytics, and business intelligence tools
• Evidence of leadership and expertise in sales operations, revenue operations, go-to-market strategy, or a related discipline

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Total Rewards

Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits:

• medical
• dental
• vision
• basic and supplemental life insurance for employees (and their families)
• 401(k) and profit-sharing programs
• minimum accrual of 80 hours of vacation leave
• twelve paid holidays throughout the calendar year
• opportunities for personal and professional growth

A reasonable estimate of the base salary range is: $141,440 USD - $239,200 USD

The Company

At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email [e-mail] and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

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