Nature and Scope

We are seeking an experienced and dynamic Head of Sales Operations to lead and optimize our sales operation’s function. This leader will be responsible for designing and executing scalable sales strategies, processes, and tools to drive revenue growth and align with organizational goals. The ideal candidate will bring deep expertise in sales operations and demonstrate a strong command of Salesforce analytics.

As the Head of Sales Operations, you will play a pivotal role in shaping our sales strategy and driving revenue growth. You’ll collaborate closely with executive leadership, empowering our sales team to perform at its best while optimizing processes that scale with the business.

Roles and Responsibilities:

Sales Strategy & Process Optimization:

• Design and implement scalable sales processes aligned with financial and marketing objectives.
• Apply knowledge of best practices from $200M+ software companies (B2B, B2C, ideally B2U).

SFDC (Salesforce) Administration & Analytics:

• Architect and manage SFDC, ensuring optimal structure and data integrity.
• Develop detailed reporting and executive-level analytics to inform strategy.

Pipeline Management:

• Monitor and improve SFDC pipeline health and velocity to align with quarterly targets.

Sales Performance Metrics (KPIs):

• Develop, track, and report on KPIs to evaluate sales team effectiveness and productivity.

Sales Enablement:

• Manage sales tools, resources, and training to ensure the team is equipped for success.

Sales Training Programs:

• Design and deliver training to improve sales skills, product knowledge, and SFDC usage.

Sales Forecasting:

• Create accurate sales forecasts and reports to guide operational planning and align cross-functional teams.

Sales Compensation & Incentives:

• Partner with HR/Finance to design competitive compensation structures.
• Administer commission plans and manage sales contests to drive engagement.

Quota Setting & Sales Contests:

• Establish achievable quotas and manage motivating contests to enhance performance.

Budget Management:

• Oversee the sales operations budget, ensuring efficient resource allocation.

Communication & Collaboration:

• Act as the central communication hub between leadership and field sales teams.
• Facilitate sales kickoff meetings and structured team interactions.

• 10+ years of Sales Operations experience leading sales operations teams for various companies of $200M+ in the SaaS/services space.
• Proven track record in designing and implementing sales strategies and scalable processes.
• Advanced expertise in Salesforce, including administration and reporting.
• Strong analytical skills, with experience developing executive-level insights and recommendations.
• Demonstrated ability to manage pipeline health, develop KPIs, and improve sales team productivity.
• Experience with customer segmentation, contract management, and market analysis.
• Familiarity with pricing strategy, product launch support, and renewal processes.
• Knowledge of competitive benchmarking and customer journey mapping.
• Leadership experience mentoring a sales operations team.
• Expertise in data governance and integration of customer feedback into strategies.