Director - Public Sales Theater Operations

About the role

The role involves working closely with senior sales leaders in Public Sector Sales, enabling informed decision-making through financial data, analysis, and insights on performance. Key responsibilities include facilitating and supporting annual fiscal planning, managing bookings forecast, driving pipeline coverage and hygiene, aligning territory quotas, and delivering dashboards and presentations for QBRs and other key meetings.

Responsibilities

• Primary business partner to senior sales leaders in Public Sector Sales
• Enable informed decision making by providing financial data, analysis and insights on performance
• Facilitate and support annual fiscal planning such as GTM, territories and quota setting, capacity modeling
• Manage bookings forecast using internal processes, methodologies and existing tools such as Clari
• Drive and maintain pipeline coverage and hygiene through reporting, enablement, and automation
• Act as key liaison for aligning territory quotas and managing compensation escalations
• Deliver dashboards & presentations to support QBRs and other key meetings
• Manages the sales process and back-office, acts as the communication conduit between Field Sales and the corporation to optimize revenue and achieve mutual objectives
• Forecasts demand, gathers and analyzes information to determine product allocation, quotas, channel; manages the business to maximize revenue through Sales plays, pricing strategies, sales and marketing program support
• Typically prepares and monitors the sales department budget
• Forecasts bookings commitments to the corporation

Requirements

Must have 10+ years of experience creating successful GTM strategies, overseeing forecasting, reporting, and driving analytics to better position software solutions within large accounts. Knowledge of software sales and ability to quickly discern revenue opportunities. Strong analytical skills to frame data into actionable insights and ensure action is taken. Understanding of predictive modeling for pipeline, bookings, guided selling and lead prioritization.

Qualifications

• Master of the management system: understands how to build a sales management system that institutionalizes the GTM strategy through forecasting process, KPIs, and cadence
• Defines pipeline stages, forecast process, and algorithms to leverage data to drive predictability
• Ensures one definition of “Key” performance indicators, with action oriented operating model and consistency across theaters and functions
• Leverages advanced forecasting tools and methodology in place; very “spreadsheet light”
• Understands how to deconstruct business risk through analytics, diagnose source issues, define solutions, and ensure action is taken

Skills

• Excel, SQL, SFDC, Clari, project management skills/certification(s) are must-have

Benefits

• Company benefits and perks include retirement plans, medical, dental and vision coverage, paid time off, paid parental leave, and support for community involvement.

Pay

Details on pay are not specified in the job posting.

Schedule

Details on schedule are not specified in the job posting.