Sr. Director Sales Excellence

Responsibilities

• Drive operational excellence, optimize sales processes, and ensure the smooth execution of sales strategies.
• Lead annual fiscal year planning activities including headcount planning, organizational design, coverage models, and territory design.
• Deploy the annual growth plan strategy into actionable sales activities.
• Lead weekly, monthly, and quarterly cadence of sales team activities including forecasting, pipeline generation, planning, and opportunity management.
• Represent the sales organization’s business requirements in key cross-departmental initiatives and partner with centralized operations teams to drive transformation in planning, data analysis, systems, and process.
• Develop and maintain a continuously improving playbook of common sales processes, commercial organizational structures, tools, and metrics that deliver accelerated growth and measurable customer adoption.
• Lead Go-To-Market models, sales and channel structures, and functional support necessary to sell complex solutions and demonstrate tangible proof of value to the decision maker.
• Create and execute a rigorous sales management operating system (MOS) that integrates the coordinated review and execution of the sales pipeline, account opportunities, and leads across the entire enterprise with routine engagement with each business and region at the sales manager and sales contributor level.
• Inspect, coach, and enforce the practical utilization of the standard sales metrics and utilize interactive analytics dashboards to generate actionable insights and training for Business Leaders and Sales.
• Lead the end-to-end process of handling the sales funnel and operational metrics such as pipeline growth, win/loss rates, quota attainment, and deliver regular insights to the business.
• Perform regular data analysis to observe and drive enhanced productivity across the sales, marketing, and customer success organizations and use this data to proactively identify areas for improvement.
• Develop and lead direct team members. Hire, develop, and retain a geographically distributed team.

Requirements

• Qualified applicants must have a Bachelor’s degree or foreign equivalent in Business, Finance, Marketing, Engineering, or a related field, and 8 years of experience in the job offered or combined experience as Senior Sales Strategy & Planning Senior Director/Director, Senior Manager, Engagement Manager, Senior Consultant, Consultant, or related occupation.
• Must have 8 years of experience in management.
• Must have 6 years of experience with the following: proficiency in sales tools and CRM systems such as Salesforce, data analytics such as forecasting, pipeline analytics, and BI visualization tools; statistical modeling tools, SQL, Excel, Tableau, industry trend analysis; and experience in managing a large set of analysts across geographies with remote team members.
• Up to 20% domestic and international travel required.
• Telecommuting permitted up to two (2) times per week.

Qualifications

• Must have legal right to work in U.S.
• EEO