Senior Director - Sales Operations

Job Description

The Senior Director - Sales Operations is responsible for driving, optimizing and scaling the sales operations function. This role partners with executive and senior leadership and cross-functional teams to drive operational excellence, enable revenue growth, and ensure the sales organization runs efficiently and effectively. Leveraging data-driven insights, advanced technology platforms, and process innovation, the Senior Director supports go-to-market strategies and maximizes sales productivity.

Job Responsibilities

• Sales Strategy & Planning: Collaborate with executive leadership to develop and execute sales strategies, oversee annual planning, manage territories, and allocate resources to achieve revenue targets.
• Process Optimization: Identify key areas for improvement across the sales organization, focusing on operational efficiencies, top line growth, bottom line impact, and process optimization.
• Executive Reporting: Collaborate with executive team to ensure sales initiatives are aligned to short and long-term business strategies using key performance indicators (KPIs) to measure the impact of sales performance and initiatives and ensure measurable return on investment and bottom-line EBITDA impact.
• Sales Compensation Design & Execution: Lead the development of sales compensation plans, quotas, and territories in coordination with the Sales, People and Finance teams to ensure accurate alignment of sales strategy and compensation
• Sales Forecasting & Analytics: Collaborate closely with sales leadership & finance on forecasting, pipeline management, sales performance against targets and provide regular forecasting updates to the executive team, including resolving issues and adapting strategies, as needed to respond to evolving needs and challenges.
• Sales Compensation & Incentives: Design, administer, and evaluate sales compensation plans, quotas, and incentive programs to motivate performance and ensure fairness.
• Technology Management: Ensure Salesforce platform, including the tools and systems associated, enable the Sales team to get the most out of the system, work on continuous improvement and how the system can help the Sales team in their day-to-day work.
• Cross-functional Collaboration: Foster strong partnerships with Sales, Marketing, Product, Customer, Finance, and IT teams to align goals, streamline processes, and drive collaboration across departments.
• Team Leadership: Lead and inspire a high-performing sales operations team, providing guidance, mentorship, and support to achieve individual and collective success. Recruit, train, and develop talent to build a capable and motivated operations organization.
• Change Management: Lead change initiatives including mergers/acquisitions, product launches, and market expansions.
• Compliance & Risk Management: Ensure sales operations adhere to legal, regulatory, and company standards, mitigating risks and safeguarding data integrity.
• Strong Culture: Foster a positive and inclusive work environment, promoting employee engagement, professional growth, and retention.

Qualifications

• Proven track record leading and scaling sales operations teams in high-growth companies.
• Analytical and quantitative skills with an ability to use data and metrics to back up assumptions, develop business cases, and complete root cause analyses
• Strong analytical, strategic thinking, and problem-solving skills.
• Ability to foster a culture of excellence, collaboration, and growth.
• Expertise in driving organizational transformation and operational efficiency
• Serve as a thought leader within the organization, bringing industry best practices to the table and acting as a change agent to drive accountability within the sales organization
• High level of integrity, professionalism, and business acumen.
• Experience with financial analysis and business performance measurement.
• Excellent leadership, communication, and interpersonal skills, with the ability to influence and inspire others.
• Strong ability to drive change and navigate ambiguity to enable results in a fast-paced environment.

Education and Experience

• Bachelor's degree in Business, Finance, Operations, or a related field. Master’s Degree is a plus
• 10+ years of progressive experience in sales operations, preferably within SaaS or a technology-driven environment.
• Expertise in CRM and sales technology platforms (e.g., Salesforce, HubSpot), analytics tools, and process automation. Familiarity with emerging technologies such as AI, data analytics, cloud computing, and automation.
• Experience in managing large-scale, complex projects involving cross-functional teams.
• Previous leadership experience in working closely with senior management.

Travel Requirements

• Typical travel for this position will include monthly travel, attending internal and external meetings, however, this may vary based on business needs and opportunities.

Supervisory Responsibilities

• This position will manage a team.

Fair Labor Standards Act Status

• Salaried Exempt: Personnel will earn their regular salary and not be entitled to overtime pay when they work over 40 hours in a work week.

Additional Information

Appcast recognized as one of Inc Magazine's "Best Workplaces" for 2024!

• We’re the best at what we do. We’re the global leader in programmatic recruitment advertising. With advanced technology, unmatched market data and a team of the industry’s best recruitment marketers.
• We have an amazing culture driven by great people. Headquartered in Lebanon, N.H. with offices in the U.S., Canada and Europe, Appcast is part of the Stepstone group. To better understand our company culture, read and check out on our website.
• We take care of our employees. We're dedicated to creating an inviting environment where individuals from diverse backgrounds can thrive and develop. We believe in providing competitive compensation and comprehensive benefits, ensuring our team can support their loved ones and one another. We enjoy fostering a sense of community through dedicated employee networks, fun gatherings, delicious food, and even welcoming furry friends into our workspace. We live our values each day including volunteering and giving back to our communities.