Director, Sales Operations

1 week ago

Boston, United States Klaviyo Inc. Full time

At Klaviyo, we value the unique backgrounds, experiences and perspectives each Klaviyo (we call ourselves Klaviyos) brings to our workplace each and every day. We believe everyone deserves a fair shot at success and appreciate the experiences each person brings beyond the traditional job requirements. If you’re a close but not exact match with the description, we hope you’ll still consider applying. Want to learn more about life at Klaviyo? Visit careers.klaviyo.com to see how we empower creators to own their own destiny.

The Director, Sales Operations - Americas will help set and lead strategy for the Americas Sales organization and support Americas Sales Leadership in defining, articulating, and adjusting strategy in accordance with company-wide objectives. This Director will develop and execute the sales operations strategy to support the region’s revenue goals and sales objectives. A key element of success in this role is to design and implement comprehensive market entry strategies, including market analysis, competitive landscape assessment, and go-to-market plans. This Director should be a strategic thinker with a growth mindset and a focus on continuous improvement. They should be highly organized and detail-oriented, with the ability to manage multiple priorities and deadlines. We value leaders who are results-driven and accountable, with a strong sense of ownership and urgency; in addition, adaptability and flexibility, with the ability to thrive in a fast-paced, dynamic environment.

How you'll make a difference:

  • Find opportunities to improve operational efficiency and effectiveness, implementing organizational systems and processes to support growth and cross-functional collaboration, with a focus on agility.
  • Map out and continuously improve the sales process to streamline workflows and reduce inefficiencies.
  • Develop and enforce sales policies and procedures to ensure consistency and compliance.
  • Coordinate with Business Automation and Systems to enhance productivity and effectiveness.
  • Develop and operationalize sales plays end-to-end that support corporate and/or regional strategies.
  • Own the regional forecast coordination, taking a data-driven approach and providing clarity and counterarguments to sales leaders to arrive at a number within 5% accuracy.
  • Oversee the development and maintenance of sales dashboards and reports to provide insights into the key drivers behind sales performance.
  • Proactively analyze sales data to identify trends, opportunities, and areas for improvement, highlighting them to management as early as possible.
  • Provide actionable insights and recommendations to the sales leadership team.
  • Monitor and analyze market trends, customer needs, and competitive activities to inform strategic decisions.
  • Design and contribute content for key regional meetings including leadership offsites, MBR/QBRs, productivity reviews etc., as needed.
  • Lead and mentor a high-performing sales operations team, fostering a culture of excellence and continuous improvement.

Who you are:

  • Significant, demonstrated experience in a go-to-market function, in particular operational experience working within or across a revenue organization.
  • Experience designing, implementing, and maintaining operational systems of record.
  • Ability to design and implement operational processes for scale and efficiency.
  • Ability to learn quickly within a fast-paced team, including highly technical topics.
  • Ability to handle interpersonal relationships judiciously, professionally, and compassionately.
  • Utterly organized and meticulous with a love for simplifying complexity; able to dig into the details while also seeing the big picture.
  • Intellectual curiosity paired with a high growth-mindset.
  • Strong influencing skills, with a reputation for getting things done effectively.
  • BA, BS, or equivalent in Business, Computer Science, or related field; MBA preferred.
  • Excellent oral and written communication skills, including Executive-level presence and gravitas.
  • Superb people and leadership skills and ability to interact with peers, senior Executives, cross-functional stakeholders, and external third parties.
  • Strong strategic mindset, with ability to help set direction and outline key outcomes.
  • Own the communication, implementation and adoption of business process changes within the sales org.
  • Establish regular communication channels between sales operations and the sales team.
  • Hold regular meetings to review performance, address issues, and share updates.
  • Foster collaboration between sales operations and other departments (e.g., marketing, finance) to support cross-functional initiatives.

What you'll bring:

  • Bachelor’s degree in Business Administration, Marketing, or a related field; MBA preferred.
  • Minimum of 10 years of experience in sales operations, business operations, sales management/strategy or a related role, with at least 5 years in a leadership position.
  • 8+ years experience in an enterprise SaaS environment, in particular field sales (or similar) experience or experience working closely with revenue generating teams.
  • Strong analytical and problem-solving skills, with the ability to interpret complex data and make data-driven decisions.
  • Excellent leadership and team management skills, with a track record of building and leading high-performing teams.
  • In-depth knowledge of sales processes, methodologies, and best practices.
  • Proficiency with CRM systems (e.g., Salesforce) and other sales technology platforms.
  • Exceptional communication and interpersonal skills, with the ability to influence and collaborate with stakeholders at all levels.
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