Sales Strategy Leader for SaaS Growth

6 days ago

Étreux, Hauts-de-France, United States Norwest Venture Partners Full time

At DataRobot, we're on a mission to empower organizations to accelerate AI from idea to impact. With over a decade of innovation at the forefront, we know what it takes to make a real difference in your business and beyond.

The Vice President of Sales Strategy & Operations plays a pivotal role in shaping and executing our sales strategy, overseeing operational infrastructure, and enablement programs that drive revenue growth, seller effectiveness, and customer success. This leader collaborates with cross-functional teams to develop data-driven insights, process improvements, and enablement initiatives that support strategic objectives and boost overall productivity.

Key Responsibilities:
  • Sales Strategy and Planning:
    • Develop and implement a comprehensive sales strategy in collaboration with senior leadership, focusing on go-to-market (GTM) effectiveness, market penetration, and revenue growth.
    • Lead annual sales planning processes, including territory design, quota setting, and incentive planning.
    • Align sales strategies with business objectives, market opportunities, and product roadmaps.
    • Oversee all sales operations functions, including forecasting, pipeline management, sales performance analytics, and CRM optimization.
    • Drive operational improvements in lead-to-revenue processes, ensuring efficiency and scalability to support growth.
    • Implement and manage sales tools, technology, and systems to enhance sales productivity and reporting accuracy.
  • Integrated Enablement:
    • Develop and execute an enablement strategy that equips internal and external stakeholders with training, content, tools, and resources they need to succeed.
    • Collaborate with sales leaders and enablement teams to design onboarding and ongoing training programs that improve seller effectiveness, knowledge, and skill growth.
    • Design and execute key sales plays and campaigns across all different sales teams, ensuring effective execution and coordination to operate as an effective sales pod.
    • Design and execute the annual Sales and Marketing kick-off event.
    • Implement and measure the success of enablement programs, focusing on driving performance metrics such as time-to-productivity, win rates, and customer satisfaction and retention.
  • Performance and Analytics:
    • Develop and maintain metrics, KPIs, and dashboards to monitor sales performance and provide actionable insights to sales leaders.
    • Conduct regular sales performance reviews and deep-dive analysis to identify areas for improvement, optimization, and course correction.
    • Lead the development of sales forecasts, revenue modeling, and pipeline analysis to drive data-backed decision-making.
  • Team Leadership and Development:
    • Build, mentor, and lead a high-performing sales operations and strategy team, fostering a culture of collaboration, innovation, and continuous improvement.
    • Collaborate with sales enablement teams to drive training and development initiatives that improve seller effectiveness and skill growth.
    • Act as a strategic advisor to senior sales leadership, guiding them in executing data-driven decisions that align with business goals.
  • Cross-functional Collaboration:
    • Partner with Product, Marketing, and Customer Success teams to ensure alignment on GTM strategy, customer engagement, and value delivery.
    • Collaborate with Finance to design and implement sales incentive and compensation structures that motivate high performance and align with company objectives.
    • Work with IT and data teams to improve the technology ecosystem and streamline the sales process.
Qualifications:
  • Bachelor's degree in Business, Finance, Marketing, or a related field; MBA or advanced degree preferred.
  • 10+ years of experience in sales strategy, sales operations, enablement, or a related role within the technology industry, with at least 5 years in a leadership position.
  • Proven track record of success in scaling and optimizing sales functions in high-growth SaaS environments.
  • Strong analytical and problem-solving skills, with expertise in sales forecasting, data analysis, and performance metrics.
  • A deep understanding of CRM systems and sales tech stack, as well as proficiency in analytics tools and data visualization platforms, is a plus.
  • Exceptional leadership, communication, and cross-functional collaboration skills, with the ability to influence and drive alignment at all levels of the organization.
  • Strategic mindset with the ability to think both short-term and long-term and adapt quickly to changing business needs.

We offer a competitive salary range of $120,000 - $200,000 per year, depending on experience, as well as benefits, including medical, dental & vision insurance, flexible time off program, paid holidays, paid parental leave, and global employee assistance program.

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