Global Head of Sales Strategy and Operations

4 weeks ago

San Francisco, California, United States Udemy Full time
About Us

At Udemy, we're on a mission to revolutionize learning. Our intelligent skills platform and global community of instructors have helped over 70 million learners and 16,000 organizations achieve their goals. We're seeking a highly motivated and experienced Global Head of Sales Strategy and Operations to join our team.

About the Role

This hybrid position requires two days per week in our San Francisco office. As a Global Head of Sales Strategy and Operations, you will lead and execute initiatives to drive sales growth, optimize operational efficiency, and enhance overall sales performance. You will be responsible for developing and implementing a comprehensive sales strategy, analyzing market trends and customer insights, and collaborating with executive leadership to define sales targets and track key metrics.

Key Responsibilities
  • Develop and implement a comprehensive sales strategy, including segmentation and coverage models aligned with the company's goals and objectives.
  • Analyze market trends, customer insights, and competitive landscape to identify growth opportunities and market positioning strategies.
  • Collaborate with executive leadership to define sales targets, forecast sales performance, and track key metrics to measure success.
  • Lead the sales operations team to ensure rigor and efficiency in sales processes, including sales forecasting, pipeline management, and deal reviews.
  • Own all aspects of quota and capacity planning, developing and leading all Sales Revenue and Sales and Customer Success compensation operation teams.
  • Optimize sales workflows, systems, and technologies to streamline operations and enhance productivity.
  • Support sales enablement programs to empower the sales team with the necessary tools, resources, and training to drive revenue growth.
  • Establish OKRs and metrics to evaluate sales performance, productivity, and revenue growth, conducting regular performance reviews and analyzing sales data to generate actionable insights and recommendations for continuous improvement.
  • Provide insights to the business based on data analysis of historical performance to identify opportunities for improvement, preparing and presenting comprehensive sales reports, forecasts, and dashboards to executive leadership and stakeholders.
  • Act as the primary business partner to the Udemy Business SVP of Sales, providing strategic guidance and support, collaborating closely with marketing, customer success, and finance teams to align sales strategies with overall business objectives.
  • Drive cross-functional initiatives to improve customer acquisition, retention, and upsell opportunities through data-driven insights and customer feedback.
  • Provide strong leadership, mentorship, and guidance to the sales strategy and operations team, fostering a culture of accountability, innovation, and continuous learning, recruiting, onboarding, and developing top talent within the sales operations function.
Requirements
  • Proven experience of 8+ years of building and leading a sales operations team.
  • Track record of scaling high-growth B2B SaaS sales organizations of $1B+ ARR.
  • Experience developing and implementing compensation, territory, and capacity models.
  • Strong analytical skills with the ability to translate data into actionable insights.
  • Excellent verbal and written communication skills, with the ability to effectively communicate with senior leaders.
  • Ability to influence sales execution and lead change management initiatives.
  • Passion for creative problem-solving in ambiguous situations.
Life at Udemy

We aspire to be as vibrant and dynamic as the communities we serve, as inquisitive as those who use our platform, and as revolutionary as the future we strive to open for everyone. We're committed to creating an inclusive environment that welcomes a diverse range of backgrounds and experiences, with a focus on belonging, equity, diversity, and inclusion (BEDI) initiatives that put our people first.

We're invested in creating a culture of continuous learning and development, with unlimited access to Udemy courses, monthly UDays (meeting-free professional development days), and a generous annual professional development stipend. We're committed to creating world-class employee experiences and are proud of the recognition of this by Great Place to Work.

Of course, the best thing about being part of Udemy is knowing your work makes a difference for people and organizations around the world. You've got the skills; why not use them to help others develop theirs?

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