Head of Sales Operations

2 weeks ago

Little Ferry, New Jersey, United States DreamFirms Full time

HEAD OF SALES OPERATIONS
REMOTE | UNITED STATES
WHO ARE WE?
Dream Firms is the premier company for entrepreneurial accountants focused on building their ideal firms with exceptional efficiency.

We adopt a proactive approach to scaling small accounting practices within the $0-1M revenue bracket by applying our tested strategies for attracting dream clients, coupled with unwavering support.

Our clientele primarily consists of accounting, bookkeeping, and tax firms throughout the United States and Canada.
We firmly believe that outstanding individuals are the foundation of every thriving business.

Team members at Dream Firms enjoy a comprehensive benefits package, including competitive salaries, healthcare, a 401(k) plan with employer contributions, and a fully remote work environment.

What sets Dream Firms apart?

Our founders, Tyler & Marine Clark, genuinely prioritize their team and clients, as demonstrated by their overwhelmingly positive online reputation, and they are seasoned professionals in the accounting industry.

Their mission is to attract and retain top-tier team members while empowering them to operate within their areas of expertise, enabling them to create the life they envision while supporting our growing list of ideal clients.


ROLE

As we continuously enhance our marketing and fulfillment capabilities, Dream Firms is in search of a
HEAD OF SALES OPERATIONS to address the strategic and operational demands of our growth strategies.

This is a pivotal role for Dream Firms, as this position will be directly accountable for achieving our revenue growth targets.

The ideal candidate will possess the ability to navigate a start-up environment, collaborate closely with the founders, and make informed decisions to establish a world-class sales organization.

The Head of Sales Operations is crucial to the organization. They must possess the expertise to develop, lead, and manage a team of sales professionals.

Additionally, they should be capable of identifying tactical challenges, rectifying them, and effectively communicating feedback to the Leadership Team at Dream Firms and their direct reports.

The Head of Sales Operations will embrace the overarching goals and prioritized plan established by the Leadership Team and drive those outcomes.

This role is instrumental in planning, recruiting, and guiding the sales managers and representatives of Dream Firms to meet sales objectives and ultimately drive revenue for the organization.

The Head will assist in establishing sales targets and quotas, developing sales strategies, analyzing performance data, conducting training sessions with sales managers (and their teams as time permits), and contributing to the hiring and structuring decisions for the sales teams.


RESPONSIBILITIES

Build a top-tier sales organization from the ground up, collaborating closely with the founders and leadership team to populate the sales org chart with exceptional talent.

Assist in crafting scripts and standard operating procedures to ensure a high-performing sales team.

Design clear incentive structures for managers and sales representatives to motivate sales teams to excel and foster healthy competition.

Ensure thorough understanding of all instructions before commencing any task.

We will inquire about your favorite dog breed in the application; please respond with 'chow chow' to confirm you have read the entire job description.

Evaluate recorded calls and sales interactions to identify areas for improvement and communicate feedback to Sales Managers in a structured and articulate manner.

Review call evaluations conducted by Sales Managers to provide guidance on enhancing their feedback delivery to their teams.

Monitor sales team performance metrics and regularly communicate progress to our leadership team. Ensure each team member is performing according to plan and assist in troubleshooting and providing suggestions to achieve goals.
Collaborate with the Director of Marketing to ensure alignment between the Marketing and Sales teams.
Assist in forecasting recruitment needs.

The Head is responsible for partnering with our Director of People to ensure we are recruiting suitable talent, as well as onboarding and training new sales representatives effectively.

Maintain a comprehensive understanding of our organization and the ideal client profile, and respond promptly to requests from leadership.

Lead by example at all times.

RESULTS
Each Sales Manager is performing at or above standard in managing their teams.
Company values and culture are upheld and reflected in every interaction.
Call evaluations are conducted for each manager at least monthly to ensure quality execution.
1 Team meeting/boiler room
2 Close Calls (or 1 set and 1 close)
Monthly reviews of each manager's sales team training/meetings to ensure training quality.
Sales metrics across each team are measured, monitored, and optimized for performance improvement.
Sales team compensation structures are developed in collaboration with the Leadership team prior to implementation.
Effective refund, clawback, and chargeback policies are established and enforced.

Ensure every manager conducts:
Weekly meetings, Boiler Room sessions, one-on-ones, and Gametape Reviews.

REQUIREMENTS
2-5 years of experience managing a sales team.

Highly preferred:
Experience in selling and managing services.
Experience with high-ticket or high-volume sales in the SMB sector.
Able to transition between sales strategy and hands-on tactics (e.g., overcoming objections, follow-up sequences, scripting).
Proven track record of exceptional sales performance.
Outstanding sales coaching abilities with the capacity to influence behavioral change.
Experience overseeing the implementation of sales technology to streamline the sales pipeline.
Able to adapt quickly to changes.
Excellent internal and external communication skills, both written and verbal.
Demonstrated leadership capabilities.
Able to comprehend and analyze performance metrics.
Ability to develop sales compensation plans.
Self-motivated.
Exceptional time management skills.

REPORTS TO:

CEO

LOCATION:
Remote

Salary:
$140,000 OTE

COMMUNICATION EXPECTATIONS
We utilize Slack as our primary communication tool.
We value clear communication (the more context, the better).
We prioritize prompt communication (respond quickly or provide context for any delays).
Weekly Full Team Meetings.
Daily check-ins with the
CEO
Regular ad-hoc meetings with

DREAM FIRMS CORE VALUES
Our core values are non-negotiable. The ideal candidate for this position will resonate with and align with them.
Own it.

We are all our own harshest critics, and when you take ownership of your responsibilities by honing your potential, you will never have to worry about whether you are doing an excellent job because you can rest easy knowing you exceed your own expectations for greatness.

Naturally Proactive
Actively seeking ways to improve yourself and those around you comes as naturally to you as breathing. You see all the opportunities for enhancement, and you thrive on making them a reality.
Drink Your Own Champagne

If you ask someone to do it, you are willing to do it yourself and demonstrate how it's done.

We celebrate only when we embody our principles, not merely by discussing them.

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