Director, Sales Operations

2 months ago

Nashua, United States Optimizely Full time

Introduction

The Revenue Operations department at Optimizely is responsible for ensuring that executive management has the visibility they need into the business, that the field is properly empowered, and that the sales and services organizations have the process/tools to operate efficiently and effectively. Cooperation and collaboration across all departments at Optimizely is key as well as a very close alignment with the executive team. In support of this, the Director, Sales Operations will focus on the core systems and analytics required to inform decision making, increase efficiencies, improve retention and drive revenue. 

Job Responsibilities

Sales Automation & Systems 

Business owner supporting “lighthouse” applications specific to the sales organization 

Manage and develop a global team to proactively work with senior leadership to understand their business objectives and processes, providing guidance in leveraging applications to increase impact, effectiveness, and efficiency

Support the translation of client business requirements into solutions, including requirements approval, communication, traceability, and reuse 

Ensures effective issue tracking and system strategy, handling and documentation processes are well implemented and executed and resolve issues 

Work closely with IT and with vendors, to successfully identify, prioritize, and implement such solutions 
Contribute to the transfer of functional requirements to development and test teams 

Use workflow technology to automate business processes 

Develop best practices to ensure the assigned data owner compliance with required standards for maintaining CRM data 

Support cross-functional quarterly review of data accuracy in CRM 

Process Optimization & Analytics 

Opportunity to Cash (“O2C”) 

Key stakeholder and owner of O2C program aimed to build systems & processes that support Optimizely in achieving core business objectives by improving sales efficiency & results, customer experience, and back-office efficiency & experience 

Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization.

Recommend revisions to existing reports or assists in the development of new reporting tools as needed.

Support monthly Board reporting requirements 

Synthesize large amounts of data, develop insights and recommendations, and transform them into easily understood and compelling presentations

Data 

Foster a collaborative and high-performing Data Operations team. 

Oversee the maintenance and data hygiene of Salesforce and streamline data workflows and optimize processes. 

Enhance Optimizely's ability to drive pipeline, improve user retention, and ultimately generate revenue. 

Ensure the accuracy, consistency, and reliability of data across all platforms. 

Develop and implement data governance policies and procedures. 

Global Commission 

Manage the worldwide commission program for Sales and Customer Success 

Including annual planning/budgeting, capacity modeling, territory design support, quota setting, plan design, plan administration, performance measurement/analytics, and systems 

Sales Readiness & Training 

Deliver field readiness training specific to sales applications, tools, process 

Cross-department Process Improvements 

Support and lead key initiatives improve process and systems supporting Customer Success, Marketing, Services, Partners, Customer Support, Sales, Licensing, Legal, and Finance 

Knowledge and Experience

The candidate for this position should have 10+ years of experience in Sales Operations (preferably within the enterprise software business) with a track record of going the extra mile, a high level of motivation, and credibility and respect from colleagues.

University degree with a focus in management, finance or technology. 

Education

University degree with a focus in management, finance or technology.

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