Director, Sales Operations and Strategy
Join a fast-paced, innovative, data-driven software company named 2021 Best Tech Start ups In Chicago, that is changing the Supply Chain industry through real time tracking and end-to-end visibility.
The Director, Sales Operations & Strategy manages processes essential to sales force productivity, ranging from high level sales strategy to the critical details, including planning, reporting, quota setting and region/territory analysis and assignment. The Director, Sales Operations & Strategy is responsible for the overall productivity and effectiveness of the assigned sales organization. Reporting to the Senior Director, Global Sales Enablement & Operations, this individual works closely with internal and external stakeholders globally, to ensure the appropriate objectives and priorities are enabled within the sales organization.
Responsibilities:
- Identify key opportunities for improvement through data analysis and insights and provide recommendations to Sales leadership to accelerate growth
- Manage, train, and coach Sales Operations team to build processes to scale and drive operational excellence
- Oversee sales forecasting, planning, and execution processes used within the sales organization. As needed, coordinate planning activities with other functions and stakeholders within the company
- Drive the equitable assignment of sales force quotas and ensure quotas are optimally allocated to all sales channels and resources
- Partner with sales management to inspect sales process quality and prioritize opportunities for improvement. Assist sales management in understanding process bottlenecks and inconsistencies. Facilitate an organization of continuous process improvement
- Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommend revisions to existing reports, or assist in the development of new reporting tools as needed
- Implement enabling technologies, including CRM, to field sales teams. Monitor the assigned sales organization’s compliance with required standards for maintaining CRM data. Work closely with sales management to optimize the effectiveness of the organization’s technology investments
- Support senior leadership in the development and administration of sales incentive compensation programs and work cross functionally with Accounting, Finance, and Human Resources when required to arbitrate or clarify the application of sales compensation program policies and procedures
Qualifications:
- 6+ years of SaaS sales strategy & operations experience, 2+ years people management experience
- Strategic, structured thinker: Strong analytical skills and business acumen. Aptitude for framing business questions with data, translating business needs into strategies, and executing tactics and process improvements
- Data expert: Querying and scoping (Insights Squared, Clari, Salesforce), analysis and modeling (GSheet), summarizing (pivot tables, charts, slides, written explanation), reporting (dashboards, repositories)
- Drive: Ability and passion to analyze, set priorities, and solve complex problems effectively and consistently
- Effective: clear, and concise communication skills, verbal and written. Ability to communicate the right level of information to executives and cross-functional teams at the right cadence
- Results-driven self-starter with the ability to multitask. Strong initiative and ability to work in a self-directed environment with a “can do” attitude and growth mindset
- Proficient in Salesforce and other CRM tools
About the team:
Our Sales Operations and Sales Enablement teams are individuals who get things done: they’re scrappy, smart, and understand that no task is too small or too large. They partner together to evaluate performance, increase productivity and provide our sales organization with the right information at the right time. They are analyzers and problem-solvers. They are able to share their insights with our cross functional teams to make sure our organization is utilizing trends and data to the best of our ability.
Named one of Forbes’ Next Billion-Dollar Startups, FourKites is on a mission to transform the world’s supply chains with the most powerful technology on the planet. With a customer base that includes 18 of the top-20 food and beverage companies and nine of the top-10 CPG companies, the company combines the largest network of real-time logistics data with machine learning to help its customers lower costs, improve on-time performance and strengthen end-customer relationships. We are a customer-obsessed organization, wholeheartedly committed to helping our customers succeed and drive long-term value.
The empathy we exhibit with our customers applies internally, as well. At FourKites, a positive work culture is a priority, and team members benefit from structured employee development plans, mentorship and training programs, quarterly review and promotions processes, affinity group memberships and competitive benefits packages. Click here to learn more about our team and our corporate values.
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