Summary
The Vice President of Sales Strategy and Operations is responsible for helping the CRO and SVP of
Sales define and execute strategies to grow revenue. The executive will be responsible for defining
account segmentation, sales coverage models, sales capacity and compensation models. Operationally
this position will define the reporting and operating cadence for the sales organization and oversee the
development of processes that improve the efficacy of the sales process. This position also helps to
define market competitive pricing strategies and ensures sales reps deliver against them through a
rigorous deal desk process. Lastly, this position will heavily support deal inspection and execution.
Responsibilities
Strategic leadership
• Make recommendations to CRO and broader organization on key components of sale strategy:

Account segmentation

Sales Coverage
Territory Planning
Sales Capacity
Incentive Compensation
• Identify actionable strategic insights based on relevant business analysis (e.g., win / loss, close
rates, renewal rates, etc)
• Institute team KPIs that tie to the team and corporate strategy; articulate why particular KPIs are
used and articulate how they tie to strategy
Revenue generation
• Put in place the reporting and operating cadence to measure and manage all facets of new business
generation from lead to deal closure to deal post mortems
• Partner with field sales leadership to forecast new business and deliver against this forecast based
on both analytics and rigorous deal inspection
• Partner with field sales leadership to define and enhance our sales process (e.g., stages, content
created at each stage, etc)
• Support broader SMS leadership in forecasting, revenue, sales targets, and other financial analysis
efforts
Pricing
• Manage a small team that delivers pricing recommendations based on multiple factors, such as indepth
customer insights, sound financial forecasting and a thorough understanding of the
competitive landscape
Proprietary and Confidential 2 Last Update: 4/23/19
• Develop and lead a cross-functional deal desk process
Operational Leadership
• Serve as a single point of contact for leadership inside the organization as the owner of sales data in
the SMS CRM and additional data platforms
• Oversee existing applications related to sales operations or automation
• Build and maintain collaborative relationships with both internal and external clients
Misc.
• Serve as a subject matter expert to the departments on sales, operations and pricing best practices;
coach and mentor sales operations staff
• Foster a positive team environment
• Ensure confidentiality of internal and external data
• Perform ad-hoc projects and other duties as assigned
• Travel expected up to 5% of the time
Professional Skills
These are the professional skills we would expect from an individual fully established in this role.
• Customer Service - Expert
• Verbal Communication- Expert
• Written Communication- Expert
• Teamwork- Expert
• Relationships - Expert
• Negotiation - Advanced
• Organizational Awareness- Expert
• Analysis - Expert
• Problem-Solving - Expert
• Process Orientation- Expert
• Prioritization - Expert
Role Specific Skills
• Computer Skills: Proficient in Microsoft Word, Excel, PowerPoint, Outlook required
• Professional, relevant examples of effective sustainable client relationships
• Creativity/innovation to apply new and evolving ideas, methods, designs and technologies
• Ability to thrive in ambiguous situations and driven by urgency.
• Proactive, collaborative and decisive leader
People Management Skills
• Advanced proficiency in all people management processes, including recruitment, performance
management and reward
• Advanced proficiency in building, growing and developing a team; including department structure
design and resourcing
• Advanced proficiency in coaching and developing individual team members to reach their potential
• Proficient in engaging multiple teams through communication, processes, personal impact and
influence

Minimum Qualifications
• Bachelor’s degree required
• At least 8 years of sales experience and a minimum of 5 years of complex sales to executives in
large organizations, ideally in technology or services required
• Extensive knowledge of sales process, methodology and data required
• Comprehensive understanding of CRM’s and sales reporting
Other Relevant Qualifications
• Master’s Degree in relevant field preferred
• Industry knowledge and experience preferred
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