Sr. Director, Sales Operations
We are seeking a data-driven and strategic Head of Sales Operations to lead our sales operations function and drive sales performance optimization. This critical role requires a leader who can align sales strategies with overall business objectives, ensure data-driven decision-making, drive execution and optimize processes to enhance sales effectiveness. The ideal candidate will embody our Revenue Operations (RevOps) principles, focusing on creating sustainable customer impact, driving our revenue engine, fostering cross-functional collaboration, and driving proactive change within the organization.
Responsibilities:
Sales Strategy and Planning
Design and implement sales quotas, territories, and account alignments
Develop and execute strategies for optimizing sales performance and productivity
Collaborate with sales leadership to set and achieve revenue targets
Contribute to the design and execution of sales incentives
Develop and drive back on track and close the gap plans when needed
Performance Analysis and Reporting
Oversee sales performance reporting and conduct regular productivity analyses
Manage forecasting processes and improve forecasting accuracy
Conduct weekly, monthly, and quarterly sales reviews and business performance analyses
Track pipeline movements and revenue projections
Track and forecast team headcounts, hiring needs, and attrition rates
Monitor and improve Rep and frontline manager KPIs
Data Management and Analytics
Develop and maintain interactive sales dashboards and custom reports
Ensure data quality and integrity in CRM systems and other sales tools
Utilize data analytics to recommend action, predict risks and opportunities, make informed decisions and turn insights into actionable strategies
Help Sales Succeed
Work with enablement to create comprehensive sales playbooks, pitch decks, and training materials
Develop and implement effective onboarding processes for new sales team members
Make fair, rigorous, consistent and empathetic decisions (or recommendations) on issue of sales policy, revenue recognition, incentive eligibility, sales splits, performance plans etc.
Help escalate and/or remove friction for Sales with other operations teams
Process Improvement and Technology Management
Identify and implement automation opportunities in the sales process
Provide input on the sales technology stack
Evaluate and recommend new tools and technologies to enhance sales effectiveness
Drive overall sales productivity and remove friction for frontline teams
Team Management and Development
Oversee the Sales Operations team, include AMER Sales Ops, EMEA & APAC Sales & Demand Ops, setting clear objectives and performance metrics
Mentor and coach team members, identifying areas for improvement and growth
Track and forecast team headcounts, hiring needs, and attrition rates
Cross-Functional Collaboration
Work closely with finance, marketing, and product teams to align strategies and objectives
Facilitate alignment between sales and other departments to ensure unified go-to-market approaches
Serve as a business partner to regional leadership, providing insights and recommendations
Customer Intelligence and Competitive Analysis
Track competitive win/loss rates and provide insights to inform sales strategies
Gather and co-ordinate feedback from sales to the Product R&D organization
Qualifications and Skills:
Proven experience in sales operations leadership roles
Strong background in sales performance management, data analytics, and process optimization
Expertise in designing and implementing sales quotas, territories, and incentive plans
Strong process execution capabilities
Proficiency in CRM systems and sales analytics tools
Strong skills in data analysis, forecasting, and performance tracking
Experience in developing and managing sales enablement programs
Proven ability to lead and motivate teams, with excellent coaching and mentoring skills
Strong cross-functional coordination skills, particularly in aligning sales with other departments
Excellent communication and presentation skills for stakeholder engagement and business reviews
Strategic thinking with a focus on driving business growth and efficiency
Bachelor's degree in Business, Marketing, Finance, Analytics, Operations or related field; MBA preferred
Why Brandwatch:
At Brandwatch, we believe in making a real, lasting difference for our customers by aligning everything we do to sustainable and differentiated customer impact. We value smart decision-making enabled by data, proactive recommendations, and driving meaningful change. By joining our team, you'll have the opportunity to shape the future of our sales operations, work with cutting-edge technology, and collaborate with passionate professionals dedicated to excellence. At Brandwatch, we are committed to fostering a diverse and inclusive workplace. We encourage applications from all qualified individuals and do not discriminate based on race, ethnicity, gender, age, disability, or any other legally protected status.
#LI-remote
Apply Now
Responsibilities:
Sales Strategy and Planning
Design and implement sales quotas, territories, and account alignments
Develop and execute strategies for optimizing sales performance and productivity
Collaborate with sales leadership to set and achieve revenue targets
Contribute to the design and execution of sales incentives
Develop and drive back on track and close the gap plans when needed
Performance Analysis and Reporting
Oversee sales performance reporting and conduct regular productivity analyses
Manage forecasting processes and improve forecasting accuracy
Conduct weekly, monthly, and quarterly sales reviews and business performance analyses
Track pipeline movements and revenue projections
Track and forecast team headcounts, hiring needs, and attrition rates
Monitor and improve Rep and frontline manager KPIs
Data Management and Analytics
Develop and maintain interactive sales dashboards and custom reports
Ensure data quality and integrity in CRM systems and other sales tools
Utilize data analytics to recommend action, predict risks and opportunities, make informed decisions and turn insights into actionable strategies
Help Sales Succeed
Work with enablement to create comprehensive sales playbooks, pitch decks, and training materials
Develop and implement effective onboarding processes for new sales team members
Make fair, rigorous, consistent and empathetic decisions (or recommendations) on issue of sales policy, revenue recognition, incentive eligibility, sales splits, performance plans etc.
Help escalate and/or remove friction for Sales with other operations teams
Process Improvement and Technology Management
Identify and implement automation opportunities in the sales process
Provide input on the sales technology stack
Evaluate and recommend new tools and technologies to enhance sales effectiveness
Drive overall sales productivity and remove friction for frontline teams
Team Management and Development
Oversee the Sales Operations team, include AMER Sales Ops, EMEA & APAC Sales & Demand Ops, setting clear objectives and performance metrics
Mentor and coach team members, identifying areas for improvement and growth
Track and forecast team headcounts, hiring needs, and attrition rates
Cross-Functional Collaboration
Work closely with finance, marketing, and product teams to align strategies and objectives
Facilitate alignment between sales and other departments to ensure unified go-to-market approaches
Serve as a business partner to regional leadership, providing insights and recommendations
Customer Intelligence and Competitive Analysis
Track competitive win/loss rates and provide insights to inform sales strategies
Gather and co-ordinate feedback from sales to the Product R&D organization
Qualifications and Skills:
Proven experience in sales operations leadership roles
Strong background in sales performance management, data analytics, and process optimization
Expertise in designing and implementing sales quotas, territories, and incentive plans
Strong process execution capabilities
Proficiency in CRM systems and sales analytics tools
Strong skills in data analysis, forecasting, and performance tracking
Experience in developing and managing sales enablement programs
Proven ability to lead and motivate teams, with excellent coaching and mentoring skills
Strong cross-functional coordination skills, particularly in aligning sales with other departments
Excellent communication and presentation skills for stakeholder engagement and business reviews
Strategic thinking with a focus on driving business growth and efficiency
Bachelor's degree in Business, Marketing, Finance, Analytics, Operations or related field; MBA preferred
Why Brandwatch:
At Brandwatch, we believe in making a real, lasting difference for our customers by aligning everything we do to sustainable and differentiated customer impact. We value smart decision-making enabled by data, proactive recommendations, and driving meaningful change. By joining our team, you'll have the opportunity to shape the future of our sales operations, work with cutting-edge technology, and collaborate with passionate professionals dedicated to excellence. At Brandwatch, we are committed to fostering a diverse and inclusive workplace. We encourage applications from all qualified individuals and do not discriminate based on race, ethnicity, gender, age, disability, or any other legally protected status.
#LI-remote
Apply Now