Vendr is looking for a Director of Sales Operations for its Operations organization.

The ideal candidate will bring hands-on Sales Operations expertise, a knack for running a business cadence like clockwork with an eye for continuous improvement and driving change adoption, and a passion for hiring and developing top talent.

This is a leadership role that will partner closely with:

• The Head of Sales and Sales Directors
• the Finance and Training & Enablement organizations
• fellow Operations team leaders: Success Operations, GTM Business Systems, Marketing Operations

The right candidate will be a hands-on leader who is able to…

• roll up their sleeves and dive into the day-to-day reality of the business, to gain a first-hand understanding of specific challenges and inefficiencies
• rapidly "zoom back out" and identify improvement initiatives
• prioritize those initiatives that will drive the most impact - and direct their execution
• partner across the organization to manage change and drive adoption of the proposed new processes

You will:

• Build and shape the Sales Ops team, fostering a culture of collaboration and mutual support, accountability, velocity and data-driven decision making
• Drive the sales team's purposeful and focused execution of our Go-to-Market (GTM) strategy towards the company's quarterly and annual targets:
  • implement and operate a run-the-business cadence, including the weekly/monthly/quarterly forecasting process, large opportunity reviews, quarterly business reviews, etc
  • together with the Head of Sales, hold sales leaders and account executives accountable for their prep work for these cadence touch points, and for their follow-up
  • ensure that these forecast review meetings are based on easily accessible, reliable data
  • keeping the best interest of Vendr and our customers at heart, ensure and enforce alignment with established processes (e.g. rules of engagement, SLAs…)
  • provide regular updates to C-level leaders
• Enhance the productivity and operational effectiveness of revenue teams through continuous process improvement
  • analyze the prospect journey, identifying inefficiencies (e.g. poor conversion rates, excessive time-in-stage, missed SLAs…)
  • track leading indicators (inputs) and key results (outcomes); identify remediation actions (or areas to double-down on, where things go well!)
  • redefine and optimize relevant processes; drive change adoption
  • monitor the effectiveness and, as the business owner, drive the evolution of the GTM tech stack
• Continuously review, assess and evolve our GTM strategy
  • analyze pipeline generation and progression data, trends in win/loss and retention/churn rates by sales / success team, customer segment, type of deal, and other factors
  • enrich these quantitative insights with qualitative inputs from the field
  • develop, align, and implement new territory / account assignments, compensation plans, and targets / quotas
  • recommend, secure buy-in / approval, and drive implementation of change-the-business initiatives, inclusive of sales processes / methodologies, organizational design and incentive structure

You'll need:

• Bachelor's degree or equivalent experience, advanced degree or MBA preferred
• 10+ years of experience with 5+ years experience as a Sales/Success/Revenue Operations Leader in an Enterprise Software/SaaS company
• Proven ability to lead and scale Sales/Revenue Operations of significant scope through growth periods
• Previously designed and implemented sales processes while leveraging data to drive influence and strategy
• Experience with Business Intelligence (BI) applications and reporting (e.g. Tableau, Looker)
• Proficiency in Salesforce.com with expertise in leading Salesforce improvement efforts
• Fluency in other systems and sales tools, including prospecting and data tools (Salesloft, ZoomInfo, LinkedIn Sales Navigator), Sales Intelligence tools (Clari and Gong), and other tools that drive Sales/CS productivity (DocuSign, etc.)
• Proficiency with a variety of Sales methodologies, MEDDPICC background preferred

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