Sr. Director, North America Sales Operations

The Sr. Director, Sales Operations is a member of the Global Sales Operations team, reporting to the VP, Global Sales Operations. This role will deliver on regional territory planning quota-setting, accurate out-quarter pipeline and forecast management, as well as monthly and quarterly deal close support with a key focus on streamlining all sales operations activities based on the priorities of the VP, Global Sales Operations, and SVP, North America Sales. This role may be remote.  

 
Key Responsibilities, (including but not limited to): 

• Be an effective business partner 

• Act as an adviser to the Regional SVP Sales and act as a proxy when needed  

• Proactively assess NA go-to-market coverage and performance, and identify, evaluate and resolve fundamental issues, providing strategy and direction. 

• Work with Regional SVP and VP Global Sales Operations to plan, localize and execute sales strategy and processes within a global framework. 

• Orchestrate month-end and quarter-end bookings close support with late night coverage and deal troubleshooting with support teams 

• Represent region in global business planning, sales compensation strategy, and coverage discussions. 

• Act as a strong collaborative partner to functions supporting Regional SVP, including Finance, HR, Marketing, and Product teams, sharing information and creating alignment. 

• Drive sales excellence 

• Define seller activities, productivity benchmarks, and pipeline best practices, and provide recommendations to executive leadership. 

• Ensure efficient deal velocity via deal management process improvement initiatives in consultation with finance. 

• Implement sales processes and data governance with attention to consistency, quality, and global alignment across lead-to-cash cycle. 

• Lead sales performance management 

• Ensure sellers and managers are provided dashboards with visibility and insight into targeting, performance, and customers activities in alignment with GTM strategy.  

• Cascade global and regional KPIs for measurement of successful go-to-market strategy and business programs. 

• Oversight of regional weekly Bookings Forecast, QBRs, and productivity metrics. 

• Orchestrate regional planning 

• Responsible for overall capacity planning, quota allocation, and territory alignments for all field roles, in collaboration with the SVP and leaders in finance, HR and other relevant stakeholders. 

• Researches and anticipates economic factors that could influence strategies and company position in the market and reacts accordingly. 

• Work with finance, sales leaders, and HR to optimize resources in order to achieve bookings results, including forward-looking resource needs, as well as op-ex optimization. 

 Measures for Success: 

• Regional CRM pipeline accuracy, consistency, and standardization in alignment with global framework 

• Deal velocity and month-end / quarter-end deal support satisfaction 

• In-quarter and out-quarter forecast accuracy 

• Regional sales team CSAT results 

• High performing sales operations team 

 
Minimum Requirements:  

• 12-15 years relevant experience (the preferred candidate should have experience in sales operations and another function such as finance and have experience working in a multi-national, matrixed organization in a Cloud or Saas company) 

• Impeccable managerial and interpersonal influencing skills. 

• Proven ability to build high performing teams with focused direction and development for team members. 

• Proven track record of effectively interacting with executive management 

• Ability to work strategically and collaboratively across departments to create alignment and synergy. 

• Demonstrated leadership in solving complex sales strategy, operational, and organizational issues. 

• Strong analytical skills and adept at using key data from CRM and reporting tools. 

• Excellent communication and presentation skills. 

• MBA or equivalent required; Analytics or quantitative bachelor’s degree preferred. 

• Be collaborative, innovative, and a team player.