Director, Sales Strategy & Operations

Fictiv Exists to Enable Hardware Innovators to Build Better Products, Faster

Fictiv, coined the “AWS of manufacturing,” is a leading technology company transforming the $350 billion manufacturing industry. Our cutting-edge cloud platform uses AI and machine learning algorithms to help companies build hardware at the speed of software. Come join our growing team!

 

Impact In This Role

When a sales organization begins to scale to support a growing company, sales operations and strategy become vital functions. With more channels, customers, and revenue comes the need for meaningful KPIs to track and measure sales effectiveness and productivity in order to scale the organization with the right people at the right time for the right roles.

With double-digit growth quarter over quarter and year over year, the Director, Sales Strategy & Operations will work alongside the CRO and the sales leadership team to make the right investment decisions at the right time. They will be responsible for driving operational excellence and strategic initiatives within the sales organization. This role involves analyzing sales data, developing sales growth strategies, and implementing processes to increase efficiency and effectiveness. 

The Director, Sales Strategy & Operations collaborates closely with the sales team, finance, and other cross-functional departments to align sales operations with business objectives and support revenue growth.

You will report to the Chief Revenue Officer. 

What You’ll Be Doing

Deep Sales Analysis and Proactive Reporting:

• Analyze sales data and performance metrics to identify trends, opportunities, and areas for sales productivity improvements.
• Generate regular sales reports and dashboards for management, providing insights and recommendations based on data analysis.
• Build QBR Quantitative data for each Business Unit Leader and review with the business leaders to help find and tell the story of opportunities and gaps.
• Monitor key performance indicators (KPIs) to track sales team performance and provide actionable insights for continuous improvement.

Sales Strategy Development:

• Collaborate with Fictiv leadership to develop and refine sales strategies and objectives.
• Conduct market research and competitive analysis to identify market trends, customer needs, and potential growth opportunities or new sales channels/models we should explore, new business units we should add, or new roles we should do.
• Identify areas for sales process improvement and propose strategic initiatives to drive revenue growth.
• Work with the CRO and her leadership team to develop the next fiscal year's compensation plans to optimize results.

Sales Process Optimization:

• Streamline sales processes and workflows to improve efficiency and effectiveness.
• Support the development of sales tools, sales enablement methodologies, and best practices to enhance sales team productivity. 
• Identify and implement sales enablement initiatives to improve sales effectiveness and support the achievement of sales targets.

Sales Forecasting and Planning:

• Collaborate with finance and sales leadership to develop accurate sales forecasts and revenue projections.
• Monitor sales pipeline and provide insights to support accurate forecasting and resource allocation.
• Assist in developing sales quotas and territory assignments based on market potential and sales objectives and provide continual feedback on territory adjustments to ensure we maximize opportunities. 

Cross-Functional Collaboration:

• Work closely with finance, marketing, operations, and other departments to ensure alignment and collaboration in sales-related initiatives and to build out commensurate capacity as required in marketing programs, people, etc.
• Collaborate with IT to ensure effective utilization and integration of sales tools and systems.
• Act as a liaison between sales and other departments to address operational issues and foster effective communication and collaboration.
• Work closely with the People Ops team to support performance tracking and measurement. 

Desired Traits

• 4-7 years experience in a related role; experience in manufacturing a plus
• Bachelor's degree in business administration, marketing, or a related field 
• Proven experience in sales operations, strategy, or a similar role
• Strong analytical skills with the ability to analyze complex data sets and provide actionable insights
• Excellent strategic thinking and problem-solving abilities
• Strong project management skills and the ability to manag