Director, Sales Operations

The Company You’ll Join

Carta is a platform that helps people manage equity, build businesses, and invest in the companies of tomorrow. Our mission is to unlock the power of equity ownership for more people in more places. 

Carta is trusted by more than 40,000 companies and over two billion people in nearly 160 countries to manage cap tables, compensation, and valuations. Carta also supports nearly 7,000 funds and SPVs, and represents nearly $130B in assets under administration. Carta’s liquidity solutions have returned $15B to shareholders in secondary transactions. Today, Carta’s platform manages nearly three trillion dollars in equity globally. 

Companies and funds like Tribe and Pipe build their businesses on Carta. The company has been included on the Forbes World’s Best Cloud Companies, Fast Company's Most Innovative list, and Inc.’s Fastest-Growing Private Companies. We’ve also been recognized as a 2023 Built In Best Place to Work in the U.S., a Muse VIBE Award winner in the Vacation and Time Off category and certified as a Great Place to Work.

For more information about our offices and culture, check out our Carta careers page.

The Team You’ll Work With

You’ll be joining our GTM Operations team as Sr. Director of Sales Operations that leads all systems, data and strategy across the GTM function (marketing, sales and CS).   This team includes operations, strategy and enablement and works closely to drive revenue, efficiency and the customer experience. 

The Problems You’ll Solve

You will help us

• Constantly improve our sales funnel through data, systems, strategy and process
• Deliver the best tools and data to our sales teams
• Equip our sales leaders and executives with the insights to make key investment and people decisions

Key responsibilities of this role

• Leverage tools, data and enablement to drive continuous improvement in our sales funnel, including:
• Lead Conversion:  Lead disposition, speed of response, conversion rates from lead to pipeline
• Outbound Efficiency:  Outbound performance (e.g., sequence effectiveness), coverage ratios with AEs/SDRs
• Sales Attainment:  Pipeline coverage, territory balancing, capacity planning, headcount in seats
• Forecast Accuracy:  Forecasting and pipeline management
• Win Rate/Deal Cycle:  Pipeline conversion (overall, team, segment, rep, source), time in stage, competitive insights
• ACV:  Op size, attach, discounting
• Lead the sales tools and sales data strategy, including:
• Tool strategy, purchase, implementation, administration and budget management 
• Data enrichment through vendors and intake of actionable feeds to ensure our GTM teams have quality data to drive right actions
• Routing (leads, accounts, territory changes)
• Lead cross-functional initiatives to drive improvements in processes through:
• Sales systems (including CPQ, Salesforce….)
• Finance
• Product integrations (i.e. PLG offering)
• Sales compensation
• Segmentation and rules of engagement

Partners and Stakeholders

• Sales teams and leaders (your stakeholders)
• New business sales team
• Growth/expansion sales teams
• SDR team
• In our broader GTM Ops org (your team partners)
• GTM strategy and analytics (including pricing)
• GTM enablement
• Marketing, CS/Delivery and BD Operations
• In our broader GTM org (your GTM partners)
• Business Technology leads Salesforce administration, QTC and system-to-system integrations
• Additional partners with SOPS (your Company partners)
• Deal desk - partner with finance
• Incentive compensation - finance

About You

• Cross-functional communication
• Nose for technical details… comfortable with architecture and systems (embraces complex architecture discussions) to allow you to support and amplify the team
• Experience leading Sales Operations teams at scale for SaaS companies
• Experience with high-volume, low ACV models a plus
• In-depth understanding of overall business operations and excellent project management skills; a track