Global Director, Sales Operations

Job Type Full-time Description

The Global Director, Sales Operations is responsible for enabling sellers, aligning sales processes and technologies with the overall sales revenue goal. This is a high-level position that exercises discretion and independent judgment only under general supervision. The Sales Operations Director will continuously enhance activities and procedures that support, enable, and drive the Sales team’s efficiency and accelerate sales performance. Collaboration is key, as this role closely collaborates with other high-performing teams including Sales, Product Marketing, Finance, and Human Resources. Acting as a central point of contact, the Global Director, Sales Operations will provide valuable insights into sales performance, facilitating necessary changes to propel Elixir towards its revenue goals. 

Essential Functions

• Supervise a global team of employees, including making recommendations related to the hiring, retention, termination, and advancement of employees; scheduling projects and monitoring employees’ progress; handling employees’ grievances; coaching employees to achieve their full potential via Elixir Success and Quarterly Coaching programs; and acting as a Security Designate.
• Design Sales Operations roles, teams, and reporting relationships as needed to achieve objectives
• Provide guidance and collaborate with Sales leadership to design and coordinate selling roles, optimizing sales coverage by determining the appropriate sales team size by role and channel
• Collaborate with Sales leadership to develop and maintain a model for sales territory design and management, account alignment, and customer segmentation with a focus on revenue growth 
• Improve overall sales effectiveness by codifying Elixir’s sales methodology, driving adoption, and promoting continuous improvement
• Partner with senior management to identify opportunities for sales process improvement
• Participate in the annual sales quota, compensation, and sales organizational planning process
• Manage a repeatable sales incentive review, design, and change process
• Provide weekly perspective on state of the business and recommendations on how to maximize sales revenue
• Work closely with Sales and Finance leadership to prepare board level and executive management presentations
• Ensure planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes within cross-functional departments
• Establish sales compensation program rules, policies, and procedures
• Facilitate sales forecast calls and deal reviews
• Develop standards for sales excellence including key scorecards, agreed to guiding metrics, operational design, and process
• Roll out sales process and methodology to new and existing team members
• Establish clear deal structure and compliance guidelines and measure sales adherence to defined processes
• Build sales GTM annual operating plan and budget in collaboration with Sales and Finance leadership
• Manage the planning, execution, and communication of Sales GTM programs by developing clear timelines and processes
• Maintain and evangelize communication best practices for Sales and sales support functions
• Develop and manage the Sales Operations’ analytics function by cultivating a data analytics competency within the team
• Identify creative tools and programs to address learning needs and close knowledge gaps of team members 
• Monitor and report on training effectiveness, identifying potential issues and recommending solutions
• Develop and manage Sales Enablement function’s growth and maturation by supporting Sales Operations team members responsible for buyer enablement, messaging and content development, and sales process management
• Develop and implement the strategy for enablement programs ensuring that sales enablement KPIs are clearly defined, tracked, and reported
• Develop and manage a rolling 12-month sales enablement roadmap
• Maintain and develop a portfolio of sales enablement programs and content including sales playbooks, competitive cheat sheets, sales decks, deal one-pagers, etc.
• Own the vision, strategy, acquisition, implementation, and goals for Elixir’s sales systems tech stack, overseeing administration and operations
• Collaborate with Sales leadership to deliver maximum value from Revenue.io, LinkedIn Sales Navigator, ZoomInfo, and other sales development tools 
• Monitor system adoption and data compliance and governance
• Foster an environment that promotes data hygiene and integrity to enable usability of the sales tech stack including Salesforce
• Direct and manage the updating of sales process, forecasting, pipeline management, KPIs, reports, and dashboards in Salesforce
• Ensure pricing books