REQUIREMENTS

• Four-year college degree from an accredited institution.
• Minimum of 10 years’ sales operations or sales management experience, ideally in a similar role.
• Experience in a private equity owned software company is ideal.
• Strong ability to manage multiple deliverables with sound planning and resource management skills
• Strong interpersonal/negotiation skills, to include conflict resolution; demonstrated skills in systematic problem solving
• Demonstrated ability to operate in a cross-functional environment to develop solutions that maximize business results
• Self-starter who requires minimum supervision
• Broad business background with the ability to converse intelligently with other functional areas such as Marketing, Legal, Finance and Technology teams
• Highly organized with an obsessive attention to details
• Intermediate level Excel skills
• Experience with Salesforce and/or similar CRM systems
• Excellent writer with strong overall communication skills
• Exceptional at structuring, interpreting, and presenting analysis
• Strong problem solving and collaboration skills

• Ability to execute on planning, reporting, quota setting and management, sales process optimization, sales training and enablement, sales program implementation, sales compensation design and administration.
• Responsible for equitably assigning sales quotas and ensuring the organization’s financial objectives are optimally allocated to all sales channels and resources through the quota program.
• Accountable for the timely assignment of all sales organization objectives.
• Partners with senior sales, customer success, and marketing leadership to identify opportunities for process improvement.
• Facilitates successful implementation of new programs through the revenue organization by ensuring a well-defined, efficient process is in place for launch & enablement. Fosters an organization of continuous process improvement.
• Prioritizes investments in enabling technologies in support of revenue organization productivity. Works closely with the CRO and across the Executive team to understand the organizations Sales and Product strategy. Recommends enhancements to the sales process and customer support relationships to streamline and improve customer acquisition and retention processes.
• Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
• Works closely with senior leadership to define the optimal performance measurements and performance management programs required to ensure revenue organization success. Aligns reporting, training, and incentive programs with these performance management priorities.
• Ensures end-to-end revenue reporting and other internal intelligence is provided to the revenue organization and ELT. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
• Working closely with sales leadership and Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles.
• Oversees the delivery of field and HQ training to sales, sales management, and sales support personnel.
• Working with Finance and senior revenue leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce revenue organization strategy, and align with business and revenue organization objectives.
• Establish sales compensation program rules, policies, and procedures. Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation.
• Directs and supports the consistent implementation of go-to-market and company initiatives.
• Plays lead role for the integration of the sales teams, systems and processes of acquired organizations.
• Is a visible member within the organization as a key representative of the Revenue team and a champion for its success.
• And other duties as assigned.