Director, Sales Operations and Enablement

The U.S. Green Building Council (USGBC) is a global, nonprofit organization based in Washington, D.C., working to improve environmental sustainability, human health, and resilience in the built environment through its programs and rating systems including LEED. Today, people in over 150 countries and territories live, work, and learn in LEED certified buildings, communities, and cities that protect health, climate, and natural resources, and enhance quality of life.

USGBC’s U.S Market Transformation and Development department is seeking a Director of Sales Operations and Enablement. This dual role will innovate an end-to-end sales strategy and optimize the sales processes to drive revenue growth across the full suite of USGBC/GBCI products assigned to the U.S. team. This includes managing budget, resources, and staff capacity, as well as identifying and assisting team members with tools, guidance, and assets to nurture current and future clients. This cross-functional role will require cross-departmental strategies that align with leadership strategy and focus areas to drive operational excellence that empowers the team to achieve and exceed annual targets. This role will also hold influence within the global approach to sales operations, strategy and programs.

Specific Responsibilities:

• Sales Enablement: Develop, innovate and execute sales enablement programs to equip the sales team with the tools, resources, and training necessary to succeed in upselling and cross-selling the full suite of USGBC/GBCI products.
• Operational Leadership: Lead the development and implementation of operational strategies to streamline sales processes and maximize the efficiency of sales engagement pathways.
• Performance Management: Establish key performance metrics and dashboards to monitor sales performance, identify areas for improvement and drive continuous optimization at the team and individual levels.
• Cross-functional Collaboration: Collaborate closely with cross-functional teams, including marketing, product, technology, and customer engagement teams, to align sales strategies with overall business objectives.
• Technology Enablement: Evaluate, implement, and optimize sales technologies and CRM systems to support sales processes and enhance productivity.
• Sales Process Optimization: Analyze sales processes and identify opportunities for automation, standardization and improvement to drive operational excellence.
• Training and Development: Develop and deliver sales training programs, workshops, and materials to enhance sales skills, product knowledge and overall performance.
• Sales Forecasting: Work closely with team leadership to develop accurate sales forecasts and provide insights to support strategic decision-making within all applicable sales channels.
• Team Management: Build, develop, and lead a high-performing team of operations and sales enablement professionals, fostering a culture of positivity, collaboration, innovation and accountability.
• Market Analysis: Stay informed about industry trends, competitive landscape and customer needs to inform sales strategies and initiatives.

Required Experience & Qualifications:

• Bachelor's degree in Business Administration, Sales, Marketing, or a related field.
• Proven experience (15+) in sales operations, sales enablement, or a related field, with a track record of driving operational excellence and sales performance.
• Strong leadership skills with the ability to inspire, motivate, and develop a team.
• Excellent analytical and problem-solving skills with a data-driven approach to decision-making.
• Exceptional communication and interpersonal skills, with the ability to collaborate effectively across teams and influence stakeholders at all levels.
• Experience with sales technologies and CRM systems; proficiency in Salesforce is a plus.
• Results-oriented mindset with a focus on achieving and exceeding targets.
• Ability to thrive in a dynamic environment and adapt to change quickly.
• Desire for perpetual professional growth and mindset for continuous improvement.
• Passion and commitment to green building marketplace transformation by encouraging and accelerating U.S. market interventions that aim to alter market behavior by removing identified barriers and leveraging opportunities to further the internalization of green building as a matter of standard practice.
• Excellent communication skills.
• Self-starter, detail-oriented, organized, and able to prioritize.
• Demonstrated ability to responsibly manage multiple projects and timelines simultaneously while delivering expected outcomes.
• Excellent analytical, problem-solving, and decision-making skills.
• Ability to think systematically and plan, and excellent at meeting deadlines.
• Demonstrated ability to work and communicate with diverse staff.

Preferred Qualifications:

• MBA or equivalent experience and/or credentials.
• Experience with sales related to LEED and/or commercial real estate.
• Demonstrated success with leading a remote team.
• LEED Green Associate or AP accreditation.

Details:

• This position is based out of the headquarters location in Washington, DC. Strong candidates based in New York City, Dallas/Fort Worth, and Sacramento/San Francisco metro areas would be considered for remote employment.
• Full Time, permanent, salaried, benefits-eligible, exempt status.
• Approximately 30%-50% travel expectation with full participation at Greenbuild and key market engagements.
• USGBC is an equal-opportunity employer.

Benefits

Employees work for an established mission-based and member-driven nonprofit organization with a compelling vision, non-profit competitive compensation commensurate with experience and skill level, generous benefits package, 401k matching and comprehensive health insurance.

The headquarters office is a LEED Platinum commercial interior space in a LEED certified building in the LEED Platinum certified central business district in the first LEED Platinum certified city, Washington, DC. The office serves as an example for green design and construction products and practices. It is close to public transportation and incorporates many healthy and environmentally friendly features.