Director of Sales Operations - International

The Opportunity

The Director of Global Sales Operations is a key leadership role responsible for driving the effectiveness and efficiency of our EMEA and APAC sales organizations. This role involves strategic planning, process optimization, performance management, and cross-functional collaboration to ensure the sales team operates at peak performance. The Director will oversee the development and implementation of sales processes, tools, and metrics to drive revenue growth and ensure alignment with the company's strategic goals.

To be successful, this person must be highly motivated and self-sufficient with the ability to build and leverage strong relationships with internal stakeholders within a fast-paced, changing environment.

Core Responsibilities:

Forecasting:

• Lead the development and management of sales forecasts, ensuring accuracy and alignment with business goals.
• Utilize data analysis and market trends to predict future sales and adjust strategies accordingly.
• Provide regular forecast updates to senior management and adjust plans based on performance data.
• Understand and align with the company vision to achieve consolidated goals.

Territory Management:

• Develop and implement in coordination with senior sales leadership effective territory management strategies to optimize coverage and maximize sales potential.
• Ensure fair and strategic distribution of sales territories among the sales team.
• Monitor and analyze territory performance, adjusting as needed to address market changes or sales opportunities.

Commission and Goal Sheet Management:

• Design and manage competitive commission structures that motivate and reward sales performance.
• Develop and maintain goal sheets for sales representatives, aligning individual targets with overall business objectives.
• Monitor commission payouts and ensure accuracy and compliance with company policies.

Sales Process Optimization

• Design, implement, and optimize MEDDPICC sales processes to improve efficiency and effectiveness.
• Ensure sales processes are scalable and adaptable to different regions and markets.

Performance Management

• Establish key performance indicators (KPIs) and metrics to monitor and improve sales performance.
• Analyze sales data and provide actionable insights to the sales leadership team.
• Drive continuous improvement initiatives to enhance sales productivity and effectiveness.
• Scale and implement business operations and deliver key strategic initiatives.

Sales Tools and Technology

• Oversee the selection and management of sales tools and technologies.
• Ensure sales teams have the necessary tools and resources to perform their roles effectively.

Team Leadership and Development

• Lead and mentor the global sales operations team, fostering a culture of high performance and continuous improvement.
• Provide training and development opportunities to enhance team capabilities.
• Oversee hiring process to identify and attract best talent.
• Foster existing team to identify, retain and develop best employees.

Cross-Functional Collaboration

• Work closely with Marketing, Finance, Product, and Customer Experience teams to ensure alignment and support for sales initiatives.
• Facilitate effective communication and collaboration across different functions and regions.

Compliance and Risk Management

• Ensure sales operations comply with legal and regulatory requirements.
• Identify and mitigate risks related to sales operations.

Qualifications:

• Bachelor's degree in business administration, finance, information technology, or related field of study or equivalent combination of experience and education.
• 15+ years of experience in a sales support/operations role
• Intermediate knowledge of CRM databases; Salesforce.com preferred.
• Intermediate to advanced knowledge of Microsoft Office products, including Outlook, Word, Excel, and PowerPoint.
• Intermediate to advanced knowledge of Salesforce.com (SFDC) and other sales enablement programs (i.e., Outlook, Sales Navigator, Zoom, Microsoft Teams, etc.) commonly used by a sales team.
• Aptitude to learn new software programs, tools, and applications.
• Energetic, go-getter with strong abilities to build relationships, follow up on requests, and complete tasks.
• Strong organizational skills with the ability to manage multiple projects and tasks simultaneously, while maintaining a forward-thinking mindset to understand upcoming needs of the sales team.
• Excellent communication skills, both written and verbal.
• Expertise in global HR process is a strong plus.

Core Competencies:

• Strategic Vision: Ability to think strategically and develop long-term plans to achieve business objectives.
• Execution Excellence: Proven ability to execute plans and drive results.
• Data-Driven Decision Making: Strong focus on using data and analytics to drive decision-making and performance improvement.
• Collaboration: Ability to work effectively with cross-functional teams and influence stakeholders at all levels.
• Adaptability: Capacity to thrive in a dynamic, fast-paced environment and manage multiple priorities.
• Culture Guide: Strong capability to relate and connect with employees from different countries and backgrounds.
• Versatile: Your diverse cultural and work background will help you face the disparate challenges coming your way.