We're looking for a Sales Operations Partner to bring clarity, rigor, and predictability to our Direct Sales motion. As a trusted partner to Sales leadership, you'll ensure the pipeline is real, the forecast is defensible, and the data tells a clear story about what's working, what's at risk, and where to focus next.
Requirements
- Develop a deep understanding of the Direct Sales motion, segments, and current performance drivers.
- Audit pipeline health, stage integrity, forecasting accuracy, and inspection cadence.
- Assess territory design, quota coverage, and capacity assumptions.
- Identify the most significant friction points impacting seller efficiency or sales forecast reliability.
- Assess sales tech stack and utilization of tools to make recommendations to improve.
- Deliver a clear current-state assessment with prioritized recommendations.
- Establish a consistent weekly pipeline inspection and forecasting cadence with Sales leadership.
- Implement clear pipeline hygiene standards, including stage criteria, aging thresholds, and close-date discipline.
- Validate or refine territory and account assignment models.
- Deliver actionable funnel, velocity, and win-rate insights by segment and rep cohort.
- Partner with Business Systems to scope and prioritize CRM and workflow improvements.
- Align with Enablement on changes requiring seller communication or reinforcement to drive best practice process and tool adoption.
- Own pipeline health, stage integrity, and inspection standards across the Direct Sales motion.
- Lead a consistent forecasting cadence with Sales leadership, surfacing risk early and pressure-testing assumptions.
- Stabilize territory design, account assignments, and quota coverage.
- Audit CRM workflows and reporting to identify the highest-impact opportunities to reduce seller friction.
- Consistently audit lead and opportunity adoption, pipeline health and forecast accuracy to provide timely coaching, boost forecast accuracy and enable confidence in numbers for Finance forecasting practice.
- Assess territory, quota, and coverage framework aligned to growth plans.
- Make recommendations to improve if required.
- Surface repeatable insights on ICP fit, deal quality, and conversion drivers.
- Establish durable reporting and inspection views trusted by Sales leadership.
- Create feedback loops to Marketing, Product, and Enablement based on field data.
- Be viewed by Sales leadership as a trusted operational partner.
- Drive Predictability and Insight (3–6 Months):
- Deliver clear, defensible forecasts trusted by Sales leadership and Finance.
- Provide actionable insights on funnel performance, win rates, velocity, and deal quality by segment and rep cohort.
- Diagnose performance gaps rooted in process, ICP fit, coverage, or deal quality — not coaching.
- Partner with SDR Ops and Analytics to refine ICP definitions, account fit, and lead-to-opportunity handoffs.
- Translate field insights into concrete recommendations for Marketing, Product, and Enablement.
- Scale and Optimize the Revenue Engine (6+ Months):
- Own and evolve territory, quota, and capacity frameworks aligned to quarterly and annual planning cycles.
- Maintain durable reporting and inspection views that support planning and decision-making.
- Continuously improve CRM systems and workflows in partnership with Business Systems, ensuring adoption and seller trust.
- Serve as a long-term operational partner to Sales leadership, balancing speed with discipline as the business scales.
Benefits
- ISOs
- Health insurance
- 401(k) matching
- Paid time off
