Sales Strategy and Operations - Programs Lead

What is The Role

The AMER SalesOps Planning and Programs Lead works with the AMER SalesOps leader to set priorities, coordinate activities, and drive improvement.

To support our growth and enable us to scale efficiently, we are seeking an exceptional Sales Ops Professional to drive programmatic improvements to our sales strategy, planning, reporting, and analysis efforts. This role will work cross functionally to support business transformation with our Sales Development, Sales Engineering, and other Overlay Sales orgs.

This role will provide the analysis and support needed to evolve our understanding of our key metricsincluding pipeline dynamics and conversion rates; from the very top of the sales funnel all the way through to bookings and renewals. The successful candidate will work very closely with Marketing, Finance, and Sales to create and automate analysis and reporting that help align cross functional teams to our company’s growth objectives, while developing early warning indicators to improve outcomes.

What You Will Be Doing

• Own our weekly staff meeting agendas, team calendar, and priorities

• Identify, prioritize, and coordinate team-wide improvement projects

• Provide thought leadership on analytics standardization and automation

• Own all sales performance related metrics (e.g. website visits, contacts, leads, opportunities, conversion rates, won/loss analysis, etc)

• Develop automated data pipelines and dashboards to provide insights to our business partners (e.g. forecast sheets, activity tracking, business review templates, capacity models, profitability models, annual planning templates, etc)

• Support territory carving and GTM resource planning to optimize our coverage model and our incentive comp strategy across all GTM roles

• Implement early warning systems to help proactively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.)

• Support our Sales Engineering, Sales Development, and other Overlay teams to help evolve our resourcing model and execution

• Acts as a single point of contact with supporting functions (e.g. overlay ops functions, BI and data team, sales systems team, financial planning team, compensation team) to drive execution and improvement

• Provides direct business partner support to the AMER Sales Chief of Staff

What You Bring 

• 5+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field in Tech organizations with strong exposure to go-to-market strategy

• Experience working with Salesforce, particularly in the Sales Cloud environment.

• Experience in Forecasting, Pipeline management, Territory management, Territory planning and quota setting, comp management.

• Advanced knowledge of SQL and data pipeline development to support Sales Ops use cases

• Technical experience with Sales Systems and tools like Clari (Sales forecasting), Marketo (email automation / marketing automation), Xactly (compensation)

• Intermediate Tableau creator skills required

        Functional Skills:

• Understanding of Territory Management, Data Enrichment, Lead Process, Opportunity Management, Sales Productivity, Forecasting, and Sales Compensation.

• Experience in translating business requirements and processes into low-friction automation and high-impact systems.

• Ability to explain complex systems and technical topics in a clear, concise manner to others who may have minimal technical knowledge using oral, written and visual presentations

• Strong problem-solving, critical thinking, and analytical skills.

• Desire to learn and apply new technologies.

• Comfortable in a distributed, diverse environment, and can work remotely and independently.

• Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.

• Excellent communication and engagement skills

• Highly collaborative style and the ability to adjust on the fly to new demands with a sense of urgency

• Ability to thrive in a fast paced start-up environment