This job has expired, please see additional jobs below
Senior Director, Worldwide Sales Finance and Operations
ON24
San Francisco, CA, United States
Job Details - this job has expired, please see similar jobs below
Description
Responsibilities:
• Implement scalable, repeatable, data driven processes based on industry best practices
• Build and scale a team of best-in-class Sales Finance and Operations talent
• Own and drive processes for: sales forecast, order management, deal desk, deal support, sales compensation, and field-readiness.
• Partner with senior sales leadership to identify opportunities to simplify the sales process through optimization and automation. Facilitate successful implementation and adoption of new processes within the Field Operations organization. Foster an organization of continuous process improvement.
• Design, implement and manage sales forecasting processes that provide accurate prediction into future revenue performance. Ensure forecasting efforts are appropriately integrated with other planning processes within the company.
• Focus on increasing efficiency (yield) and ensuring reliable results
• Work with Human Resources, Finance and senior sales leadership to design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
• Assign sales quotas and other sales objectives to ensure the company’s financial goals are allocated to all sales channels and resources.
• Own the annual planning process for sales in collaboration with corporate FP&A. Provide monthly updates on Sales Expense forecast along with BvA analysis.
• Manage the calculation and payment of sales commissions on a monthly and quarterly basis
• Own global deal desk support for large or/and custom deals, providing support in pricing, deal analysis, deal structuring, negotiation, closure and fulfillment.
• Identify areas for improvement and cost savings as well as risks to meeting planned forecast in revenues or expenses.
• Provide financial information and resources for development of business plans and analysis of sales department trends and activities.
• Establish and implement performance measures designed to track and report progress against the global sales strategy.
Desired Skills and Experience
• Candidates must have a proven track record of success in providing strategic guidance and operational oversight in Sales Operations within an enterprise software sales environment.
• Superb communication skills, leadership presence, and ability to effectively interact with C-level executives.
• Extremely well organized, data-driven and comfortable managing multiple projects and stakeholders.
• Have the ability to scale operations: influence Sales Organizational structure, develop appropriate processes and systems.
• A proven ability to develop tactical initiatives that improve sales productivity, performance and performance metrics.
• Intimate knowledge of the sales forecast process
• Expertise in contract review and negotiations.
• Experience developing and managing sales compensation plans.
• Experience with developing and managing annual budgets.
• Understanding of sales methodologies and the booking process.
• Highly entrepreneurial and able to operate independently with minimum supervision.
• Ability to utilize combined industry benchmarking information with a strong analytical capability to identify market trends and test alternative approaches that yield superior performance.
• Solid understanding of CRM systems and analytics around sales pipeline modeling. Familiarity with salesforce.com highly desirable.
• Experience with Host Analytics and Xactly Incent a plus
• Highly proficient with MS Excel and PowerPoint a must
• Passion for leading a team, developing talent and enabling others
• Understand what “good looks like” E.g. having worked as a Sales Ops leader in a company that went from $25M to $200M preferable in Analytics Space.
• Bachelor Degree in Finance, Economics, Engineering or other quantitative discipline. MBA a plus.