About the Role:

The Sales Operations Leader will play a pivotal role in driving sales productivity, efficiency, and performance across the organization. This role provides strategic oversight, improves sales processes, manages the sales technology stack, and delivers analytical insights that enable the sales team to achieve and exceed targets. The ideal candidate will excel at aligning people, processes, and technology to support a high-performing sales organization.

Key Responsibilities:

Strategy & Planning:

- Collaborate with Sales, Finance, and Executive Leadership to define annual and long-term sales plans.

- Lead target setting, territory planning, headcount planning, and resource allocation.

Process Optimization:

- Analyze sales workflows to identify bottlenecks and inefficiencies.

- Design, implement, and maintain improved processes to enhance sales velocity and effectiveness.

- Establish best practices across the sales lifecycle.

Sales Technology Stack Management:

- Own and administer the sales tech ecosystem (CRM, sales enablement tools, dialers, sequencing tools, etc.).

- Ensure data accuracy, system integration, and high adoption rates among sales users.

- Evaluate and implement new tools to support the sales strategy.

Reporting & Analytics:

- Build and maintain dashboards and reports covering sales KPIs, pipeline health, and forecasting accuracy.

- Provide actionable insights that influence decision-making and improve rep performance.

Forecasting & Budgeting:

- Oversee weekly, monthly, and quarterly forecasting cycles.

- Increase forecast accuracy and maintain transparent visibility into pipeline movements.

- Support sales budgeting, tracking, and variance analysis.

Sales Compensation Management:

- Co-design, implement, and manage competitive and equitable commission structures.

- Work closely with Finance & HR to ensure timely, accurate payouts and policy compliance.

Enablement & Training:

- Identify training needs for tools, process compliance, and data management.

- Partner with Sales Enablement to develop documentation, training programs, and onboarding materials.

Qualifications:

Required:

- Degree in Business, Finance, or related field.

- 5+ years of experience in Sales Operations, Business Operations, or a similar analytical role.

- Minimum 2 years in a team lead or managerial position.

- Hands-on experience with CRM platforms (Salesforce, HubSpot, Zoho, etc.).

- Strong analytical capabilities with the ability to transform data into insights and recommendations.

- Advanced Excel/Google Sheets proficiency.

- Excellent communication, collaboration, and stakeholder management skills.

Preferred:

- MBA or Masters degree.

- Experience in global sales operations or diverse sales models (SaaS, Enterprise, Inside Sales).

- CRM certifications.

- Experience designing and administering sales compensation plans.

- Experience in a high-growth or rapidly scaling organization.