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Global Director, Sales Operations

companyElixir Technologies
locationOjai, CA 93023, USA
PublishedPublished: 6/14/2022
Full Time

Job Description

Description:

The Global Director, Sales Operations is responsible for enabling sellers, aligning sales processes and technologies with the overall sales revenue goal. This is a high-level position that exercises discretion and independent judgment only under general supervision. The Sales Operations Director will continuously enhance activities and procedures that support, enable, and drive the Sales team’s efficiency and accelerate sales performance. Collaboration is key, as this role closely collaborates with other high-performing teams including Sales, Product Marketing, Finance, and Human Resources. Acting as a central point of contact, the Global Director, Sales Operations will provide valuable insights into sales performance, facilitating necessary changes to propel Elixir towards its revenue goals.

Essential Functions

  • Supervise a global team of employees, including making recommendations related to the hiring, retention, termination, and advancement of employees; scheduling projects and monitoring employees’ progress; handling employees’ grievances; coaching employees to achieve their full potential via Elixir Success and Quarterly Coaching programs; and acting as a Security Designate.
  • Design Sales Operations roles, teams, and reporting relationships as needed to achieve objectives
  • Provide guidance and collaborate with Sales leadership to design and coordinate selling roles, optimizing sales coverage by determining the appropriate sales team size by role and channel
  • Collaborate with Sales leadership to develop and maintain a model for sales territory design and management, account alignment, and customer segmentation with a focus on revenue growth
  • Improve overall sales effectiveness by codifying Elixir’s sales methodology, driving adoption, and promoting continuous improvement
  • Partner with senior management to identify opportunities for sales process improvement
  • Participate in the annual sales quota, compensation, and sales organizational planning process
  • Manage a repeatable sales incentive review, design, and change process
  • Provide weekly perspective on state of the business and recommendations on how to maximize sales revenue
  • Work closely with Sales and Finance leadership to prepare board level and executive management presentations
  • Ensure planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes within cross-functional departments
  • Establish sales compensation program rules, policies, and procedures
  • Facilitate sales forecast calls and deal reviews
  • Develop standards for sales excellence including key scorecards, agreed to guiding metrics, operational design, and process
  • Roll out sales process and methodology to new and existing team members
  • Establish clear deal structure and compliance guidelines and measure sales adherence to defined processes
  • Build sales GTM annual operating plan and budget in collaboration with Sales and Finance leadership
  • Manage the planning, execution, and communication of Sales GTM programs by developing clear timelines and processes
  • Maintain and evangelize communication best practices for Sales and sales support functions
  • Develop and manage the Sales Operations’ analytics function by cultivating a data analytics competency within the team
  • Identify creative tools and programs to address learning needs and close knowledge gaps of team members
  • Monitor and report on training effectiveness, identifying potential issues and recommending solutions
  • Develop and manage Sales Enablement function’s growth and maturation by supporting Sales Operations team members responsible for buyer enablement, messaging and content development, and sales process management
  • Develop and implement the strategy for enablement programs ensuring that sales enablement KPIs are clearly defined, tracked, and reported
  • Develop and manage a rolling 12-month sales enablement roadmap
  • Maintain and develop a portfolio of sales enablement programs and content including sales playbooks, competitive cheat sheets, sales decks, deal one-pagers, etc.
  • Own the vision, strategy, acquisition, implementation, and goals for Elixir’s sales systems tech stack, overseeing administration and operations
  • Collaborate with Sales leadership to deliver maximum value from Revenue.io, LinkedIn Sales Navigator, ZoomInfo, and other sales development tools
  • Monitor system adoption and data compliance and governance
  • Foster an environment that promotes data hygiene and integrity to enable usability of the sales tech stack including Salesforce
  • Direct and manage the updating of sales process, forecasting, pipeline management, KPIs, reports, and dashboards in Salesforce
  • Ensure pricing books are regularly updated in Salesforce to ensure accuracy and ease of use for the sales organization
  • Create and implement reporting and dashboards for the sales organization that focuses on improving efficiency, effectiveness, and productivity
  • Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
  • Support channel partners in collaboration with the Global Director, of Partnerships by facilitating access to enablement content and training, while ensuring pipeline visibility
  • Ensure proper lead management processes, metrics, and policies in collaboration with the Marketing team
  • Manage the operational aspect of onboarding for new employees and transitions of existing employees in Sales and sales-adjacent departments
  • Embrace and sustain a work environment that supports Elixir’s core values: Community, Learning, Integrity, and Pioneering
  • Security Designate responsibilities include: Security Designates serve as the primary security contact for their assigned business unit. They are responsible for processing reports of security incidents, data breaches, and policy violations submitted by direct reports within the business unit and for notifying the acting Chief Information Security Officer (CISO) of reported incidents, breaches, and violations. Security Designates also coordinate with the Human Resources Department and CISO to impose sanctions on direct reports who violate Elixir’s Security and Compliance policies or applicable legal requirements (e.g. GDPR, HIPAA, etc.). Security Designates monitor fulfillment of sanctions and notify the CISO when the terms of sanctions have been fulfilled. Additional responsibilities include processing complaints related to Elixir’s security and privacy program at the department level; submitting exception requests related to Elixir’s Security and Compliance policies to the CISO; and cooperating with investigations of security incidents, data breaches, and security and privacy violations. In carrying out responsibilities related to Elixir’s Security and Compliance program, Security Designates will utilize the appropriate forms available on the Security and Compliance site on SharePoint.

Requirements:

  • 7+ years’ experience in a sales operations role
  • Deep understanding of sales pipeline management and forecasting, sales processes and tools, and reporting
  • Salesforce certified (preferred)

Total Rewards Package

  • 100% of health, dental, and vision premiums covered for employees, and 40% for eligible dependents
  • 100% match of employee’s first 4% deferral, with immediate eligibility and 100% vesting
  • Unlimited PTO
  • 24 hours of VTO (Volunteer Time Off) per year
  • ~15 holidays per year
  • $70 monthly stipend for phone/internet
  • LinkedIn Learning license to encourage ongoing learning and professional development

All qualified applicants receive consideration for employment at Elixir without discrimination on the basis of race, color, religion, age, sex, sexual orientation, gender identity, marital status, national origin, protected veteran status, disability, or any other factors prohibited by law.

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