Sr. Director - Sales Operations

We are seeking a data-driven and strategic Head of Sales Operations to lead our sales operations function and drive sales performance optimization. This critical role requires a leader who can align sales strategies with overall business objectives, ensure data-driven decision-making, drive execution and optimize processes to enhance sales effectiveness. The ideal candidate will embody our Revenue Operations (RevOps) principles, focusing on creating sustainable customer impact, driving our revenue engine, fostering cross-functional collaboration, and driving proactive change within the organization.

Responsibilities:

Sales Strategy and Planning

• Design and implement sales quotas, territories, and account alignments

• Develop and execute strategies for optimizing sales performance and productivity

• Collaborate with sales leadership to set and achieve revenue targets

• Contribute to the design and execution of sales incentives

• Develop and drive ‘back on track’ and ‘close the gap’ plans when needed

Performance Analysis and Reporting

• Oversee sales performance reporting and conduct regular productivity analyses

• Manage forecasting processes and improve forecasting accuracy

• Conduct weekly, monthly, and quarterly sales reviews and business performance analyses

• Track pipeline movements and revenue projections

• Track and forecast team headcounts, hiring needs, and attrition rates

• Monitor and improve Rep and frontline manager KPIs

Data Management and Analytics

• Develop and maintain interactive sales dashboards and custom reports

• Ensure data quality and integrity in CRM systems and other sales tools

• Utilize data analytics to recommend action, predict risks and opportunities, make informed decisions and turn insights into actionable strategies

Help Sales Succeed

• Work with enablement to create comprehensive sales playbooks, pitch decks, and training materials

• Develop and implement effective onboarding processes for new sales team members

• Make fair, rigorous, consistent and empathetic decisions (or recommendations) on issue of sales policy, revenue recognition, incentive eligibility, sales splits, performance plans etc.  

• Help escalate and/or remove friction for Sales with other operations teams 

Process Improvement and Technology Management

• Identify and implement automation opportunities in the sales process

• Provide input on the sales technology stack

• Evaluate and recommend new tools and technologies to enhance sales effectiveness

• Drive overall sales productivity and remove friction for frontline teams

Team Management and Development

• Oversee the Sales Operations team, include AMER Sales Ops, EMEA & APAC Sales & Demand Ops, setting clear objectives and performance metrics

• Mentor and coach team members, identifying areas for improvement and growth

• Track and forecast team headcounts, hiring needs, and attrition rates

Cross-Functional Collaboration

• Work closely with finance, marketing, and product teams to align strategies and objectives

• Facilitate alignment between sales and other departments to ensure unified go-to-market approaches

• Serve as a business partner to regional leadership, providing insights and recommendations

Customer Intelligence and Competitive Analysis

• Track competitive win/loss rates and provide insights to inform sales strategies

• Gather and co-ordinate feedback from sales to the Product R&D organization

Qualifications and Skills:

• Proven experience in sales operations leadership roles

• Strong background in sales performance management, data analytics, and process optimization

• Expertise in designing and implementing sales quotas, territories, and incentive plans

• Strong process execution capabilities

• Proficiency in CRM systems and sales analytics tools

• Strong skills in data analysis, forecasting, and performance tracking

• Experience in developing and managing sales enablement programs

• Proven ability to lead and motivate teams, with excellent coaching and mentoring skills

• Strong cross-functional coordination skills, particularly in aligning sales with other departments

• Excellent communication and presentation skills for stakeholder engagement and business reviews

• Strategic thinking with a focus on driving business growth and efficiency

• Bachelor's degree in Business, Marketing, Finance, Analytics, Operations or related field; MBA preferred

Why Brandwatch:

• At Brandwatch, we believe in making a real, lasting difference for our customers by aligning everything we do to sustainable and differentiated customer impact. We value smart decision-making enabled by data, proactive recommendations, and driving meaningful change. By joining our team, you'll have the opportunity to shape the future of our sales operations, work with cutting-edge technology, and collaborate with passionate professionals dedicated to excellence. At Brandwatch, we are committed to fostering a diverse and inclusive workplace. We encourage applications from all qualified individuals and do not discriminate based on race, ethnicity, gender, age, disability, or any other legally protected status.