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Summary:

The Sales Operations Director is integral to optimizing sales performance and supporting the sales team by ensuring they have the necessary processes, skills, and resources. As Rootstock’s first Sales Operations Director, you will be responsible for optimizing sales processes, managing sales data and analytics, implementing sales strategies, supporting sales teams with tools and systems, and ensuring efficient sales operations to drive productivity and revenue growth. You’ll work cross-functionally between sales and other organizational functions, focusing on efficient management and strategic support.

Responsibilities:

Leadership & Team Management

• Develop and implement strategic sales plans to expand our customer base and ensure its strong market presence.
• Provide direction and leadership to the sales team, focusing on setting and achieving sales goals that are aligned with the overall corporate objectives.
• Play a pivotal role in the hiring process by making recommendations for hiring new team members and decisions regarding the termination of existing staff when necessary.
• Offer regular, constructive feedback on performance to the sales team members, facilitating their professional growth and enhancing their sales skills.
• Demonstrate expertise in Rootstock products & services as well as a thorough understanding of the relevant functional areas within the industry.

Sales Activities & Programs

• Oversee sales training programs, including new hires and ongoing education.
• Partner with the Global Alliances team to coordinate vendor-related training and presentations (e.g., lunch & learns, product training).

Sales Process & Tools

• Develop and recommend innovative sales methodologies and strategies to maximize revenue.
• Oversee the adoption of sales processes and ensure adherence to compliance standards.
• Explore and deploy cutting-edge tools to enhance the efficiency of sales processes.
• Sustain expert-level knowledge of Salesforce, guaranteeing the integrity and accuracy of data.

Market Programs & Content

• Manage targeted sales programs for specific sub-vertical markets.
• Conduct research and provide relevant content to the sales team.
• Coordinate top opportunity meetings and account planning.
• Work closely with Sales and Finance leadership to prepare board-level and executive management presentations

Business Development & Lead Generation

• Support lead generation efforts and understand various lead sources.
• Conduct in-depth research and systematically organize content to bolster sales strategies

Sales Support & Reporting

• Research and identify effective tools for distributing content to sales teams, ensuring materials are accessible and engaging.
• Support monitoring of engagement and contributions in organizational activities and sponsorships, facilitating improved collaboration and visibility.
• Stay informed of the latest marketing technologies and tools, ensuring our strategies remain cutting-edge.
• Gather and scrutinize sales data, compiling comprehensive reports to uncover actionable insights for sales optimization and performance enhancement.

Sales Meetings & Coordination

• Manage and coordinate sales meeting agendas as directed by sales leadership.
• Facilitate sales forecast calls and deal reviews.

Qualifications:

• Bachelor’s degree (BS/BA) from a four-year college or university. MBA preferred
• Minimum of 5 years in sales operations or related field, within the SaaS industry preferred
• 2+ years of people management experience
• Strong analytical skills with a data-driven approach to decision-making
• Extensive experience with Salesforces; proficiency in revenue operations tools and technologies.
• Excellent leadership and communication skills, with the ability to influence and collaborate across departments
• Ability to travel up to 10-20%.

Bonus Experience:

• Develop precise sales modeling and projections, facilitating accurate sales Forecasts
• Execute effective presentations showing valuable insights to sales and company leadership, identifying improvement opportunities
• Contribute to market and territory planning by identifying market opportunities through sales data
• Support the development of quota allocations that establish attainable yet ambitious milestones
• Support sales leadership in preparation for board meetings, presenting performance KPIs and invaluable insights from the commercially tracked data
• Provide actionable recommendations on sales strategies for the Sales Development Director and team
• Provide actionable recommendations on training opportunities for the Enablement team
• Lead weekly/monthly/quarterly business review preparations, emphasizing data-infused results, including crucial rep achievements and gaps
• Recognize data gaps and identify recommended process improvements that will enable data tracking
• Collaborate closely with Sales leaders to innovate and usher new processes grounded in sales insights that support the commercial organization’s growth objectives

Key Skills & Competencies:

• A robust understanding of sales operations concepts, practices, and procedures.
• Strong planning and judgment capabilities to make strategic decisions.
• Exceptional creative problem-solving skills to address and navigate sales-related challenges efficiently.
• Ability to lead and inspire a team towards achieving sales objectives.
• Excellent communication and interpersonal skills to manage relationships with stakeholders effectively.
• Proficiency in sales and customer relationship management (CRM) software.

In all we do, our four guiding principles, based on our core values, light the way:

1. Trust is the cornerstone of our organization, built through integrity, transparency, and accountability.
2. Resourcefulness: We believe in being resourceful - thinking creatively and adapting to challenges with agility.
3. We believe in taking Ownership of our actions, decisions, and their outcomes.
4. Collaboration is the key to our collective success. We believe that working together with respect, openness, and shared purpose enables us to achieve more than we could individually.

This position is eligible for commission and non-traditional equity as part of the total compensation package.

The US annualized salary range for this position is $165,000 - $200,000. While this range reflects the minimum and maximum value for new hire salaries across all US locations, the offer for the successful candidate will be based on job-related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions-based roles) and do not include bonuses, benefits, or related incentives.

We offer our team members competitive compensation, world-class benefits, work-life balance (flexible schedules, telecommuting, vacation time off), and the opportunity to work alongside an amazing and supportive team!

Rootstock values diversity and is an Equal Opportunity Employer.