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Vice President of Sales Operations

Company: Exterro Inc
Location: Chesterfield
Posted on: May 15, 2022

Job Description:

Job DescriptionThe Vice President of Sales Operations (VPSO) directs and manages the Company's resources and systems which are essential to sales force effectiveness and productivity. It supports the Company's planning, reporting, quota setting and management, sales process optimization, sales training, sales compensation design and administration. The VPSO will work with sales leaders and others throughout the organization to ensure that the processes, technology, reporting and optimization steps are in place so that our quota carrying teams, marketing and business development resources are well-coordinated and enabled to achieve revenue goals. Responsibilities:

  • Manages sales operations and related technology platforms including Salesforce.com (SFDC), CPQ, commissions and other sales related systems.
  • Designs, implements, and manages sales forecasting, productivity, planning, reporting and budgeting processes.
  • Partners with senior sales leadership to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales organization by ensuring a well- defined, efficient sales process is in place for launch.
  • Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities.
  • Implements training programs for onboarding of new sales resources. Working closely with sales leadership and Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles. Oversees the delivery of field and HQ training to sales, sales management, and sales support personnel.
  • Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
  • Oversees sales compensation plan administration. Establish sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Sales, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation.
  • Aligns sales, business development and marketing programs to improve return on investment on marketing spend.
  • Works closely with the business development team to ensure close coordination and tracking of key performance indicators.
  • Ensures all stakeholders are tracking channel and partner-related activities across all teams.
  • Analyzes and proposes territory allocation and account assignments.
  • Assists in creating and updating the price book.
  • Manages the product and license fulfillment process.
  • Fosters an organization of continuous process improvement Qualifications:
    • 7- 10 years of experience in sales operations, business planning, strategy, or sales support leadership role with a technology company (SaaS preferred).
    • Expert level skills in Salesforce.com and CPQ; experience implementing best practices, including reporting and forecasting, territory management, and compensation management.
    • Experience successfully managing analytically rigorous corporate initiatives.
    • Strong organization skills with demonstrated ability to work with multiple fast-moving teams.
    • Experience with developing training and onboarding programs.
    • Highly adept at developing KPIs that help management track, analyze and optimize sales performance.
    • ZoomInfo, SalesLoft, LinkedIn Navigator, Quote-to-Cash experience preferred.
    • Bachelor's degree in related field; MBA preferred. Exterro is an equal opportunity employer, participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon successful passing of a background check and drug screen. You will be required to sign a non-competition agreement for this role.

Keywords: Exterro Inc, Chesterfield , Vice President of Sales Operations, Executive , Chesterfield, Missouri

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