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Director, Sales OperationsUnited States


Director, Sales Operations

United States

The Role

Sales operations is at the heart of sales excellence. And sales excellence is at the heart of Outreach.

As Director of Sales Operations, you ensure that Outreach lives the promise of our product by enabling world class customer engagement and retention. You combine proven best practices with a spirit of innovation to enable a high performance and high growth sales and client success organization. Data, experimentation, transparency, and continuous improvement are at the heart of the organization you lead. The results your team drives in Outreach sales performance become case studies for our customers, and the tactics your team pioneers become features in our product.

Your Daily Adventures Will Include
    • Owning and operating the data pipeline from Prospect -> Quote -> Cash, working cross-functionally to scale capabilities to meet the needs of sales, analytics, and finance teams
    • Managing the sales data and tech stack, including Salesforce and the Outreach platform
    • Working closely with sales and client success leadership on lead distribution strategy, quota design and management, sales enablement design and implementation, and sales compensation modeling
    • Implementing, maintaining, and optimizing sales and customer lifecycle best-practice processes for SaaS business
    • Prioritizing and managing the roadmap of key initiatives related to sales acceleration, sales optimization, expansion, and retention
    • Measuring performance of existing sales tactics against revenue objectives and using experimentation to drive optimization
    • Rapidly assess where sales tactics are and aren't aligned to strategy
    • Refine processes using experimentation and data
    • Enabling descriptive and prescriptive analytics at every step of the customer engagement lifecycle
    • Hiring, leading, and mentoring a team of sales operations managers and analysts to drive success

Basic Qualifications
    • 10+ years professional experience; 6 years in sales operations management in a software sales environment
    • 3+ years as a hiring manager
    • Direct experience aligning sales tactics such as lead distribution, territory management, incentive plans, and customer lifecycle motions to revenue objectives
    • Extensive cross-functional experience driving alignment around key initiatives and leading successful major implementations
    • Fluent with typical sales motions and their equivalent CRM best practices for SaaS business
    • Capacity to go deep on details, without losing sight of the big picture
    • Effective change leader
    • Transparent and clear communicator
    • You embody our core values. We are hungry craftspeople, we have grit, we are honest, we take ownership, we have each other's back no matter what, we're one with our customers, and we find strength in diversity and inclusion

Preferred Qualifications
      • Previous experience implementing data governance & stewardship programs
      • Experience in vendor management and negotiations
      • Background in financial modeling and statistical analysis
      • Prior direct sales experience
You have experience with the technologies we use, including...
    • Salesforce
    • Zuora
    • Outreach
    • Jira
    • Domo
    • Marketo

Why You'll Love It Here

• 100% medical, dental, and vision coverage for full-time employees
• Unlimited PTO (and people actually use it!)
• 401k to help you save for the future
• Company-organized and personal paid volunteer days to support the community that supports us
• Fun company and team outings because we play just as hard as we work
• Diversity and inclusion programs that promote employee resource groups like OWN (Outreach Women's Network)
• A parental leave program that includes not just extended time off but options for a paid night nurse, food delivery, gradual return to work, and the Gottman Institute's Bringing Home Baby course for new parents
• Employee referral bonuses to encourage the addition of great new people to the team
• Plus, unlimited snacks and beverages in our kitchen

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