Sales Operations Lead


Reports to: Global Head of Sales

Location: Cork, Ireland

Date Posted: 28th January, 2020

Purpose:

A key role supporting, driving and implementing the sales strategy across all areas through the creation of a client focused performance environment, supporting people to achieve sales targets and meet client expectations. The Sales Operations Lead will be responsible for sales forecasting, analytics, productivity, driving CRM maintenance and other sales support functions. A key business partner to Sales & Account Management.

Key Responsibilities:

Leadership

  • Act as a key business partner to the Global Head of Sales and the Global Account Management Team
  • Create strategic analyses to assist in driving the development of the business and provide succinct recommended actions which demonstrates your deep understanding of the performance of the sales engine and potential company growth

Analytics & Actionable Data

  • Own the successful performance of CRM (namely Hubspot), which will include accurate data, consistent with Finance reporting, and ensure the right level of reporting is available for the various levels across the sales and leadership team
  • Drive an action-oriented culture, with the ability to analyse reports and produce actionable data to the sales management team such as:
    • Monitor and report on progress of potential and existing client revenue and collaborate with and drive sales teams to ensure growth attainment in line with targets
    • Responsible for proactive monthly planning of workloads to prioritize and deliver against key objectives and tasks
    • Responsible for producing and submitting weekly and monthly sales reports and for analyzing individual performance trends and take appropriate actions as and when required
    • Monitor activity and progress on Upselling and Cross Selling opportunities – identifying and developing opportunities as per targets with the Marketing Team and Business Development Managers in growing business with key target client accounts and report on same
    • Perform revenue and profitability reporting as it relates to metrics
    • Monitor the prioritization of clients based on key account metrics and report results to internal stakeholders

Forecasting 

  • Conduct all planning and forecasting activities to correctly measure business and work closely with Finance to ensure alignment
  • Lead an effective and efficient pipeline process, using a 90-day plan
  • In addition to driving a sales execution cadence, own a process that drives the company’s 12 month pipeline

Sales Methodologies and Playbook

  • Drive consistent Sales Methodologies and robust sales processes
  • Drive efficiencies in the process and demonstrate an understanding of the sales cycle
  • Capture the sales process in a sales playbook to drive repeatable and scalable sales process
  • Ensure regular deal and account reviews are conducted

Commission Plan

  • Own the 2020 Commissions plan and drive continuous improvement to capture the right behaviors across the sales team

Sales Training and Development

  • Through day to day engagement with the wider sales team, identify training needs to address shortfalls. Own the same with the support of the business

Prior Experience and Qualifications:

  • 8-10 years plus Sales Operations experience, 3 of which specifically managing the full function with at least one team member in a Sales Operations role within the software sector, preferably in an Enterprise SaaS environment
  • Super user of either Hubspot or Salesforce
  • Proven success in a competitive sales environment
  • Exceptional communication, commercial acumen and business partnering skills, able to influence at all levels of an organization
  • Strong presentation skills and can utilize and create PPT decks in support of your message
  • Solution oriented and strong ability to analyze data using advanced Excel will also be important to develop business cases that will aid overall strategic decisions

To apply for this position please click here.