Senior Director, Global Sales Operations
Udemy
- San Francisco, CA
- Permanent
- Full-time
- Sales Strategy:
- Develop and implement a comprehensive sales strategy including segmentation and coverage model aligned with the company's goals and objectives.
- Analyze market trends, customer insights, and competitive landscape to identify growth opportunities and market positioning strategies.
- Collaborate with executive leadership to define sales targets, forecast sales performance, and track key metrics to measure success.
- Sales Operations Management:
- Support sales leadership to deliver the financial and operational results every quarter.
- Lead the sales operations team to ensure rigor and efficiency in sales processes, including sales forecasting, pipeline management, and deal reviews.
- Optimize sales workflows, systems, and technologies to streamline operations and enhance productivity.
- Support sales enablement programs to empower the sales team with the necessary tools, resources, and training to drive revenue growth.
- Performance Analytics and Reporting:
- Establish OKRs and metrics to evaluate sales performance, productivity, and revenue growth.
- Conduct regular performance reviews including weekly forecasting, MBR (Monthly Business Review), QBR (Quarterly Business Review), etc., analyze sales data, and generate actionable insights and recommendations for continuous improvement.
- Prepare and present comprehensive sales reports, forecasts, and dashboards to executive leadership and stakeholders.
- Cross-Functional Collaboration:
- Collaborate closely with marketing, customer success, and finance teams to align sales strategies with overall business objectives, pricing strategies, opex budget guidelines, etc.
- Drive cross-functional initiatives to improve customer acquisition, retention, and upsell opportunities through data-driven insights and customer feedback.
- Leadership and Team Development:
- Provide strong leadership, mentorship, and guidance to the sales strategy and operations team, fostering a culture of accountability, innovation, and continuous learning.
- Recruit, onboard, and develop top talent within the sales operations function, ensuring a high-performing and engaged team that is results oriented.
- Lead change by introducing best practices for operational excellence at scale.
- Act as the primary business partner to the Udemy Business SVP of Sales, providing strategic guidance and support.
- Ensure alignment of sales operations with strategic business objectives.
- Provide insights to the business based on data analysis of historical performance to identify opportunities for improvement.
- Ensure successful sales execution by implementing and optimizing core sales processes.
- Evolve the sales technology stack to meet the evolving needs of the business with an eye on simplification and cost optimization.
- Own all aspects of quota and capacity planning, including managing and iterating on compensation and quota design to drive desired behaviors.
- Implement accurate and consistent forecasting practices for sales in order to enable informed decision-making.
- Develop and lead all Sales Revenue, and compensation operation teams, including providing coaching & development to managers and individual contributors.
- Proven experience of 8+ years of building and leading a sales operations team.
- Track record of scaling high-growth B2B SaaS sales organizations of $1B+ ARR.
- Experience developing and implementing compensation, territory, and capacity models.
- Strong analytical skills with the ability to translate data into actionable insights.
- Excellent verbal and written communication skills, with the ability to effectively communicate with senior leaders.
- Ability to influence sales execution and lead change management initiatives.