Head of Renewal Sales Operations & Optimization

Key Responsibilities

• Drive renewal sales leaders to implement plans and strategies for developing business and achieving the company’s sales goals
• Conduct market segmentation and use data analytics to uncover revenue opportunities
• Define renewal sales segmentation, create coverage models, and conduct sales productivity analysis to drive desired results
• Develop metrics to measure effectiveness of renewal sales team and ROI of new sales initiatives
• Work with Renewal Sales VP to use data to improve organization clarity, organizational changes, process improvements, change of customer focus onto higher ROI customers, channel effectiveness and other initiatives to drive improved sales force efficiencies
• Work closely with Business Analysis and Sales Ops to effectively use KPIs to drive the business.
• Work with Human Resources, Enablement & Training to define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives
• Create communication cadence for entire sale org, including coordination of messages and content for all hands calls, salesforce letters, Sales Kickoff, etc.
• Compile presentations representing the sales teams for Board and executive staff meetings,
• Work with Renewal & Field Sales VPs on scheduling and running of sales reviews
• Work closely with the marketing function to establish successful support across sales, channel, and partner programs
  
  

• 10+ years of work experience in sales operations, strategy/consulting and/or operations roles
• Ability to drive sales force to achieve desired behaviours and results
• Superior analytic and problem solving skills with demonstrated experience in driving decision making.
• Effective interpersonal and communication skills (written and verbal).
• Highly comfortable with Salesforce, Excel, BI tools, and large datasets
• Strong record of leadership and ability to work effectively in teams distributed globally.
• Demonstrated ability to develop analytical frameworks to solve complex business issues.
• Creativity, self-confidence, and flexibility.