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Adobe
,
London, Greater London
Director Sales Operations
Overview
We're looking for a candidate to fill this position in an exciting company. Lead a team of professionals providing centralized support for the International Digital Media Organization in EMEA, APAC, and Japan. Drive organization design for field sales, including quota setting and territory alignment. Lead, coordinate and refine weekly sales forecasting processes driving predictability. Support and optimize the GTM strategy including core sales processes and efficiency drivers, infrastructure and automation, regional performance and Enterprise Data Driven Operating model. Ensure that the defined GTM strategy is fully adopted by all field sales teams. Establish highly repeatable (and scalable) sales processes, automation and reporting methodology that can be implemented across regions and business units. Help recruit, encourage, lead, mentor and motivate the sales organization to capitalize on the market opportunity for the company. Effectively partner and appropriately challenge leadership to overachieve revenue targets and instill centralized processes. Measure how Sales Reps spend their time and use that data to improve process and IT automation priorities. Improve performance by assigning sales goals, quotas and compensation plans and develop sales training and management programs. Conduct historical reviews of account performance, account segmentation and prioritization, and coordinate win/loss analysis and other predictive analytics. Handle the sales pipeline by monitoring deal-flow across stages and conduct performance reporting. Support sales asset development and set guidelines for sales asset utilization and deployment. Oversee sales team productivity and track critical metrics (close rate, pipeline growth, upsell, cross-sell, churn rate, etc.) Experience leading a best-in-class, complex Sales Operations function supporting aggressive revenue growth. Capable of running a centralized go-to-market operational team responsible for supporting $1B of revenues. A consistent success record in providing strategic guidance and operational oversight in Sales Operations within a complex technology sales environment. Ability to develop tactical initiatives that improve sales productivity and performance. Background of introducing innovative performance metrics and improvement programs. Ability to utilize combined industry benchmarking information with a strong analytical capability to identify market trends and test alternative approaches to strategy that yield outstanding performance. Able to research, develop and execute on sales tools, technologies and automation solutions/strategies in the field. Experience developing and managing sales compensation plans as well as an expertise in contract review and negotiations. Highly entrepreneurial and able to operate independently with minimum supervision. Heavily results-oriented; strong background in meeting and/or exceeding revenue targets. Experience in subscription revenue environment is ideal.