Sales Operations & Strategy Director

Role Overview

• Coordinates and helps drive Americas sales forecasting and planning processes on behalf of the SVP, Americas Sales.
• Proactively monitors and ensures a high level of quality, accuracy, and process consistency within the sales organizational forecasting and planning efforts.
• Elevate the standard and as needed assist in the coordination and quality of sales planning activities, QBRs, Pipeline Reviews, and MEDDPPICC-driven deal reviews.
• Lead the execution of data-driven sales strategies, ensuring that sales leaders have the right information to make timely and informed decisions.
• Provide presentations with concise analysis, trending, and insights as to how to improve sales performance, productivity, and sales pipeline. Execute Americas-based sales initiatives that drive improved sales performance.
• Assist sales leaders with sales performance reporting and metrics. Assure the accuracy and quality of sales reporting and dashboards are leveraged and assists in the development and adoption of new reporting tools and business intelligence systems.
• Help sales leaders prepare to lead the weekly, monthly, and quarterly forecast and pipeline review calls in the Americas.
• Work with the sales, channel, and marketing to implement global reporting needs and frequency to ensure that critical real-time data is made available to stakeholders.
• Build out metrics and reporting for New ARR (new logos, upsell/cross-sell) and Churn at a Geo and Regional level.
• Support territory and accounts assignment and the annual and quarterly planning process.
• Partner with Americas leadership in territory planning.
• Partner with Americas leadership on new market analyses and evaluating new market entries.
• Proactively provide data-driven insights into the Americas business with recommendations to continually improve and grow.
• Partner with Americas leadership and HR leadership to monitor, analyze, and provide metrics and insights into the Americas team to drive towards a high-performing sales organization.
• Work with Americas Marketing and SDR teams to understand Pipeline generation and conversion metrics, and develop recommendations to improve.
• Work with Americas and Global Partner teams, to develop Go-To-Market plans aligned to Partner goals. Track and report Partner impact and develop recommendations to improve.
• Work with Americas Services teams to ensure adequate alignment of local resources to local opportunities.
• Provide input to Americas Sales Coverage, Capacity, and Compensation planning activities.
• Work closely with Sales Enablement to ensure all teams are enabled and assist in directing resources and training towards areas of under-performance.
• Foster an organization of continuous improvement and establish high levels of quality, accuracy, and process consistency. Partner with sales leadership to identify process improvement areas.
• Facilitate successful implementation of new programs and cross functional driven sales initiatives by ensuring a well-defined and efficient sales and reporting process is in place for launch and execution.
• Facilitate collaboration between global account sales teams, ensuring alignment on strategy, execution, and deal management—particularly in scenarios involving commission splitting and cross-regional account ownership. Develop and implement clear processes

Requirements

• 10+ years expertise in Sales Operations and/or Field Operations operating at an executive level and at larger companies than Ping Identity.
• Proficiency and deep experience working with sales support systems such as Salesforce.com, Business Intelligence and Sales Performance planning tools such as Tableau, Anaplan as well as MS suite, Excel, and PowerPoint.
• Strong analytical skills and attention to detail. Ability to analyze complex data and information and translate that into actionable insights through an executive presentation.
• Demonstrated experience and ability to work with cross-functional teams on data reporting and governance. Comfortable presenting and engaging with cross-functional teams and executive management.

Tech Stack

• SFDC
• Tableau
• Go

Benefits

• Generous PTO & Holiday Schedule
• Parental Leave
• Progressive Healthcare Options
• Retirement Programs
• Opportunity for Education Reimbursement
• Commuter Offset (Specific locations)