Director, Sales Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Direct the global sales operations function at Sumo Logic and serve as a strategic collaborator to the Chief Revenue Officer.

• Develop the go-to-market strategy, design the sales organization, and establish investment priorities.

• Convert CRO objectives into operational plans and deliver data-driven insights for informed decision-making.

• Collaborate with sales, channel, finance, marketing, and legal teams on strategic initiatives.

• Oversee global sales forecasting, planning, and budgeting processes.

• Maintain precise and timely sales reporting while creating a management operating system for leadership metrics and trends.

• Lead the systems administration team that supports go-to-market software.

• Manage system access and provisioning, RFPs, procurement, and vendor management across the GTM technology stack.

• Assist in assigning sales quotas and distributing them across the team.

• Develop the incentive compensation design process and provide guidance to senior leadership on compensation programs.

• Coordinate planning and reporting with other departments and suggest new reports and tools.

• Identify and prioritize enhancements to the sales process while aiding managers in understanding bottlenecks.

• Implement enabling technologies, including CRM, for field sales teams.

• Ensure compliance with CRM data standards and optimize technology investments.

⛳️ Requirements

• A Bachelor's degree in finance, accounting, or a related discipline, or equivalent experience.

• Over 8 years of experience in sales performance, encompassing global sales operations, sales management, channel sales/operations, finance, accounting, or compensation management.

• At least 5 years of experience in leadership roles, managing, and mentoring sales teams.

• A minimum of 5 years of experience with CRM tools, particularly Salesforce, along with a solid understanding of systems and data flow, coupled with a quick learning ability for new tools.

• Proven experience as a trusted advisor to C-level or senior revenue leadership, including presenting analyses and recommendations that influence strategic decisions.

• Strong skills in planning, finance, and analytics.

• Advanced proficiency in Excel, including the ability to build and maintain complex spreadsheets.

• Capability to apply financial and analytical skills in complex business scenarios.

• Demonstrated success in achieving sales, profit, and strategic objectives for supported teams.

• Experience in developing and utilizing a management operating system that delivers sales quotas, compensation plans, and performance goals punctually.

• Proven background in leading process enhancements and executing strategic initiatives that impact the sales team.

• Ability to manage multiple project tracks as a dynamic leader.

• Exceptional attention to detail and a commitment to maintaining quality.

• A results-driven, customer-centric approach.

• Ability to excel in a fast-paced environment while prioritizing rapidly emerging opportunities.

• Strong leadership, organizational, and verbal and written communication skills.

• Excellent interpersonal skills.

🏝️ Benefits

• Flexible remote work arrangement.

• AI-powered Talent Matching tool utilized by Greenhouse (as mentioned in the posting).