Sales Operations & Strategy Director

This is a fully remote position, open to applicants in New York.

📋 Description

• Manages and facilitates the sales forecasting and planning processes for the Americas on behalf of the SVP, Americas Sales.

• Actively oversees and guarantees a high standard of quality, accuracy, and consistency in the sales organizational forecasting and planning activities.

• Raise the standard while providing assistance in coordinating and enhancing the quality of sales planning activities, Quarterly Business Reviews (QBRs), Pipeline Reviews, and MEDDPPICC-driven deal evaluations.

• Direct the implementation of data-driven sales strategies, ensuring that sales leaders receive the necessary information to make timely and informed choices.

• Deliver presentations that include clear analysis, trends, and insights aimed at improving sales performance, productivity, and the sales pipeline. Execute sales initiatives within the Americas that enhance sales performance.

• Support sales leaders with reporting on sales performance and metrics. Ensure the precision and quality of sales reporting and dashboards are utilized while aiding in the development and adoption of new reporting tools and business intelligence systems.

• Assist sales leaders in preparing to lead weekly, monthly, and quarterly forecast and pipeline review calls across the Americas.

• Collaborate with sales, channel, and marketing teams to implement global reporting requirements and frequency, ensuring that essential real-time data is accessible to stakeholders.

• Develop metrics and reporting for New Annual Recurring Revenue (ARR) including new logos, upsell/cross-sell, and Churn at both Geo and Regional levels.

• Aid in territory and account assignments as well as the annual and quarterly planning processes.

• Partner with Americas leadership in strategic territory planning.

• Collaborate with leadership on market analyses and the assessment of new market entries.

• Proactively offer data-driven insights into the Americas business with suggestions for continuous improvement and growth.

• Work alongside Americas leadership and HR to monitor, analyze, and provide metrics and insights regarding the Americas team to foster a high-performing sales organization.

• Collaborate with Americas Marketing and Sales Development Representative (SDR) teams to comprehend Pipeline generation and conversion metrics, and develop strategies for improvement.

• Partner with Americas and Global Partner teams to create Go-To-Market plans aligned with Partner goals, tracking and reporting on Partner impact while developing recommendations for improvement.

• Collaborate with Americas Services teams to ensure appropriate alignment of local resources with local opportunities.

• Contribute to planning activities related to Americas Sales Coverage, Capacity, and Compensation.

• Work closely with Sales Enablement to ensure all teams are adequately supported and assist in directing resources and training to areas needing improvement.

• Foster a culture of continuous improvement while establishing high standards of quality, accuracy, and process consistency. Collaborate with sales leadership to identify areas for process enhancement.

• Ensure the successful rollout of new programs and cross-functional sales initiatives by maintaining a well-defined and efficient sales and reporting process for launch and execution.

• Facilitate collaboration among global account sales teams, ensuring strategic alignment, execution, and deal management—especially in cases of commission splitting and cross-regional account ownership. Develop and implement clear processes.

⛳️ Requirements

• Over 10 years of experience in Sales Operations and/or Field Operations, operating at an executive level in larger companies than Ping Identity.

• Proficient and deeply experienced in using sales support systems such as Salesforce.com, Business Intelligence, and Sales Performance planning tools like Tableau, Anaplan, as well as the Microsoft suite, including Excel and PowerPoint.

• Exceptional analytical skills and attention to detail, with the ability to interpret complex data and information into actionable insights through executive-level presentations.

• Proven experience and capability to collaborate with cross-functional teams on data reporting and governance, along with comfort in presenting and engaging with cross-functional teams and executive management.

🏝️ Benefits

• Generous Paid Time Off (PTO) & Holiday Schedule

• Parental Leave

• Progressive Healthcare Options

• Retirement Programs

• Opportunity for Education Reimbursement

• Commuter Offset (Specific locations)