Director of Sales Operations & Enablement (Government Business)

Equifax • St. Louis, MO

4d • Hybrid

About The Position

The Sales Operations & Enablement Lead will be aligned to Equifax Workforce Solution’s (EWS) Government Line of Business and support that LOB’s leader and his/her sales/revenue generating organization from an operational perspective, while solid-lining into the Sales Ops & Enablement team for EWS. The Sales Ops & Enablement Lead will act as a conduit between the teams he/she supports and the rest of the Sales Ops & Enablement organization while being responsible for activities highlighted in the next section.
This position does not offer immigration sponsorship (current or future) including H1B transfers and F-1 STEM OPT extension support.

Requirements

• Bachelor’s degree in business, finance/accounting, or a related field, or equivalent work experience
• 7+ years of hands-on Sales Operations, RevOps, Sales Finance, or related experience
• 5+ years supporting Public Sector sales teams that sell to US Federal (Civilian), State, and Local government entities.
• Deep understanding of sales funnels, pipeline reporting, and opportunity lifecycles within a Government procurement context
• Expertise in public sector RFP processes, proposal lifecycles, government contracting vehicles, FAR, specialized state/local procurement codes, statutory requirements, etc.
• Familiarity with sales methodology and sales training such as Sprint Selling, Sandler, Meddic, or similar selling techniques
• Experience with Salesforce required, at least to the level of being able to create reports and download into spreadsheets for advance analysis
• Leverage advanced Excel skills for complex data manipulation, modeling, and scenario planning.
• Successfully manage multiple tasks, projects, and priorities in a fast-paced environment
• The ideal candidate is a self-starter, takes initiative, works well under pressure, and excels at handling ambiguity
• Ability to interpret financial statements and convey key recommendations to the business
• Excellent written/verbal communication skills, including the ability to distill complex data into a clear "so what?" for executive stakeholders.

Nice To Haves

• Experience with other tools in our Tech Stack will be a bonus, such as Xactly, Gainsight, Demand Base, and Aircover/Gong.
• Experience designing or supporting Deals Governance processes, such as a Deals Desk or Sales Approvals is also preferred.
• Salesforce Admin certification will be a major plus
• Prior quota-carrying experience

Responsibilities

• Maintain pipeline management by stage to ensure reports are generally accurate.
• Understand conversion rates, seasonality, and ACV targets to ensure adequate coverage.
• Pull, report, and analyze data from Salesforce (SF) to spot trends in sales cycles, deal sizes, and win rates.
• Track, explain, and anticipate movements in pipeline increases or decreases across periods.
• Improve ACV closed-won forecast accuracy and advise sales & finance leaders on leading indicators of overall business health.
• Ensure SOPs are followed and that opportunity and deal information is entered properly in CRM.
• Maintain clean metrics such as no expired close dates on open opportunities, sales activities logged in SF, and cleanup of account or opportunity assignment errors.
• Bring attention to deals that may be stalled, untouched, or miscategorized.
• Help LOB users onboard, learn, adopt, and provide feedback on CRM and related tools.
• Maintain and ensure LOB hierarchies, team mapping, user roles, and other access rules are current and active.
• Organize and facilitate recurring cadence calls for the LOB Sales Leader(s) to review/discuss piped deals.
• Compile agenda and content (e.g., pipeline reports) for pipeline calls.
• Ensure the right level of cadence and inspection exists to cover the entire organization for sales or revenue-generating deals.
• Capture, assign, and follow-up on action items to remove friction from sales motions.
• Ensure front-line sales are following processes required by their leader(s) and/or EWS/Equifax policy.
• Drive a culture where sales reps see the value in and want to follow processes.
• Ensure sales progresses deals through sales stages in accordance with standard definitions and published stage entry & exit criteria.
• Document, map, and publish existing process flows, including roles & responsibilities, turnaround times, and volume of activities/events.
• Ensure processes are followed, such as installing the Google Chrome extension to auto-log meetings, and flag when they are not being followed properly.
• Help ensure sales and revenue-generating teams are taking advantage of and benefiting from training EFX has invested in.
• Measure effectiveness of sales professionals over time to see evidence of improved performance across a variety of metrics.
• Maximize sales efficiency by removing friction from sales motions, suggesting automation opportunities, and identifying skills gaps.
• Liaise with Sales Training, Salesforce Experience, and Sales Intelligence teams to ensure skills gaps, tools, and process enhancements are addressed.
• Be a resource to sales teams and their leaders to help reduce their non-sales workload.
• Find ways to improve the capabilities of sellers, CSMs, and other supporting teams.
• Identify ways to improve existing processes to reduce bottlenecks, cut unnecessary activities, and accelerate turnaround times.
• Business case tech stack investments or tools that make it easier for sellers to succeed, save time, and automate work.
• Find better ways of doing things, including providing a system or repository to organize and collaborate on tasks, role specialization, and role-based views.
• Help prioritize improvement recommendations and coordinate cross-functionally to propose and execute change initiatives.

Benefits

• comprehensive compensation and healthcare packages
• 401k matching
• paid time off
• organizational growth potential through our online learning platform with guided career tracks

What This Job Offers

• Job Type: Full-time
• Career Level: Director