Director of Sales Operations (Individual Contributor)
About The Position
A division of Harris, NorthStar is seeking an Director of Sales Operations (Individual Contributor). The Director of Sales Operations (IC) plays a critical role in supporting the sales organization within the utility billing CIS software industry. This role focuses on streamlining sales processes, managing sales tools and analytics, and leading the development and submission of RFP responses for municipal and utility clients. The ideal candidate has deep experience in sales operations and proposal management, with a strong understanding of the regulatory, technical, and procurement nuances of the utility sector. The role also involves driving cross-functional projects that improve sales effectiveness. Salary: 95K - 125K This remote role welcomes candidates anywhere in Canada and the US. This role requires travel up to 25% in North America. A valid passport/visa is required for the travel.
Requirements
- Bachelor's degree in business, Marketing, Communications, or related field; MBA or advanced degree a plus.
- 7+ years of experience in Sales Operations or Proposal Management, preferably in the utility software or public sector technology space.
- Proven success managing complex RFPs for municipal or utility clients.
- Strong understanding of CIS software, utility billing processes, and procurement cycles.
- Proficiency with CRM platforms (e.g., Salesforce) and proposal tools (e.g., RFPIO, Loopio).
- Excellent written and verbal communication skills.
- Highly organized, detail-oriented, and able to manage multiple priorities independently.
Nice To Haves
- APMP certification or equivalent proposal management training.
- Experience with regulatory compliance and public sector procurement documentation.
- Familiarity with SaaS delivery models and enterprise software implementation cycles.
- Experience leveraging AI tools to automate proposal generation, analyze sales data, and enhance CRM workflows.
Responsibilities
- Design and optimize sales workflows tailored to long-cycle enterprise sales typical in the utility software space.
- Manage CRM systems (e.g., Salesforce) and ensure accurate tracking of pipeline, opportunities, and client interactions.
- Develop and maintain sales performance dashboards and reporting tools.
- Support territory planning, quota modeling, and sales forecasting.
- Lead the full lifecycle of RFP responses for utility billing CIS software, including intake, strategy, content development, and submission.
- Collaborate with Sales, Product, Legal, and Finance teams to gather technical, functional, and pricing information.
- Maintain a centralized proposal content library with reusable assets, boilerplate language, and compliance documentation.
- Ensure proposals meet regulatory and procurement requirements specific to municipal and utility clients.
- Lead the design and execution of sales enablement initiatives (e.g., playbooks, training, collateral, competitive insights).
- Partner with Marketing to align campaigns, messaging, and assets directly to sales pipeline needs.
- Own specific strategic projects as defined by leadership (e.g., CRM optimization, territory strategy, customer journey improvements).
- Develop project plans with clear deliverables, milestones, and success metrics.
- Track and measure impact of enablement initiatives on sales performance and pipeline growth.
- Provide feedback loops between sales and marketing to ensure continuous improvement.
- Track proposal outcomes and continuously refine response strategies to improve win rates.
- Serve as a key liaison between Sales, Product Management, Implementation, and Marketing to ensure alignment on messaging and deliverables.
- Provide insights and recommendations to improve sales effectiveness and client engagement.
- Drive cross-functional projects that improve sales effectiveness.
Benefits
- 3 weeks' vacation and 5 personal days
- Comprehensive Medical, Dental, and Vision benefits starting from your first day of employment
- Employee stock ownership and RRSP/401k matching programs
- Lifestyle rewards
- Remote work and more!
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Industry
Professional, Scientific, and Technical Services
Number of Employees
1,001-5,000 employees
