Director, Sales Operations and Strategy

Otter.ai•Mountain View, CA

1d•$185,000 - $210,000•Hybrid

About The Position

We are seeking a hands-on, strategic Director of Sales Operations & Strategy to lead and execute initiatives that improve the effectiveness and efficiency of our sales organization. This is a player-coach role, balancing strategic planning with tactical execution. You will directly manage one team member while partnering closely with senior sales leadership, marketing, finance, and other functions to drive revenue growth and operational excellence.

Requirements

Bachelor's degree in Business or a related field.
7+ years experience in revenue operations, strategy, or a related role
Proven track record and leadership experience
Exceptional analytical and strategic thinking skills
Expert level data orientation and hands-on proficiency
Excellent communication, interpersonal skills, and ability to influence executive leadership
Full revenue cycle analysis - including new, renewal, and expansion
Expert level proficiency in the Revenue Operations tech stack - CRM, salesforce, intelligence tools, data warehouse, hubspot, etc.
Demonstrated ability to lead and motivate cross-functional teams
Deep experience in designing and managing sales and customer success compensation plans

Nice To Haves

MBA is a plus

Responsibilities

Work closely with executive leadership to develop and refine the overall sales strategy.
Conduct market research and analysis to identify growth opportunities and industry trends.
Lead the sales planning process, including the development of annual sales targets and quotas.
Collaborate with sales leadership to create accurate sales forecasts and pipeline projections.
Streamline and optimize sales processes to enhance overall operational efficiency.
Implement best practices to improve sales productivity and effectiveness.
Collaborate with marketing, finance, and other departments to ensure alignment with company objectives.
Establish strong communication channels to facilitate information flow between sales and other teams.
Develop and maintain key performance indicators (KPIs) to measure and analyze sales performance.
Provide regular reports and insights to senior leadership on sales metrics and trends.
Evaluate, implement, and manage sales technologies, including CRM, sales intelligence, and data systems, to support sales processes.
Provide training and support for sales teams in the effective use of technology tools.
Work with sales leadership to identify training needs and opportunities for skill development.
Implement training programs to enhance the capabilities of the sales team.
Collaborate with finance to design and manage sales compensation plans and incentive programs.
Ensure that compensation structures align with sales objectives and corporate goals.
Monitor and assess risks related to sales operations and implement mitigation strategies.
Ensure compliance with industry regulations and company policies.