Director, Sales Operations

Sumo Logic

About The Position

The Director, Sales Operations leads Sumo Logic's global sales operations function and serves as a strategic partner to the Chief Revenue Officer (CRO). The role partners with sales leadership on headcount and capacity planning, territory planning, quota setting, compensation design, forecasting, reporting, and policy. This is a hands-on leadership position focused on adapting to change and improving productivity and efficiency across the sales organization. The Director leads global sales forecasting, planning, budgeting, reporting, and the management operating system used to track performance metrics and trends. The role also leads the systems administration team, which consists of a manager and three direct reports, and oversees the software and vendor processes supporting the go-to-market organization.

Requirements

Bachelor's degree in finance, accounting, or a related field, or equivalent experience.
At least 8 years of experience in sales performance, including global sales operations, sales management, channel sales or operations, finance, accounting, or compensation management.
At least 5 years of experience leading, managing, and mentoring sales teams.
At least 5 years of experience with CRM tools, specifically Salesforce, with solid knowledge of systems and data flow and the ability to learn new tools quickly.
Experience acting as a trusted advisor to C-level or senior revenue leadership, including presenting analysis and recommendations that shape strategic decisions.
Strong planning, financial, and analytical skills, including advanced Excel skills and the ability to apply them to complex business situations.
A track record of meeting sales, profit, and strategic goals for supported teams.
Experience building and using a management operating system that delivers sales quotas, compensation plans, and performance goals on time.
Experience leading process improvements and implementing strategic initiatives affecting the sales team.
Ability to manage multiple project tracks as a high-energy leader.
Strong attention to detail, commitment to quality, and results-driven, customer-focused approach.
Ability to thrive in a fast-paced environment and rapidly prioritize emerging opportunities.
Strong leadership, organizational, and written and oral communication skills.
Excellent people skills.

Responsibilities

Serve as a strategic thought partner to the CRO on go-to-market strategy, sales organization design, and investment priorities; translate the CRO's priorities into operational plans and provide decision-supporting data and insights.
Partner with sales, channel, finance, marketing, and legal teams to lead strategic programs and build relationships with cross-functional leaders.
Lead global sales forecasting, planning, and budgeting.
Own accurate, timely reporting and build a management operating system that tracks the metrics and trends leaders need for decisions.
Lead the systems administration team supporting go-to-market software, including oversight of system access and provisioning, RFPs, procurement, and vendor management across the GTM technology stack.
Help assign and allocate sales quotas fairly across the team.
Build the incentive compensation design process, advise senior leadership on compensation programs, and work with accounting, finance, and people operations to resolve compensation policy questions.
Maintain high-quality, accurate, and consistent planning and reporting; coordinate with other functions, monitor report distribution, and recommend reports and tools as needed.
Identify opportunities to improve the sales process, work with sales leadership to review process quality and prioritize improvements, help sales managers understand bottlenecks, and promote continuous improvement.
Roll out enabling technologies, including CRM, to the field sales team; monitor compliance with CRM data standards and help sales management maximize technology investments.