Director, Sales Strategy and Operations

OneTrust•Atlanta, GA

14h•$168,750 - $253,125•Hybrid

About The Position

OneTrust is seeking a Director, Sales Strategy & Operations to lead a team focused on optimizing the Sales Go-to-Market (GTM) strategy to drive Annual Contract Value (ACV) growth. This role involves aligning with sales leadership to manage the daily operating rhythm of the sales team, orchestrating the fiscal planning process, and conducting detailed business analysis to identify risks and opportunities for growth. Success requires expertise in sales operations and a dynamic, fast-paced work environment. The ideal candidate will be proficient in data analytics and skilled at translating insights into recommendations for senior executives.

Requirements

10+ years of experience in a Sales Operations, Marketing Operations, Strategy and/or Finance role in B2B SaaS (software-as-a-service) environments
Deep understanding of standard business practices related to Marketing & Sales Operations processes and systems (sales cycle, CRM, Marketing applications, lead generation, reporting, forecasting, territory management, compensation planning and sales quotas)
Ability to lead through influence, working alongside organizational leadership (Sales, Operations, Product Management, and Executive Team)
Proven track record of leading change management, building aligned tooling and developing methods to measure and systemize Sales KPIs for internal teams and customers.
Proven track record in operational excellence, automation and process resilience.
High motivation for continuous improvement and ability to drive impact in a fast-paced environment.
Ability to thrive in an ambiguous environment with a high degree of autonomy

Nice To Haves

A thought leader who is able to build productive and positive relationships across the organization at all levels
Excellent communication skills, particularly with executive-level partners
An exceptional people leader: acquire, develop and retain top industry talent to perform beyond expectations

Responsibilities

Partner closely with Executive leadership, Business Operations, and Finance to optimize our sales GTM
Build and manage a sales strategy team supporting GTM strategy and design, process optimization, fiscal planning, business risk and opportunity assessment, sales forecasting, sales reporting and analytics
Establish and maintain operating cadence/rigor across all sales functions to ensure the health of the business and manage to key performance metrics including forecast accuracy, pipeline analysis, and sales execution
Partner with Marketing to monitor and report on the sales funnel from lead generation to opportunity management to close
Partner with Enablement and Sales leadership to evolve the sales motion, process and rules of engagement across the breadth of the account team
Use data analysis and storytelling to generate business intelligence insights for the team.
Partner with Sales Leadership and Finance to develop and execute scalable fiscal planning processes, including organizational design, segmentation, territory design, capacity and quota planning
Build and drive process, change management, and operational efficiencies through the Sales organization