Sr. Director, Sales Systems & Processes

SentinelOne

2d•$198,750 - $298,000•Remote

About The Position

SentinelOne is seeking a Sr. Director, Sales Systems & Processes to lead the scaling and optimization of their Sales systems and processes. This role requires deep expertise in managing CRM, CPQ, forecasting, planning, prospecting, and other sales systems within high-growth software/SaaS companies. The successful candidate will be responsible for defining best-in-class Go-to-Market (GTM) processes and the system capabilities to support them. This leadership position will collaborate with cross-functional stakeholders to address complex business challenges, enhance the sales experience, and boost productivity. This is a remote position managing a global team and reporting to the VP of Revenue Operations & Data Intelligence.

Requirements

10+ years of experience owning sales processes and the sales technology stack at high-growth software/SaaS companies, in GTM Systems, Business Systems, or Revenue Operations roles.
5+ years of experience leading global teams.
Deep, hands-on experience as the business owner of core sales applications, including SFDC and CPQ, Clari, Salesloft, DnB, as well as forecasting, planning, sales engagement, and data enrichment tools.
Demonstrated experience applying AI within a sales organization, including identifying use cases, deploying them in production, and managing data quality, security, and vendor risk.
Demonstrated experience leading large-scale change in how a Sales organization operates, with measurable results.
Experience implementing CRM/SFDC best practices.
Deep knowledge of Lead to Order/Renewal processes in an ACV/ARR environment.
Ability to listen to stakeholder needs, problem-solve to find quality solutions, and escalate when necessary.
Experience partnering with IT: translating field needs into system requirements, negotiating priorities, and aligning to IT capacity.
Ability to think and behave strategically while delving into details when appropriate, and to manage multiple initiatives simultaneously in a fast-paced environment.
Bachelor's degree in Business, Management, Technology, or a related field.

Responsibilities

Develop and execute a comprehensive sales capabilities roadmap aligned with company and sales strategies.
Define and execute the AI agenda for Sales, covering rep-facing workflows, process automation, and the systems stack (e.g., prospecting, deal inspection, forecasting, CPQ). Establish standards for data quality, security, and responsible use, and measure impact.
Own and optimize key Sales processes to align with overall Global Sales strategies and simplify them for Sales productivity.
Own key Sales systems managed by the business (not IT), including budgeting, implementation, provisioning, and optimization.
Partner with IT counterparts to align the business roadmap with IT capacity and prioritization for Sales systems owned by IT but heavily used by Sales (e.g., SFDC).
Lead strategic system initiatives on behalf of Sales, collaborating with cross-functional teams to define business requirements, partnering with IT for design and deployment, and working with sales enablement for effective training.
Own sales data governance policies and processes, ensuring alignment with sales rules of engagement.
Manage Sales support, defining and managing key SLAs, performing root cause analysis and resolutions, and quarterly KPI tracking.
Own relationships with software vendors, including regular touchpoints, identifying new features, and implementing them into existing processes. Work with Procurement and IT to manage software licenses and spend.
Lead Sales systems and process consolidation following acquisitions, including CRM and data migration, territory and quota mapping, product and price book alignment, and retiring redundant applications.
Manage a team of Sales Operations managers and analysts, defining and tracking team priorities, managing team capacity, and helping overcome obstacles.
Continuously improve and scale the sales ecosystem, proactively suggesting ideas to Revenue Operations leadership to drive productivity and optimize applications.