Sr. Principal, Sales Operations Strategy

Esri • Vienna, VA

3d • Onsite

About The Position

Esri’s Sales Operations team helps its sales organization work effectively, make informed decisions, and scale as the business evolves. The Sr. Principal, Sales Operations Strategy shapes operational strategy and leads complex initiatives that strengthen Esri’s direct sales organization. The role works with sales leaders and cross-functional partners to define long-term approaches, address critical business challenges, and develop scalable practices that help teams serve customers and support sustainable growth.

As a principal advisor and subject matter expert, this position connects business strategy with operational execution to guide decisions and improve sales performance. The role leads through expertise and influence while remaining closely connected to the work. Domestic travel of up to 50% is required. Visa sponsorship is not available; applicants must be authorized to work for any employer in the United States.

Requirements

• 15+ years of experience in sales operations, revenue operations, business operations, sales strategy, or a related field.
• Demonstrated success shaping strategy, solving complex business problems, and leading high-impact cross-functional initiatives within a large or highly complex sales organization.
• Deep expertise in sales planning, forecasting, territory and coverage strategy, capacity planning, and developing scalable operating practices.
• Strong business and financial acumen, with advanced understanding of CRM platforms, sales technology, analytics, data governance, and reporting ecosystems.
• Strong influence, facilitation, and communication skills, including the ability to advise senior leaders, determine approaches for critical assignments, and lead through uncertainty.
• Ability to travel domestically up to 50%.
• Bachelor's degree in business administration, operations, finance, analytics, or a related field.
• Applicants must be authorized to work for any employer in the U.S.; visa sponsorship is not available.

Nice To Haves

• Master's degree in business administration, operations, finance, analytics, or a related field.
• Experience implementing scalable sales operations practices or leading transformation across complex sales organizations, multiple channels, or business units.
• Advanced experience with financial modeling, performance analytics, and business intelligence tools.
• Evidence of leadership and expertise in sales operations, revenue operations, go-to-market strategy, or a related discipline.

Responsibilities

• Shape sales operations strategy and planning by translating enterprise direction for territory and coverage, goal setting, and resource planning into clear priorities for the direct sales organization; identify gaps and elevate channel needs to inform broader strategy.
• Facilitate regular pipeline reviews and provide actionable insights through consistent reporting and performance metrics; partner with sales leaders to identify risks, reinforce forecast discipline, and elevate issues requiring operational support.
• Partner with central operations, analytics, and business technology teams to improve the practices, processes, data, and technology that support direct sales; represent business requirements and help ensure solutions are practical, connected, and scalable.
• Lead complex initiatives and change by setting direction, building alignment, removing barriers, and guiding cross-functional work through ambiguity; develop practical approaches that support adoption of new processes, systems, and ways of working.
• Strengthen operational governance and standards by clarifying decision frameworks, operating rhythms, and measures of success for the direct sales organization; monitor effectiveness, surface emerging risks, and recommend adjustments as business needs evolve.
• Serve as a principal advisor to senior leaders and a resource to colleagues across the organization; share expertise, practical tools, and relevant industry perspectives to strengthen strategic thinking and execution.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal