Job description
About the Position
As the Director of Sales Operations and Excellence reporting directly to the Chief Revenue Officer, you will be instrumental in steering our organization’s sales strategy and operations, ensuring alignment across various business functions. Your leadership will guide a team of three tasked with optimizing sales processes, enhancing sales effectiveness, and supporting overall revenue growth.
About the Team
The Sales Operations and Excellence team at FiscalNote is responsible for driving operational excellence across our sales processes. By partnering with other departments such as Finance, Marketing, and Business Intelligence, the team ensures that our sales strategy is agile, data-driven, and aligned with our corporate objectives. This team plays a pivotal role in ensuring our sales functions operate smoothly and efficiently, thereby contributing significantly to FiscalNote’s success.
About You
You are a seasoned leader with a deep understanding of sales operations and strategy in a high-growth environment. Your expertise in collaboration, data analysis, and sales process optimization drive your ability to support and develop high-performing sales teams. You are comfortable managing complex projects across multiple departments and have a keen eye for detail. Your leadership style is inclusive and adaptable, promoting a culture of continuous improvement.
While not a requirement, if candidates were open to working hybrid from our office in Washington, DC this would be preferred if possible.
What to Expect in this Position
- Lead Sales Strategy and Implementation
- Develop and execute actionable sales plans to support revenue growth
- Collaborate with cross-functional teams and align sales goals with marketing and finance objectives
- Oversee budgeting and resource allocation for sales initiatives to ensure profitability
- Communicate sales performance and insights to stakeholders
- Sales Process Optimization
- Design, implement, and continuously improve sales processes to enhance productivity, efficiency, and accuracy.
- Manage and improve core sales processes, including quota setting, performance management pipeline analysis and forecasting
- Develop and maintain compensation and incentive programs to drive sales performance
- Collaborate with leadership to balance and optimize sales territories and structures
- Support pricing and engagement rules to maximize sales effectiveness and minimize conflicts
- Data Analysis and Reporting:
- Build and maintain dashboards to track key performance indicators (KPIs) and provide actionable insights to sales leadership
- Analyze sales metrics to inform strategic planning and identify areas for improvement
- Conduct data-driven resource planning to optimize sales productivity
- Strengthen Sales Talent Management
- Partner with talent acquisition to ensure a continuous pipeline of top talent
- Foster an environment of continuous learning and development for sales professionals.
- Partner with sales enablement to enhance onboarding processes and career progression programs to reduce time-to-productivity
- Ensure robust succession plans are in place for all management roles
What Sets You Apart
- Over 5 years of experience in sales operations and leadership within the SaaS or information services industry.
- Proficient understanding of sales analytics and financial modeling for strategic decision-making (e.g. Excel, Tableau, SQL)
- Excellent communicator with experience interacting with stakeholders at all organizational levels
- Proven ability to adapt to changing conditions in a dynamic environment
- Strong project management skills, with a focus on achieving impactful results
- Demonstrative experience in leading and developing diverse teams, promoting an inclusive work environment
- Strong experience with CRM tools, especially Salesforce
- Excellent problem-solving skills with a strong ability to make data-driven decisions.
- Proven leadership skills with experience managing cross-functional teams or projects.
