Job description
Description
Position Title: Director, Sales Operations and Enablement
Location: Atlanta, GA or Louisville, KY
Reports To: Chief Revenue Officer
Employment Type: Full-Time
Position Description:
Reporting to the Chief Revenue Officer (CRO), the Director of Sales Operations and Enablement is a key player on the sales leadership team supporting the company to achieve its sales and revenue goals. He/she is an effective, hands-on leader with a strong background in sales operations, sales process management, sales enablement, and sales KPI analysis. High-level responsibilities include sales lead generation, sales process management, sales enablement, go-to-market planning, sales execution, and sales reporting. In addition, the Director, Sales Operations and Enablement will be responsible for developing requirements, and delivering tools, training, and resources to enable our sales teams to close sales more efficiently and effectively. He/she also analyzes sales performance, forecast sales trends, and collaborates with cross-functional teams to help the sales teams to drive revenue growth and exceed their assigned targets.
Requirements
Key Responsibilities:
Sales Lead Generation:
Maintain a strong working knowledge of emerging lead generation platforms and solutions
Leverage industry tools to perform Strategic Target Addressable Market (STAM) analysis
Leverage industry tools to identify on-net and near-net prospects that match our ideal customer profiles
Load and assign STAM, inbound, and referral leads into SFDC
Train and mentor new hire sales team members on the Accelecom lead generation process
Partner with Product Marketing to develop lead generation concepts to support customer cross-sell and upsell campaigns
Partner with sales leadership to develop and execute outreach sequences to effectively and efficiently follow up on sales leads
Leverage data in SFDC and Tableau to govern and measure lead generation follow up and conversion rates
Sales Operations:
Provide leadership to help maximize sales, revenue, gross profit on sales, and customer retention
Partner effectively with internal teams to maintain strategic and analytical alignment with Marketing, Product Management, Finance, Operations, and Human Resources
Define and implement effective policies and procedures for sales operations and sales process improvement
Ensure efficient and effective sales funnel, sales opportunity, and sales forecast management through ownership and utilization of SFDC
Design and implement improvements to SFDC to enhance the user experience
Monitor and inspect SFDC for sales process compliance by the sales teams
Develop and recommend sales reporting improvements and automation in SFDC
Define and enforce boundaries and rules of engagement between sales channels
Act as a point of escalation for assistance with customer quotes, sales contracts, bookings, etc.
Support effective onboarding and training of new sales team members
Contribute to company and board meeting presentations in partnership with the CRO and C-level leadership team
Host daily Sales War Room meeting and monitor sales opportunity throughput to installation
Host monthly Sales Rep Performance Scorecard Review Meetings with the sales team
Assist with execution of our weekly Executive Funnel Call
Sales Process Management:
Collaborate with sales leadership to drive effective sales lead tracking, follow up, and customer engagement by sales team members
Continuously look for opportunities to streamline and improve sales processes
Partner with Product Management to develop and implement sales processes for new products
Mentor and train new hire Sales Representatives on Accelecom’s sales process framework
Keep abreast of and evaluate emerging sales process methodologies
Maintain and update sales and sales process documentation in our Sales Library
Identify bottlenecks and areas for improvement in the sales cycle and recommend solutions
Partner with Sales, Product Management, Finance and Operations to resolve operational issues affecting sales
Sales Enablement:
Implement and support the use of third-party sales databases and their integration with SFDC and ArcGIS
Keep abreast of and analyze emerging sales CRM and enablement platforms
Assist with the onboarding and exit of Sales and Sales Engineering personnel
Assist new hire Sales Reps with Account Plan development
Serve as Sales New Hire Mentor / Coach (first 30-days)
Update / reconcile sales-centric materials within SFDC
Assist with the formulation of strategic market plans
Partner with Network Planning to identify network expansion opportunities
Assist with sales quota and sales compensation planning cycles with the CRO and CFO
Assist in developing sales budgets, quotas, and targets with the CRO and CFO
Partner with the CRO and sales leaders to assist with the quota assignment process for all sales channels and sales positions
Ensure sales compensation plans are in aligned with company goals and business strategy up and down the sales leadership chain of command
Deliver analytics and insights around the effectiveness of sales compensation plan design, components, calculations, decelerators/accelerators, commission targets, pay timing, etc.
Host monthly sales training session
Host monthly best practices call for lead generation follow up
Host monthly sales enablement call to help improve sales throughput
Sales KPI Analysis:
Work with the CRO and sales leaders to update and publish sales KPI reports and forecasts
Sales reporting and trend reporting responsibilities include; (1) sales lead status, (2) new opportunities created, (3) total sales funnel size, (4) sales funnel size in each stage, (5) average length of time in each stage, (6) % conversion rate from stage to stage, (7) sales forecasts, (8) win rate, (9) loss reasons, and (10) sales performance stack rankings
Analyze historical sales data, identify key drivers of performance, and highlight areas of opportunity for the CRO
Provide ad hoc analyses and messaging to the CRO on sales results, sales productivity, trends, opportunities, and risks, and provide results and your recommendations to the CRO
Ensure sales data in SFDC is clean, accurate and compliant
Required Qualifications:
Education: Bachelor’s degree in Business, Marketing, or related field
Sales Operations experience: Minimum of 10 years
Sales experience: Minimum of five years
SFDC experience: Minimum of five years
Telecom experience: Minimum of five years
Leadership experience: Minimum of three years
Wholesales sales experience: Minimum of three years
Enterprise sales experience: Minimum of one year
Indirect sales experience: Minimum of one year
Tableau experience: Minimum of one year
Deep knowledge and experience with sales methodology, lead generation, sales process, sales quoting, sales funnel management, sales forecasting, customer retention
Strong working knowledge of SFDC, Tableau, and DocuSign
SFDC Administrator certification preferred
Required Skills:
Ability to thrive in a dynamic and high-growth business environment
Ability to multi-task and meet deadlines in a fast-paced environment
Knowledge of BANT, Target Account Selling, and/or Challenger Sales methodologies
Excellent interpersonal and communication skills, both verbal and written
Exceptional relationship building skills – Makes friends easily
Exceptional financial, analytical, and problem solving skills
Superior planning, organizational, prioritization, and presentation skills
Highly skilled with the Microsoft Office Suite – Outlook, Word, PowerPoint, Excel, and Teams
Expertise with Excel, financial modeling, VLOOKUP, Pivot tables, charting, etc.
Personal Attributes:
Team player with unquestioned integrity and business ethics
Passion for exceeding expectations during personal interactions
Personally accountable for achieving results
Self-starter who leads by example and personal involvement
Embraces and champions new ideas and encourages others to do likewise
Works effectively under pressure and enjoys a challenge
Eager to work and overachieve
Work Environment:
Remote work environment
Will require occasional travel to headquarters and/or field locations
Compensation: We offer a competitive compensation and benefits package.
Equal Employment Opportunity Statement: Accelecom is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, age, color, religion, sex, national origin, sexual orientation, gender, gender identity, disability, protected veteran status, or any applicable legally protected characteristic.
