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6 Apr 2023

Full-Time Director of Sales Operations

Passport Inc – Posted by spectraltoast1 Charlotte, North Carolina, United States

Job Description

About the Role:

The Director, Sales Operations will be responsible for the development and oversight of strategic programs, processes and tools focused on enhancing sales team productivity and go-to-market effectiveness. These include pricing, quoting and contracting, the CRM, governance, deal desk, territory design, desktop tools, systems, forecasting, reporting and process optimization.  The Director, Sales Operations will also lead the Sales Analyst & Sales Operations functions. 



  • Own and set the vision for the Sales Operations team, fostering a culture of collaboration, mutual support, accountability, and data-driven decision making
  • Lead, coach, and develop the Sales Operations team through employee engagement, development conversations, and frequent feedback
  • Partner with senior leadership to identify opportunities to simplify the sales process through optimization and automation
  • Participate and proactively recommend in the management and optimization of the CRM and critical sales, customer success and marketing systems
  • Actively test and update GTM pricing models for current and future products
  • Lead and participate in programs associated with risk management, process ownership and improvement, data quality and workflow optimization, scope management, quality assurance and standards development
  • Facilitate successful implementation and adoption of new processes within the sales organization
  • Create a strategic roadmap for achieving excellence across the sales organization (programs, playbooks, and methodology)
  • Perform detailed needs assessments in coordination with Sales, Client Success, Marketing, Product, and Operations. Translate business needs into deliverable programs
  • Ensure effective change management and communication strategies are established across programs to ensure consistency, awareness, buy-in and engagement across the organization
  • Develop, align, and implement new territory assignments, compensation plans, and targets / quotas
  • Identify and continually update market TAM and product penetration metrics
  • Coordinate sales forecasting, planning and budgeting processes within the sales organization
  • Work jointly with finance and operations on sales forecasting, quarterly and annual projections, and ensure company sales projects align with bookings projections
  • Collect, analyze, evaluate and report data in order to increase productivity and effectiveness
  • Lead the sales analyst & sales operations functions


  • Bachelor’s degree or equivalent experience, MBA degree preferred
  • 10+ years of experience with 5+ years experience as a Sales/Revenue Operations leader, prior Sales experience preferred
  • Experience developing programs and leading change
  • Strategic thinker that can take broad visions and concepts and develop structured plans, actions and measurable metrics and then execute those plans
  • Proven ability to lead and manage at senior levels without direct authority
  • Understanding of CRM systems, quote to cash management infrastructures, data management and workflows
  • Sales systems and sales process management and optimization experience
  • Strong communication skills, including establishing credibility and trust with customers and building influential relationships with partners in the business, including Finance, Legal, IT, Sales, Customer Success, Operations, Marketing and Products
  • Previously designed and implemented sales processes while leveraging data to drive influence and strategy
  • Proficiency in Salesforce.com with expertise in leading Salesforce improvement efforts
  • Fluency in other systems and sales tools, including Sales Intelligence tools (Clari),  and other tools that drive Sales/CS productivity (DocuSign, etc.)


About You:

Not only do you eat, breathe, and dream about business partnerships, but you communicate sales operations in such a way that it inspires others to bring opportunities your way because they clearly understand your team’s value-add.  You quickly develop deep-rooted relationships that lead to win-win business outcomes.  You are a voracious learner and can quickly become an expert in all things Passport, but you’re also not afraid to admit what you don’t know.

As a leader, you can balance the need to live in strategy while also comfortably swooping down into the trenches and executing.  You’re passionate about developing your protege so that when you earn millions and retire to your dream life, your successor is ready to take the reins and continue driving successful partnerships.  You listen, collaborate, take note of alternate viewpoints, and implement the best solutions.

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How to Apply

Thanks for your interest in our Director of Sales Operations position!   To apply, please submit an application through our careers page: https://workforcenow.adp.com/mascsr/default/mdf/recruitment/recruitment.html?cid=defb40d0-f2ac-46a8-a5c8-84f563616cc8&ccId=19000101_000001&jobId=463777&lang=en_US

Job Categories: Equal Opportunities. Job Types: Full-Time. Salaries: 100,000 and above.

Job expires in 38 days.

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