Sales Operations Director - Nextiva

The Sales Operations Director will be responsible for driving the efficiency and effectiveness of the commercial sales team by overseeing sales operations, developing scalable processes, and ensuring alignment with business objectives. This role will play a critical part in optimizing the performance of the commercial sales team, providing data-driven insights, and leading key initiatives that support revenue growth. The ideal candidate will have a strong background in sales operations, a deep understanding of commercial sales processes, and the ability to manage cross-functional projects.

Key Responsibilities:

1. Sales Process Optimization:
   • Lead the development and implementation of streamlined sales processes tailored to the commercial sales team.
   • Identify and address process bottlenecks, inefficiencies, and areas for improvement to enhance sales productivity.
2. Forecasting & Sales Cadence:
   • Review deals in forecast for risk, likelihood to close, and help needed cross functionally
   • Support sales leaders using data reporting, applying judgement to ensure we are able to forecast with accuracy and predictability
3. Performance Management & Reporting:
   • Develop and maintain comprehensive dashboards and reports to monitor commercial sales performance, including pipeline management, conversion rates, and sales cycle metrics.
   • Provide actionable insights to sales leadership based on data analysis, and recommend strategies to improve sales outcomes.
   • Oversee the sales forecasting process, ensuring accuracy and alignment with business goals.
4. Sales Technology & CRM Management:
   • Ensure data integrity, accuracy, and consistency within the CRM system.
   • Train and support the commercial sales team in the effective use of sales tools and technologies.
5. Sales Strategy & Planning:
   • Collaborate with sales leadership to develop and execute commercial sales strategies that align with the company's overall business objectives.
   • Participate in the annual planning process, including territory design, quota setting, and sales compensation plans.
   • Monitor and evaluate the effectiveness of sales strategies and make adjustments as necessary.
6. Team Leadership & Collaboration:
   • Lead and mentor a team of sales operations professionals, fostering a culture of excellence and continuous improvement.
   • Collaborate closely with Marketing, Finance, Product, and other departments to ensure alignment and support for commercial sales initiatives.
   • Act as a key liaison between the commercial sales team and other functional areas, ensuring clear communication and coordination.
7. Process Improvement & Innovation:
   • Continuously assess and improve sales operations processes, leveraging industry best practices and emerging technologies.
   • Drive initiatives that enhance the scalability of the commercial sales organization and support the company's growth objectives.
   • Foster a culture of innovation, encouraging the exploration of new ideas and approaches to sales operations.

Qualifications:

• Bachelor's degree in Business, Marketing, Finance, or a related field; MBA or advanced degree preferred
• 5+ years of experience in sales operations, with a focus on commercial sales, including at least 2 years in a leadership role
• Proven track record of optimizing sales processes and driving sales performance improvements in a commercial sales environment
• Strong analytical skills, with the ability to leverage data to drive decision-making and process improvements
• Proficiency in CRM systems (e.g., Salesforce), sales analytics tools, and Excel
• Excellent leadership and team management skills, with the ability to mentor and develop a high-performing team
• Strong communication and interpersonal skills, with the ability to collaborate effectively across all levels of the organization
• Ability to manage multiple projects simultaneously and work in a fast-paced, dynamic environment
• Experience in leading cross-functional initiatives and driving change management efforts within a sales organization

Nextiva Core Competencies / DNA:

• Drives Results:  The successful candidate will be action oriented, with a passion for solving problems.  They will bring clarity and simplicity to ambiguous situations.  This individual will challenge the status quo; asking what we can do differently and finding ways to create and build more success.  They are a change agent, prepared to lead and drive changes as we transform. 
• Critical Thinker:  The successful candidate is fact based and data driven, able to understand and articulate the "why," identifying key drivers and learning from the past.  They are forward-thinking, anticipating problems before they arise.  They'll recommend and action well thought out solutions, understanding the risks and dependencies. 
• Right Attitude:  The successful candidate will be team-oriented, collaborative and competitive with a winning mindset; they're resilient and able to easily bounce back from setbacks.  They will be able to zoom in / out, willing to be hands-on to help solve important problems while being a motivating figure for the team along the way.  They will embrace a culture of service and learning with a focus on caring, supporting and respecting our customers and team members.

Compensation, Rewards & Benefits:

The salary or hourly wage offered by Nextiva to external candidates considers a wide range of factors, including but not limited to skills sets, experience, training, licensure and certifications, etc. Our compensation decisions are dependent on the facts and circumstances of each case. Our estimate of the expected hiring range for the position as posted is $101,000 - $158,000 A different level in the job hierarchy may apply to a specific candidate resulting in a different hiring range.

Nextiva provides a comprehensive employee benefits package that includes medical (including supplemental plans for accident, hospitalization and critical illness), telemedicine, dental, vision, disability, life insurance, legal assistance, an Employee Assistance Plan, paid parental bonding leave, PTO for hourly employees and Flexible Time Off (FTO) for salaried employees, an employee long-term savings plan (401k) through Fidelity with Nextiva matching, comprehensive employee wellness programs and loads of learning and development opportunities which are coupled with career paths to last a lifetime.

Interested in joining our amazing team at Nextiva HQ? Apply today as we launch the future of business conversations!

Established in 2008 and headquartered in Scottsdale, Arizona, Nextiva secured $200M from Goldman Sachs in late 2021, valuing the company at $2.7B.To check out what's going on at Nextiva, check us out on Instagram, Instagram (MX), YouTube, LinkedIn, and the Nextiva blog. 

Nextiva is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Nextiva participates in the E-Verify Program where and as required by law. For additional information about E-Verify visit USCIS. 

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