As an industry leader and Software-as-a-Service provider our mission at 8×8, Inc. (NYSE:EGHT) is to transform the future of business communications. The 8×8 Open Communications Platform (TM) uniquely brings together Voice, Video, Collaboration, Contact Center, and enterprise-class API solutions, helping businesses across the globe transform their customer and employee experience, and empowering workforces worldwide to work smarter.
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The Sr. Director, Sales Operations for North America will support the SVP of Sales in all aspects of sales strategy, planning, and daily operations. This is effectively a GM role, requiring extensive knowledge of the business, GTM, sales capacity, and coverage models in addition to compensation.
Reporting to the Global Vice President of Revenue Operations, the Sr. Director of Sales Operations will be a key leader in the sales organization and lead a diverse team of managers and individual contributors both in the US and off-shore to drive revenue and sales efficiencies. This is an extremely fast-paced sales organization and growing rapidly across all segments of the business (SMB, Commercial, and Enterprise) and this team will develop data-driven insights to create and execute the best-in-class go-to-market motion.
Lead North Americas Sales Operations to maximize revenue growth and operational efficiencies.
Assess and identify trends and recommend data-driven strategies to the Sales Leadership and Executive teams.
Manage the annual planning cycle, budget, headcount, territory plans, and coverage models across all sales segments.
Evolve the Sales Operations organization with FTE and off-shore resources to drive efficiencies and clear roles & responsibilities.
Manage cross-functional engagements and strategic initiatives to deliver on the company and sales goals and objectives.
Maintain an operational cadence for the sales organization, including sales forecasting, deal reviews, pipeline management, QBRs, and performance management checkpoints.
Assess and define sales processes and tools to remove sales drag, and improve lead and pipeline conversion, and sales to close rates.
Hire and coach a team of professionals and develop a diverse and innovative culture of success.
Responsible for quota assignment across all North America Sales teams with the support of the Compensation Team.
Works closely with executive staff and senior sales leadership to define the optimal performance measurements and performance management programs to ensure the sales organization’s success.
Develop a data-driven sales culture by leveraging data automation and data science to provide insights and KPI’s to the sales organization and executive leadership.
A four-year degree, MBA, or equivalent experience is preferred.
Minimum 12 years of sales or sales operations experience in a UC, CC, or SaaS business-to-business model.
5-7 years’ leadership experience, ideally managing large, global teams.
Must be a change agent, able to work in a fast-paced, hyper-growth environment.
Track record of successfully managing strategic corporate initiatives.
Extensive knowledge in full-funnel metrics and KPI’s to drive optimal results of lead and pipeline investments.
Experience developing and implementing sales organization coverage models, territory plans, quotas, and performance objectives.
Experience supporting overlay sales teams, sales specialists, implementation resources, and other sales management resources.
Must have experience working cross-functionally and the ability to collaborate and align the sales organization with the business – finance, marketing, HR, and others.
What We Offer
We have all the usual perks and benefits but what we can really offer you is a great work-life balance with some extra Rejuven8 days.
Industry competitive compensation and equity plan
Flexible time off and sick days
Full medical coverage (medical, dental, vision)
The estimated pay range for this position is the current market value; however, the compensation offered may vary depending on job-related knowledge, skills, success, education, and/or geographical market. The range is based on 8×8’s good faith belief at the time of this posting.
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