Director, Sales Operations

Job Description

Company Description

Paying the right way, getting paid what you’re worth — it’s complicated, and it matters. Compensation used to be a dark art. Not anymore. PayScale helps employers and their employees understand the right pay for every position and effectively communicate about compensation.

PayScale pioneered the use of crowd-sourced compensation data and unique matching algorithms to power the world’s most advanced compensation platform and continues to be the compensation market leader.

We foster a working environment that generates new ideas, promotes ownership and experimentation and encourages highly motivated individuals to be truly creative. Are you forward-thinking, tenacious, and inventive? If so, PayScale may be the perfect place for you to grow your career!

Job Description

We are looking for a sales operations Leader to build an operations team and infrastructure that will scale with our growing sales organization. This is a key leadership role in the company and will have a prominent seat at the table with executive leadership. This role will lead all sales operations efforts for PayScale and will report directly to the Vice President, Revenue Operations.

You are an expert in sales automation, process and productivity. You're analytical with the ability to make data sing for purpose and truly see around corners. You are experienced in ground breaking change during critical junctions of company growth -- Think process innovation meets clean-through-the-clutter. You will be responsible for bringing order to the organics without making it feel too rules based. You have an excellent understanding of sales incentives plans and sales enablement techniques. You currently lead operations for a large inside sales team with thousands of marketing qualified leads coming in every month.

Primary Responsibilities:

• Collaborate with sales, marketing, services and finance teams to design and drive scalable solutions to sales teams that support go-to-market strategies and drive exponential growth.
• Assess and design a department structure that will help our teams scale.
• Develop standards for sales excellence including key scorecards, agreed to guiding metrics, operational design and process.
• Improve sales automation implementation to deal with highly sophisticated marketing qualified lead process, including lead distribution rules, lead categorization/management and coordinated follow up with marketing.
• Align sales leadership to develop, implement and evolve processes, sales strategies, training and tools with a focus on scalability and automation.
• Build a team culture focused on getting results and overcoming challenges to create sales success.
• Responsible for sales incentive compensation strategy including plan design and implementation, coordinating with finance leadership.
• Responsible for directing the planning, staffing, budgeting and expense prioritization.
• Make decisions about key elements of sales automation, including managing complex SalesForce.com implementation, choosing new vendors and managing/coordinating 3rd-party vendors and contractors as required.
• Establish clear deal structure and compliance guidelines and measure sales adherence to defined processes.

Qualifications

The Person:

• You're comfortable with the task of up-leveling and building out the capabilities of the team to deliver better processes, enhanced reporting & analytics.
• You're a natural innovator who can design new processes, automate and simplify complexity and get results with a high degree of consensus from sales leadership and sales teams.
• A real analytic mind with a deep understanding of data, processes, and technology to drive sales improvement at PayScale.
• Experience seeing the story behind the data and making recommendations that aren’t based on “what we’ve done before” in ways that contribute to all parts of the sales organization.
• Experience working with large sales teams, including Inside Sales (75-100 quota carrying AEs), that sell to multiple market segments with different products and selling motions by segment or experience with smaller teams experiencing rapid growth.

The Requirements:

• 10+ years of Sales Operations experience
• Minimum 3 years experience leading sales operations teams, preferably with a SaaS company
• SalesForce.com experience in complex sales environments
• Expertise in MS Excel and Google Sheets
• Proficiency in Outreach/SalesLoft, Connect&Sell, Gong.io, DiscoverOrg, ZoomInfo, LinkedIn Sales Navigator or other sales automation/enablement tools

Additional Information

Benefits & Perks – The Highlights:

• Flexible Paid Time Off policy
• 10 paid holidays
• Amazing Medical/Vision/Dental/Prescription coverage: 100% company-paid premiums for employees; 50% for eligible partners and dependents
• Flexible Spending Account (FSA) options for pre-tax employee allocations towards: Medical, Dependent Care, Parking, and Transit
• Long Term Disability, Short Term Disability, and Company-paid Life Insurance
• Strong Maternity and Paternity Leave benefits, and multiple onsite Mother’s Rooms
• 401k which vests immediately, complete with company match

Equal Opportunity Employer: PayScale provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. PayScale complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.