Esri
Esri’s Sales Operations team drives efficiency, scalability, and insight across our enterprise sales organization. As Director of Sales Operations, you lead a team responsible for optimizing processes, tools, forecasting, and performance metrics that empower our sales force to succeed. You are both a strategist and an operator, ensuring operational excellence, enabling growth, and aligning sales execution with business priorities. With deep expertise in enterprise sales and sales operations, you guide decision-making across organizational lines and shape best practices that set the standard for the company.
Responsibilities
- Strategic Leadership. Build and lead a high-performing sales operations organization spanning strategy, revenue operations, and business technology. Foster accountability, collaboration, and execution excellence while developing talent and leadership capability.
- Operational Strategy and Process Design. Partner with senior leadership to design and optimize cross-functional sales and operational processes across all sales channels. Drive measurable improvements in efficiency, scalability, and alignment to company objectives.
- Sales Operations Excellence. Oversee forecasting, reporting, pipeline management, and goal setting to ensure data-driven decisions and predictable performance. Continuously refine processes to meet evolving market and business needs.
- Technology and Systems Enablement. Lead the strategy and adoption of CRM and sales technology platforms. Ensure tools and data insights empower sellers, streamline workflows, and accelerate business outcomes.
- Change Leadership. Guide organizational and process change with frameworks that engage stakeholders and drive adoption. Align new systems and ways of working to strategic priorities.
- Strategic Decision-Making. Assess complex business challenges across functions, balancing risk and opportunity to make timely, high-impact decisions. Delegate effectively while maintaining ownership of outcomes.
- Cross-Functional Alignment. Serve as a trusted partner to across Esri. Align initiatives, remove barriers, and drive company-wide collaboration toward shared goals.
- Performance Insight and Analytics. Define and communicate key metrics that measure sales effectiveness, operational health, and revenue performance. Lead the creation of reporting frameworks and dashboards that inform executive decisions.
- Sales Planning and Growth Enablement. Lead strategic sales planning, including territory design and goal setting, grounded in market insights and performance analytics. Ensure plans translate into actionable, high-impact execution.
Requirements
- 10+ years of experience in sales operations with demonstrated success leading multiple teams
- 8+ years of experience supporting enterprise sales providing solutions to businesses
- Demonstrated track record of implementing progressive processes and advanced technologies to optimize sales and marketing workflows in support of productivity and revenue growth
- Expertise in business process modeling, operations, and sales planning
- Successfully implemented a CRM system that improved lead tracking and increased sales conversion rates by a specific percentage.
- Developed automated email campaigns that resulted in a measurable increase in customer engagement and sales.
- Analyzed sales data to identify underperforming areas and implemented strategies that led to improved sales performance.
- Skilled in metrics, performance management, and forecasting
- Experienced in leading cross-functional change initiatives
- Decisive and effective under risk and ambiguity