Director of Sales Operations - Americas
Summary
The Director of Sales Operations is a leadership role responsible for operational productivity across Workiva. This role manages and leads deal desk, commercial strategy, and commercial contracts activities in driving opportunity-to-cash and order management processes, analytics, and programs that impact our business. This position partners with internal cross-functional stakeholders in operational strategy and follow through in execution and operations.
Responsibilities
Leadership and People Management
- Manages regional sales operations teams and escalations that arise across teams
- Builds a strong sustainable organization with high levels of employee engagement
- Coaches employees with actionable feedback and developmental opportunities to enhance their skills, motivation, and performance
- Promotes an atmosphere of respect, mutual support, flexibility, and continuous learning
- Matches staff skills and talent to tasks to ensure optimal engagement and performance
- Manages operations staffing, including recruitment, supervision, scheduling, development, evaluation and disciplinary actions
- Coaches team in boosting sales volume, product mix, and selling price by keeping current with demand drivers, changing customer and prospect trends, economic indicators, and competitors and market variables
- Develops and implements metrics to measure team performance and productivity
- Use data-driven decision-making and sound business judgement to guide team performance
Productivity Management and Analytics
- Optimizes core sales processes and productivity drives, infrastructure and automation, and regional performance
- Develops and oversees scalable, repeatable, and sustainable quote-to-cash and order management processes
- Defines and drives critical initiatives focused on unlocking growth and providing clarity in execution
- Guides team in deal structuring and execution of transactions while optimizing for customer experience, revenue potential, profitability, and compliance
- Builds and maintains relationships and effectively communicates with customers, business unit leaders, and senior management to enhance team visibility and ensure collaboration with appropriate key stakeholders
- Effectively identifies gaps and resolves concerns arising between internal processes, stakeholders, and customer needs
- Collaborates with other regional Sales Ops leaders as well as Sales, Accounting, Legal, and Product leadership to ensure global alignment and process coordination
- Provides subject matter expertise to Business Operations and IT to drive automations and reporting methodologies
- Drives innovation and process simplification by establishing standards and rules of engagement for team to engage clients with value propositions and commercial terms
What You'll Need
Education
- Undergraduate Degree or equivalent combination of education and experience in a related field.
- 8+ years of progressive Sales Operations experience including Deal Desk, Order Management, Contract Management, and negotiations in a high growth technology company
- Experience managing remote and local as well as direct and matrixed teams
- Experience supporting remote and local Enterprise SaaS sales teams
- Experience with both direct B2B sales models and tiered channel partnership models
- Experience working with remote cross-functional teams such as Legal, Finance, and Product
- Working knowledge of ASC 606 Revenue Accounting guidelines
- Salesforce CRM and CPQ experience required; CLM experience preferred
- Advanced skills in Microsoft Word, Microsoft Excel, Google Docs, and/or Google Sheets
- Effectively manage large, matrixed teams with diverse personalities and experience levels
- Excellent listening, written, and verbal communication skills with ability to synthesize and effectively articulate concepts to internal and external cross-functional stakeholders at all levels
- Ability to remain courteous and professional even during high-stress end-of-quarter times
- Strong organizational and time management skills with ability to work autonomously, prioritize, meet deadlines, and manage multiple projects in a fast-paced, changing environment while exercising sound business judgement and with minimal supervision
- Can quickly identify gaps and act with exceptional creative problem-solving and critical thinking skills to sustainable solutions
- Dedicated to excellent customer service while managing multiple priorities with short turnaround times
- Ability to be open and honest in communications with all stakeholders – customers and internal stakeholders including but not limited to Sales, Legal, Accounting, and senior management
- Up to 10% travel
- Reliable internet access for any period of time working remotely, not in a Workiva office.
How You'll Be Rewarded
- Base Pay Range in Colorado: $170,000 - $200,000
- A discretionary bonus typically paid annually
- Restricted Stock Units granted at time of hire
The base pay range represents the low and high end of the hiring range for this job. Actual pay will vary and may be above or below the range based on various factors including but not limited to relevant skills, experience, and capabilities.
Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.
- Customer Success: Always delight our customers.
- Trust: Rely on each other.
- Integrity: Do the right thing, every time.
- Collaboration: Share resources and work together.
- Innovation: Keep creating solutions and finding better ways.
- Inclusion: Support a diverse community where we all belong.
- Accountability: Be responsible for your success and failure.
We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.
At Workiva, you’ll enjoy:
- Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.
- Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
- Involvement: Ability to participate in Employee Resource Groups, (Women in Tech, Women in Sales, Ethnic Diversity, Veterans, Rainbow (LGBTQ), Remote Employees, Caregiving) Volunteering, Company wide celebrations, and more
- Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.
Learn more: https://www.linkedin.com/showcase/workiva-life-and-careers/
Learn more: https://www.workiva.com/careers/benefits
Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].