Director Global Sales Operations

Syntax is looking for a seasoned Director, Global Sales Operations with a proven track record of driving results and RevOps in business-to-business environment. This leader will be responsible for to maximizing revenue growth through the development, implementation and daily operations of the sales methodology, programs and initiatives. This role, reporting to the Global CMO, will lead a team deployed across geographies and partner closely with regional CEOs/CROs, Sales, Marketing and Finance leaders as a key advisor in the design, implementation and optimization of the go-to-market strategy. Exceptional leadership, organizational and analytical skills are essential to ensure best-in-class sales operations processes, CRM utilization territory/compensation planning, training, budgeting, reporting and forecasting/performance metrics. This role will often interact with the Global CEO and Senior Leadership Team at Syntax.

Responsibilities

Revenue Operations & Performance Analytics

• Leads the creation and management of Global Sales Operations team goals, mechanics, tech stack strategy and metrics management across the company.
• Establishes key performance metrics and dashboards that align with the organization’s growth strategies and use them to optimize sales execution. Lead strategy on how to leverage CRM insights & dashboards leveraged by all stakeholders.
• Incorporates and standardize sales and marketing cadence and reporting process to provide timely, accurate and easily consumable information to sales and executive teams.
• Generates forecast and sales analysis reports, and assist the global CEO, regional CEOs/CROs, and CMO in internal/external report outs.
• Navigates seamlessly between working hands-on to create processes, reporting, metrics, and collaborating with senior leaders on strategic planning.
• Collaborates with Finance to provide bookings budget and forecast.

Tools & Process

• Design and implement rigorous and best-in-class sales processes, training and discipline by developing and executing seller enablement through the Syntax Signature Selling program.
• Leads transformation by continuing to adopt high-impact tools and technologies that improve the productivity and performance of the sales team.
• Managing budget and renewals for all sales tools (SalesForce CRM, Zoominfo, LSN, etc.)
• Drive full utilization and compliance with Salesforce-CRM processes/procedures and acts as sales sponsor with IT/IS to ensure sales requirements are being met.
• Ensures CRM bookings data is accurate and consistent with Finance reporting.

Partners with cross-functional teams in the design and creation of motivational compensation and incentive programs in support of the company’s compensation philosophy of paying for performance and rewarding withing guidelines outlined.

Territory Planning & Compensation

• Assists in all facets of regional sales planning, inclusive of regular updates to quotas, headcount, and expense planning.
• Works with analyst to model compensation plans during Fall Planning and budget season.
• Rolls out individualized compensation plans for existing Sales Team and New Hires throughout the year.
• Manages and review commission calculations process globally for all sales units.
• Ensures alignment and maximize efficiency of sales territories/regions by optimizing customer/account targeting, eliminating conflict and optimizing sales resources.
• Provides support as required for aspects related to M&A activities – due diligence and integration.
• Collaborate / lead special projects as assigned by management.
• Support sales operations team in their daily work and personal development goals.

Competencies

• Reinforces ethical principles to guide decisions and actions; demonstrates honesty and integrity in managing people and resources; and treats others with respect, fairness, and concern for their welfare.
• Effectively applies knowledge across all routes to market to deliver advisory support to stakeholders including sales, marketing, business development, finance etc..
• Familiarity with the IT industry, go-to-market, channel ecosystem, products, services and solutions.
• Demonstrates excellent written and verbal communication skills. Listens effectively, transmits information accurately and understandably, and actively seeks feedback. Acts as strategic advisor.
• Organized, structured, self-directed team player.Growth mindset with a willingness to transform.
• Adaptable, comfortable in navigating ambigious situations, manages competing demands and a dynamic workplace without to deliver outcomes.
• Prioritizes and plans work activities, uses time efficiently and develops realistic action plans.
• Handles confidential and sensitive information and records with a high degree of ethics, diligence and good judgment.
• Inherintly thorough while monitoring the work of others to ensure quality and accuracy of data.

Qualifications

Required:

1. Bachelor’s Degree. MBA preferred.
2. 15+ years’ of progressive leadership experience with significant time leading Sales or Sales Operations
3. Demonstrated ability to define, refine and implement sales strategies, processes, procedures and policies.
4. Strong familiarity with Salesforce CRM, ZoomInfo, other automation tools and sales methodologies.
5. Track record of thriving in a global operating environment across many geographies and cultures.
6. Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations.
7. Experience in working closely with C-suite staff.
8. Experienced hands-on manager with the ability to multi-task and drive fast paced execution.
9. Ability to thrive in a highly matrixed organization.