Director, Sales Operations
Sumo Logic · United States
As Director, Sales Operations, you'll lead Sumo Logic's global sales operations function and act as a strategic partner to the Chief Revenue Officer (CRO). You'll partner with sales leadership on headcount and capacity planning, territory planning, quota setting, compensation design, forecasting, reporting, and policy. You're a hands-on leader who welcomes change and turns it into results, improving productivity and efficiency across the sales organization.
Responsibilities
- Serve as a strategic thought partner to the CRO, helping shape go-to-market strategy, sales org design, and investment priorities. Translate the CRO's priorities into operational plans, and bring the data and insights that inform their decisions.
- Partner closely with sales, channel, finance, marketing, and legal teams to lead strategic programs, and build strong relationships with cross-functional leaders.
- Lead global sales forecasting, planning, and budgeting. Own accurate, on-time reporting that keeps the sales organization effective, and build a management operating system that tracks the metrics and trends leadership needs to make decisions.
- Lead the systems administration team (a manager and three direct reports) that supports all go-to-market software. Oversee system access and provisioning, RFPs, procurement, and vendor management across the GTM tech stack.
- Help assign sales quotas fairly and allocate them across the team. Build the incentive compensation design process, advise senior leadership on compensation programs, and work with accounting, finance, and people operations to resolve compensation policy questions.
- Maintain high-quality, accurate, and consistent planning and reporting. Coordinate these efforts with other functions, monitor how sales reports are distributed, and recommend new reports and tools as needed.
- Find opportunities to improve the sales process. Work with sales leadership to review process quality, prioritize improvements, and help sales managers understand bottlenecks. Build a culture of continuous improvement.
- Roll out enabling technologies, including CRM, to the field sales team. Monitor compliance with CRM data standards, and work with sales management to get the most from the company's technology investments.
Qualifications and Skills
- Bachelor's degree in finance, accounting, or a related field, or equivalent experience
- 8+ years of experience in sales performance, including global sales operations, sales management, channel sales/operations, finance, accounting, or compensation management
- 5+ years of experience leading, managing, and mentoring sales teams
- 5+ years of experience with CRM tools, specifically Salesforce, with solid knowledge of systems and data flow and the ability to learn new tools quickly
- Experience acting as a trusted advisor to C-level or senior revenue leadership, including presenting analysis and recommendations that shape strategic decisions
- Strong planning, financial, and analytical skills, including advanced Excel skills (you can build and maintain complex spreadsheets) and the ability to apply them to complex business situations
- A track record of hitting sales, profit, and strategic goals for the teams you've supported
- Experience building and using a management operating system that delivers sales quotas, compensation plans, and performance goals on time
- Experience leading process improvements and implementing strategic initiatives that affect the sales team
- The ability to manage multiple project tracks as a high-energy leader
- Strong attention to detail, a commitment to quality, and a results-driven, customer-focused approach
- The ability to thrive in a fast-paced environment and prioritize rapidly emerging opportunities
- Strong leadership, organizational, and communication skills (written and oral)
- Excellent people skills