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Sr. Director, Sales Operations

Remote - USA

At Cision, we believe in empowering every individual to make an impact. Here, your voice is heard, your ideas are valued, and your unique perspective fuels our collective success. As part of our global team, you'll thrive in an environment that champions curiosity, collaboration, and innovation, all while making meaningful contributions to the brands we accelerate. 
 
Join us in shaping the future of communication and building authentic connections that matter. Whether you're solving complex problems or driving bold innovations, your growth is our success, and together, we’ll create the conversations of tomorrow. 
 
Empower your impact at Cision. Be seen, be understood, be you.

We are seeking a data-driven and strategic Head of Sales Operations to lead our sales operations function and drive sales performance optimization. This critical role requires a leader who can align sales strategies with overall business objectives, ensure data-driven decision-making, drive execution and optimize processes to enhance sales effectiveness. The ideal candidate will embody our Revenue Operations (RevOps) principles, focusing on creating sustainable customer impact, driving our revenue engine, fostering cross-functional collaboration, and driving proactive change within the organization.

Key Responsibilities:

Sales Strategy and Planning

  • Design and implement sales quotas, territories, and account alignments
  • Develop and execute strategies for optimizing sales performance and productivity
  • Collaborate with sales leadership to set and achieve revenue targets
  • Contribute to the design and execution of sales incentives
  • Develop and drive “back on track” and “close the gap” plans when needed

Performance Analysis and Reporting

  • Oversee sales performance reporting and conduct regular productivity analyses
  • Manage forecasting processes and improve forecasting accuracy
  • Conduct weekly, monthly, and quarterly sales reviews and business performance analyses
  • Track pipeline movements and revenue projections
  • Track and forecast team headcounts, hiring needs, and attrition rates
  • Monitor and improve Rep and frontline manager KPIs

Data Management and Analytics

  • Develop and maintain interactive sales dashboards and custom reports
  • Ensure data quality and integrity in CRM systems and other sales tools
  • Utilize data analytics to recommend action, predict risks and opportunities, make informed decisions and turn insights into actionable strategies

Help Sales Succeed

  • Work with enablement to create comprehensive sales playbooks, pitch decks, and training materials
  • Develop and implement effective onboarding processes for new sales team members
  • Make fair, rigorous, consistent and empathetic decisions (or recommendations) on issue of sales policy, revenue recognition, incentive eligibility, sales splits, performance plans etc.
  • Help escalate and/or remove friction for Sales with other operations teams

Process Improvement and Technology Management

  • Identify and implement automation opportunities in the sales process
  • Provide input on the sales technology stack
  • Evaluate and recommend new tools and technologies to enhance sales effectiveness
  • Drive overall sales productivity and remove friction for frontline teams

Team Management and Development

  • Oversee the Sales Operations team, include AMER Sales Ops, EMEA & APAC Sales & Demand Ops, setting clear objectives and performance metrics
  • Mentor and coach team members, identifying areas for improvement and growth
  • Track and forecast team headcounts, hiring needs, and attrition rates

Cross-Functional Collaboration

  • Work closely with finance, marketing, and product teams to align strategies and objectives
  • Facilitate alignment between sales and other departments to ensure unified go-to-market approaches
  • Serve as a business partner to regional leadership, providing insights and recommendations

Customer Intelligence and Competitive Analysis

  • Track competitive win/loss rates and provide insights to inform sales strategies
  • Gather and co-ordinate feedback from sales to the Product R&D organization

Qualifications and Skills:

  • Proven experience in sales operations leadership roles
  • Strong background in sales performance management, data analytics, and process optimization
  • Expertise in designing and implementing sales quotas, territories, and incentive plans
  • Strong process execution capabilities
  • Proficiency in CRM systems and sales analytics tools
  • Strong skills in data analysis, forecasting, and performance tracking
  • Experience in developing and managing sales enablement programs
  • Proven ability to lead and motivate teams, with excellent coaching and mentoring skills
  • Strong cross-functional coordination skills, particularly in aligning sales with other departments
  • Excellent communication and presentation skills for stakeholder engagement and business reviews
  • Strategic thinking with a focus on driving business growth and efficiency
  • Bachelor's degree in Business, Marketing, Finance, Analytics, Operations or related field; MBA preferred

As a global leader in PR, marketing and social media management technology and intelligence, Cision helps brands and organizations to identify, connect and engage with customers and stakeholders to drive business results. PR Newswire, a network of over 1.1 billion influencers, in-depth monitoring, analytics and its Brandwatch and Falcon.io social media platforms headline a premier suite of solutions. Cision has offices in 24 countries throughout the Americas, EMEA and APAC. For more information about Cision's award-winning solutions, including its next-gen Cision Communications Cloud®, visit www.cision.com and follow @Cision on Twitter.
 
Cision is committed to fostering an inclusive environment where all employees can be their authentic selves and perform at their best. We believe diversity, equity, and inclusion is vital to driving our culture, sparking innovation and achieving long-term success. Cision is proud to have joined more than 600 companies in signing the CEO Action for Diversity & Inclusion™ pledge and named a “Top Diversity Employer” for 2021 by DiversityJobs.com.
 
Cision is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or other protected statuses.
 
Cision is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Cision will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact hr.support@cision.com
 
Please review our Global Candidate Data Privacy Statement to learn about Cision’s commitment to protecting personal data collected during the hiring process. 

For Individuals based in New York, Illinois, Colorado, Washington, and California, Cision is required to disclose a salary range for this role. This compensation range is specific to these states, however base pay may vary depending on a range of relevant factors.

Remote USA Pay Range

$190,000 - $288,000 USD

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