Head of Sales Operations

CHI Software is looking for an experienced and highly motivated Head of Sales Operations to help us orchestrate and elevate our sales department’s operations to the next level of maturity. This role will be crucial in creating and executing effective sales strategies and providing the sales team with the tools, processes, and insights they need to achieve their sales targets. The ideal candidate will be a strategic thinker with a deep understanding of sales operations and a proven track record of driving sales performance in dynamic environments. 

Requirements: 

• At least 5 years of relevant experience in revenue, sales, or customer success operations teams  

• Good understanding of IT outsourcing/outstaffing business models
  Experience designing, improving, and executing sales-related internal processes, such as sales territory assignments, sales commissions, sales forecasts, and sales processes 

• Proficiency in using CRM systems is a key requirement for this role. The ability to build necessary reports and dashboards using Zoho CRM, Salesforce, Hubspot, or similar platforms is essential  

• Exceptional analytical skills to transform raw data insights into actionable programs and initiatives  

• Confidence in delivering presentations and communicating with C-level executives   

• Managerial and hiring experience is a plus  

• B2B account management, sales experience, or similar is a benefit to this role  

Responsibilities:  

• Your role will be pivotal in revising and improving existing practices and designing and implementing new ones, to ensure sales and account management teams achieve their sales KPIs.  

• Work closely with the Head of Sales to ensure alignment between sales strategies and operations.
  This collaboration is essential for:
  – Identifying and addressing challenges in the sales process.
  – Aligning operational improvements with sales goals.
  – Developing and implementing joint strategies for market expansion and customer retention.
  – Ensuring that sales initiatives are well-supported and effectively executed.
  – Facilitating communication between the sales and operations teams to drive overall organizational success. 

• Create a comprehensive sales territory/industry/domain assignment policy aligned with the company’s business goals.  

• Design new compensation and bonus models for commercial roles to motivate the sales team and help achieve yearly sales plans.  

• Analyze the existing client portfolio, segment client profiles, and create best practices for managing key accounts.  

• Develop and implement efficient sales forecasting models to accurately predict future sales and adjust strategies accordingly.  

• Collaborate with marketing to align lead generation activities with sales strategies, ensuring a cohesive approach to market penetration and customer acquisition.  

• Monitor and report on sales performance metrics, providing actionable insights and recommendations for continuous improvement.  

• Together with the CMO, lead initiatives to improve CRM usage, ensure data accuracy, and maximize the system’s benefits for the sales and account management teams. 

• Drive innovation in sales and account management processes.