Position: Head Of Sales Operations
Company: Wallet Factory
Experience required: 5y
Category: Sales
English level: fluent
Published: 2022-04-01T00:00:00+03:00

Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
    The Business & Sales Operations (BSO) is at the center of excellence for cross-business execution performance, strategy & planning, and sales operations. The team helps scale execution, operationalize business & sales programs, drive business strategy, sales, and partner transformation that accelerate Wallet Factory’s business objectives globally. This role reports to the Chief Business Development Officer who is manager of the BSO team and thus is responsible for leading, creating, and orchestrating processes across all business groups locally.
 
Business Partnership and Support
- Drives sales and usage growth through account or business planning. - Analyzes the outlook and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks. Supports the integration, alignment, and/or execution on the defined actions within the segment/region.
- Advises segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, account assignments, and quota setting. Shares feedback on proposed segmentation changes based on local business knowledge. Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area. Leverages segment knowledge to provide input on judgment/adjustments prior to quota decisions. Participates in sales/usage leaders and manager briefings to share quotas and rationale where needed.
- As primary orchestrator of the Account/Portfolio/Usage/Support/Partner Business Plan, contributes to activating sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Contributes to reinforcement and review of quality plans within the segment/region.
- Maintains and/or defines a predictable rhythm of the business in collaboration with peers and/or leadership. Contributes to rhythm activities to enforce great discipline. Ensure quality outcome delivery including SCRUM rhythm and acceleration and unblocking of milestones. Provides business insights and recommendations to effect positive changes. Identifies opportunities to streamline and improve the rhythm cadence within the supported segment/region.
- Advises and contributes to sales teams on sales and usage motions/strategies for opportunity and engagement management (e.g., up-sell, cross-sell, renewal, recapture, baseline erosion). Contributes to operationalizing prioritized sales plays and industry solutions, and usage motions. Identifies opportunities to generate new business, drive usage, and accelerate the closing of existing opportunities, engagements & milestones.
 
Responsibilities
- Sales, Usage & Support Coaching for Growth and Transformation
Coaches and builds relationships with the sales team on executing key priorities. Engages sales/usage/support team to become more effective coaches to their sellers. Helps sales/usage teams achieve increased individual and team capability, employee satisfaction, and collaborative selling/usage efforts. May contribute to coaching on large deal, engagement & milestone pursuit.
- Improves awareness and clarity of corporate programs among sales teams and managers. Intakes and contributes to adopting plans to create new habits among sales/usage/support teams or partners.
- Contributes to optimizing sales/usage/support team processes and capabilities within the supported segment. Assesses customer/partner needs and applies methodologies and resources to transform seller capabilities, sales/usage/support processes, and/or partner engagement processes.
- Partners with Business and Sales Operations (BSO) to remove sales, usage & milestones roadblocks, drive utilizations of investment, increase customer-/partner-facing time, and enhance seller/partner capability and effectiveness. Provides input to sales teams to anticipate and mitigate risks. - Captures and integrates feedback on sales, usage & milestones challenges or blockers. Communicates feedback to relevant teams through the appropriate channel.
- Driving Sales, Usage & Support Process Discipline
- Contributes to analytics on key revenue/usage/support delivery drivers (e.g. by channel, by product, by geo). Integrates findings from data analysis. - Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue/usage and forecast for sellers, sales/usage managers and leaders, or partners.
- Instills sales and usage process discipline, adherence to standards and excellence in execution, or pipeline health. Holds sales/usage managers accountable for account plan quality and completeness. Helps ensure consistency and excellence in the sales/usage process within the segment/region. Shares best practices within their team.
- Acts as a subject matter expert to advocate and support effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Consolidates input from the supported area into the feedback loop. Communicates feedback to engineer/partner teams on sales tools.
Supporting Executive Capacity
- Supports leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment leadership.
 
Qualifications

Required/Minimum Qualifications
- Experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
- 3+ years of experience using data to drive business outcomes or inform business decisions.
- 3+ years of experience managing relationships with stakeholders, clients, and/or customers.
- Additional or Preferred Qualifications
- Bachelor's Degree in a related field.
- 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.