Senior Director, Sales Operations

We’re looking for a Senior Director, Sales Operations to lead the development and execution of the GTM operational strategy that ultimately drives overall performance and effectiveness of Hootsuite’s sales organization. As a key member of the GTM Strategy & Insights leadership team, you will have a broad impact across Hootsuite through leadership and accountability for designing and executing the go-to-market compensation strategy, enhancing customer journey processes, systems, and tools in order to drive revenue growth. In this role, you will report to the VP, GTM Strategy & Insights and provide strategic direction and oversight to the Sales Strategy & Analytics and Territory Strategy & Management functions.

WHAT YOU’LL DO:

• Hire, lead, mentor and develop a team of senior professionals and people leaders. Perform full scope of people-management responsibilities in alignment with Hootsuite's DE&I objectives.
• Design, operationalize and implement Hootsuuite’s global strategic sales compensation and sales territory frameworks to enhance the end to end customer journey and experience and drive profitable growth.
• Partner with GTM Strategy teams and leadership to plan, develop and implement strategic sales initiatives, growth programs and territory plans; foster a culture of collaboration, achievement, and continuous improvement.
• Drive strategic enhancements and efficiencies to Hootsuite’s global sales operations systems and processes; ensure the sales organization continues to meet and exceed sales goals, while optimizing productivity. Ensure senior and executive leaders are informed of operational risks and/or mitigation strategies.
• Act as a key strategic partner to global revenue leaders and executives in anticipating and overcoming operational roadblocks; oversee the development of comprehensive sales playbooks for new product launches, driving market success, and ensuring a seamless end to end customer experience.
• Own the sales technology stack, continually evaluating current technology, and working proactively to identify strategic expansion and efficiency opportunities. Continuously evaluate new sales technology vendors and oversee the CRM infrastructure.
• Collaborate cross-functionally with sales leaders, IT, procurement and biztech to understand strategic business requirements and lead the execution and delivery against those requirements; direct complex negotiations with vendors as needed to ensure costs are managed and business interests are protected.
• Design and lead the execution of strategic sales compensation plans for all of Sales and Customer Office teams, including recognition programs, SPIFFs, and analysis of performance and efficacy of programs
• Perform other related duties as required.

WHAT YOU’LL NEED:

• Advanced level of experience in a high-growth and fast-paced SaaS environment; proven global leadership experience, with knowledge of sales operations, planning and strategy development. Deep expertise on sales automation and CRM systems.
• Exceptional analytical skills and familiarity with Sales and Customer Success technologies (e.g. SFDC, Marketo, Gainsight, SalesLoft, LinkedIn Sales Navigator) is preferred.
• Proven ability to dive into complex concepts, define value propositions and champion the voice of sales.
• Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action.
• Decision Making: consistently chooses the best course of action (from a number of alternatives) to address business problems and/or opportunities.
• Commitment to Results: consistently achieves results, demonstrating high performance, and challenging self and others to deliver results.
• Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding
• Negotiation: successfully obtains commitment to a solution or idea, while maintaining integrity and relationships.
• Builds inclusive, cohesive teams which apply diversity to achieve common goals
• Capably delivers results through others, is good at establishing clear direction, helping others achieve their best work
• Identifies key issues and relationships relevant to achieving a long-range goal or vision; Builds an integrated plan for course of action to accomplish this vision
• Challenges and supports others to create results but also develop new capabilities. Successfully develops the capacity and capability of team and individuals on the team

WHO YOU ARE:

• Tenacious. You are determined to succeed, and you are motivated by the success of customers, colleagues and the community.
• Curious. You are always learning and seeking ways to make things better.
• Conscientious. You keep your promises, taking your commitments to others seriously, and you have strong integrity.
• Humble. You lead with humility and empathy, respecting and learning from the perspectives of others.

In all we do, our six guiding principles light the way:

Step Up: Show the world what it looks like to live and work by these guiding principles. #StepUp

One Team: Make Hootsuite a place where everyone feels safe, welcome, valued, and empowered to do their best work without compromising who they are. #OneTeam #FreeToBeMe

Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed

Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile

Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses

Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

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