Position Overview:

The VP of Sales Operations will lead the sales operations function into a modern, technology-driven capability that provides actionable data and vital feedback to enable innovation, agility, and strategic alignment. S/he will transform the function into a more rigorous analytics and enablement engine, aligned with dynamic sales methodologies, setting the sales teams up for success and fueling growth.

The VP of Sales Operations will be a transformative change agent, leading a team comprised of sales enablement, reporting/analytics, CRM, and RFP functions. S/he will guide them through a modernization process, continuing progress already made towards more fully technology-enabled and automated work. (S/he will be an invaluable thought partner to the Senior Vice President of Sales in strategic decision-making.

Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Lead a world-class sales enablement function to develop and retain top sales and sales leadership talent, ensuring continuous growth and readiness of the salesforce.
• Develop and drive the vision and strategy for a tech-enabled sales operations engine that provides critical feedback, informs decision-making, ensures organizational alignment, and supports the development of sales leaders.
• Provide actionable data to the SVP of Sales and the broader sales organization to drive efficiencies and illuminate opportunities for growth and improvement.
• Streamline sales business processes to unlock seller productivity, eliminate inefficiencies, and optimize resource allocation to focus on high-value activities.
• Conduct and oversee competitive analysis, providing insights to inform sales strategies and equip the salesforce to effectively position the company’s solutions against competitors.
• Manage and optimize the sales technology stack to enhance seller efficiency, ensure seamless operations, and deliver real-time insights that accelerate deal velocity and pipeline progression.
• Oversee weekly forecasting development and reporting, ensuring data visualization tools and performance/activity reporting meet organizational standards.
• Ensure rigor and discipline in adhering to the sales process aligned with the buyer’s journey, ensuring each stage is followed with precision to maximize deal success.
• Monitor and maintain CRM hygiene, ensuring data accuracy, integrity, and completeness to facilitate effective forecasting and reporting.
• Examine and monitor the sales pipeline to ensure continuous movement, collaborating with the SVP of Sales to apply effective approaches as needed.
• Ensure case closures are handled efficiently, with resources appropriately allocated based on workload and priority.
• Drive the annual planning process across the global sales organization, focusing on business modeling, territory planning, and compensation design in partnership with cross-functional leadership.
• Support the SVP in board planning, analyzing and organizing data, and preparing clear, simplified presentations that communicate complex ideas.
• Analyze sales data to manage the overall book of business, with insights into territory allocation, product mix, pricing, and promotional strategies.
• Ensure compensation plans support both revenue growth and the development of sales professionals.
• Produce quarterly business review templates to ensure consistency and timely distribution.
• Manage the sales operations budget, ensuring resources are allocated effectively.
• Collaborate closely with internal stakeholders, including Finance, Marketing, Product, and Customer Success, to align strategies, optimize operations, and drive business growth.
• Ensure that sales teams are proficient in solution selling and deeply knowledgeable about the company’s product offerings.
• Own deal desk function with quoting and order processing as core responsibilities (CPQ experience a must).
• Manage RFP capture and response process

Required Skills and Experience

• Strategic sales operations executive with a proven track record in leading a world-class sales enablement function that develops and retains top-tier sales and leadership talent.
• Core expertise in sales enablement, reporting/analytics, and utilizing modern technologies to optimize sales performance and streamline business processes.
• Demonstrated success in building or transforming structured sales operations functions and rolling out advanced technologies across multiple organizations.
• Strong leadership abilities, with experience managing teams of 15-30 people and fostering a culture of excellence and continuous improvement.
• Experience managing high-volume sales environments with relevant scale and complexity.
• Expertise in managing and optimizing the sales tech stack (Salesforce, CPQ proficiency required) to enhance seller productivity and performance.
• Data-driven, tech-savvy, and highly analytical with a structured, innovative, and detail-oriented approach to problem-solving.
• Experience in SaaS business models and EdTech K-12 environments preferred.
• Experience managing budgets and ensuring financial resources are appropriately allocated for maximum impact.
• Strong collaborator and strategic thought partner, with a proven ability to simplify complexity for executive-level stakeholders.
• Proven ability to enforce rigor and discipline in adhering to the sales process aligned with the buyer’s journey, ensuring CRM hygiene is maintained for accuracy and efficiency.
• Experience managing the year change over process (territory, quota, compensation design).

Preferred Skills (Nice to Have)

• Experience implementing CPQ tools and managing Salesforce’s budgeting and sales enablement extensions.
• Expertise with competitive analysis and strategy development to help sales teams position solutions effectively in the marketplace.
• Familiarity with Oracle back-end systems and tools such as Consensus for sales automation.
• Experience with RFP processes and interacting with boards of directors.
• Training in the Miller Heiman solution selling methodology or similar frameworks (Challenger/MEDDIC).
• Field sales experience is preferred but not required.
• Experience implementing solution selling through Salesforce, and proficiency in Salesforce’s High Velocity Sales/Sales Enablement extension.
• Familiarity with both SaaS and mixed-sales models (on-premise to cloud experience is a plus).

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