Senior Director of Sales Operations, Brandwatch
Digital consumer intelligence company
Be an early applicant
Digital consumer intelligence company
1001+ employees
Be an early applicant
1001+ employees
Company mission
To build a new kind of enterprise intelligence that helps marketers find smart, fast, insightful answers at scale and at speed.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
Our take
Brandwatch's subscription-based social intelligence service boasts thousands of clients, including Unilever, Whirlpool, British Airways, Walmart and Dell.
The company has pivoted from its initial mission of improving marketers' ROI with social listening to a more ambitious one: 'building a new kind of intelligence'. The pivot comes after its merger with former main rival, Crimson Hexagon and its acquisition with PR and media software company Cision.
The company is positioning itself to help big brands to use social data, among many other types, to make deep-acting business decisions. This is opening up an even larger market for its services, with two-thirds of the Forbes 100 companies as clients.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Oct 2015
$33m
SERIES C
May 2014
$22m
SERIES B
Total funding: $64.3m
Company benefits
- Medical, dental, vision
- Life & disability insurance
- 401(k) with company match
- Laptop
- PTO, Holidays, Floating Holidays, Sick Time, and Community Service Day
- Casual work environment with amazing co-workers
- Monthly company events/bonding
- PTO, Holidays, Floating Holidays, Sick Time, and Community Service Day
- Casual work environment with amazing co-workers
Company values
- Authentic - We value openness and integrity, and strive for both between our colleagues and customers.
- Bold - We value fearlessness and conviction, and encourage our employees to push the company forward.
- Creative - We value originality and curiosity, and apply both to our work at all levels and in all areas.
Company HQ
Brighton, UK
Articles
Leadership
Cali Tran
(President & CEO, not founder)Previously worked as the company's CCO before becoming CEO. Current CEO of Cision. Former President & CBO of Centerfield, and was President & CEO of Valassis.
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