Vice President of Sales Strategy & Operations, DataRobot
Value-Driven AI for business
Open for applications
Value-Driven AI for business
1001+ employees
Open for applications
1001+ employees
Company mission
To change the way businesses all over the world make their most important decisions.
Role
Who you are
- Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA or advanced degree preferred
- 10+ years of experience in sales strategy, sales operations, enablement, or a related role within the technology industry, with at least 5 years in a leadership position
- Proven track record of success in scaling and optimizing sales functions in high-growth SaaS or enterprise software environments
- Strong analytical and problem-solving skills, with expertise in sales forecasting, data analysis, and performance metrics
- A deep understanding of CRM systems (e.g., Salesforce) and sales tech stack, as well as proficiency in analytics tools and data visualization platforms, is a plus
- Exceptional leadership, communication, and cross-functional collaboration skills, with the ability to influence and drive alignment at all levels of the organization
- Strategic mindset with the ability to think both short-term and long-term and adapt quickly to changing business needs
What the job involves
- The Vice President of Sales Strategy & Operations is a key leadership role responsible for building and optimizing the effectiveness of the sales organization in a fast-paced technical environment
- This role will shape and execute the company’s sales strategy, overseeing the operational infrastructure and enablement programs that drive revenue growth, seller effectiveness, and customer success
- Collaborating with the Sales, Marketing, Customer Success, Finance, and Product teams, this leader will develop data-driven insights, process improvements, and enablement initiatives to support strategic objectives and boost overall productivity
- Develop and implement a comprehensive sales strategy in collaboration with the CCO, focusing on go-to-market (GTM) effectiveness, market penetration, and revenue growth
- Lead annual sales planning processes, including territory design, quota setting, and incentive planning
- Align sales strategies with business objectives, market opportunities, and product roadmaps
- Oversee all sales operations functions, including forecasting, pipeline management, sales performance analytics, and CRM optimization
- Drive operational improvements in lead-to-revenue processes, ensuring efficiency and scalability to support growth
- Implement and manage sales tools, technology, and systems to enhance sales productivity and reporting accuracy
- Develop and execute an enablement strategy that equips internal and external stakeholders with the training, content, tools, and resources they need to succeed
- Collaborate with sales leaders and enablement teams to design onboarding and ongoing training programs that improve seller effectiveness, knowledge, and skill growth
- Design and execute Key Sales plays and campaigns across all different sales teams, ensuring effective execution and coordination to operate as an effective sales pod (i.e. field sales, BDRs, renewals, partners, etc.)
- Design and execution of the annual Sales and Marketing kick-off event
- Implement and measure the success of enablement programs, focusing on driving performance metrics such as time-to-productivity, win rates, and customer satisfaction and retention
- Develop and maintain metrics, KPIs, and dashboards to monitor sales performance and provide actionable insights to sales leaders
- Conduct regular sales performance reviews and deep-dive analysis to identify areas for improvement, optimization, and course correction
- Lead the development of sales forecasts, revenue modeling, and pipeline analysis to drive data-backed decision-making
- Build, mentor, and lead a high-performing sales operations and strategy team, fostering a culture of collaboration, innovation, and continuous improvement
- Collaborate with sales enablement teams to drive training and development initiatives that improve seller effectiveness and skill growth
- Act as a strategic advisor to senior sales leadership, guiding them in executing data-driven decisions that align with business goals
- Partner with Product, Marketing, and Customer Success teams to ensure alignment on GTM strategy, customer engagement, and value delivery
- Collaborate with Finance to design and implement sales incentive and compensation structures that motivate high performance and align with company objectives
- Work with IT and data teams to improve the technology ecosystem and streamline the sales process
Our take
DataRobot is an enterprise AI platform that helps business analysts develop predictive analytics without requiring any knowledge of programming or machine learning. The platform uses machine learning to build and distribute accurate predictive models quickly by automating users' end-to-end journeys.
Unlike its competitors, such as Domino Data Lab, Captricity, and Datameer, DataRobot's primary selling point is its extensibility. Depending on the job function or comfort level users opt for, they have the option to take complete control of their workflow. Business analysts are free to use the platform as a wizard, but more experienced data scientists have the opportunity to alter many parameters in order to develop precise models.
DataRobot's customers have developed over 500 million models on the DataRobot Cloud on AWS after it earned Amazon Web Services (AWS) ML Competency status. By selling its AI toolkits to more than a third of the Fortune 50, including Kroger, Nationwide, and Lenovo, the company has continued to go from strength to strength and has been recognized as a leader in the space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-35% employee growth in 12 months
Company
Funding (last 2 of 10 rounds)
Jun 2021
$300m
SERIES G
Dec 2020
$50m
SERIES F
Total funding: $1.1bn
Company benefits
- Medical, Dental & Vision Insurance
- Flexible Time Off Program
- Paid Holidays
- Paid Parental Leave
- Global Employee Assistance Program (EAP)
- Work from Home Opportunities
- A World-class Team
- Company Outings
- Open Door Policy
Company values
- Be You - We are co-contributors to our culture committed to diversity, inclusion, equity and a sense of belonging throughout our global community. We value each person as their authentic self and welcome honest and respectful dialogue as an avenue to greatness.
- Dream Big - We don’t settle for the status quo. We always pursue the development of the next version of ourselves. We believe investment in the growth and resilience of our people is the foundation of building an iconic company.
- Better Together - We celebrate success and learn from failure as one team. We foster an aligned, collaboration-first workplace by building trust through transparency, integrity and accountability
- Champion Customers - We empower our customers and our communities by shaping the future of trusted, augmented intelligence in order to solve their most difficult problems. We are humble, not complacent. We succeed when they succeed.
- Be Data-Driven - We believe data-driven decision making enables innovation and execution at velocity while ensuring repeatable success. We take on the toughest challenges as we transform the world with our platform and AI.
Company HQ
Financial District, Boston, MA
Articles
Leadership
Debanjan Saha
(CEO)Previously the VP of Data Analytics at Google and VP of managed database services at Amazon.
Salary benchmarks
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