Job Information
Forrester Research, Inc. Director, Sales Operations in Cambridge, Massachusetts
At Forrester, we're trusted to work on trailblazing, mission critical problems that business and technology leaders face today. That's why we're always looking to empower talented individuals to perform at their best every single day. We're proud of our community of smart people and vibrant voices who come together to do what's right by our clients and each other. Our success is driven by curiosity, courage and customer obsession. The confidence and drive to be bold at work. Join us and build an extraordinary future. About This Role: As part of Forrester's global sales strategy team, the Director for Sales Operations works closely with global sales leaders to identify market potential and drive strategic hiring decisions. This individual leads and partners on Forrester's global or region-specific initiatives designed to drive performance and growth. This role translates and operationalizes the go-to-market strategy while supporting and enabling corporate operations initiatives optimize and scale performance improvement and revenue growth across the company - spanning from overall sales performance and daily operations, strategic planning, and goal setting as well as special projects and initiatives - to continuously improve the sales organization's efficiency and effectiveness. Job Description: Lead sales operations team and cast your shadow. Lead and develop the sales operations team demonstrating Forrester's values. Partner closely with cross-functional leads to accelerate performance and remove obstacles. Build strong relationships and formal feedback channels with frontline sellers and managers to ensure the successful implementation of sales operations initiatives, processes, and technologies. Identify and proactively implement operational improvements, enhancements, and system customizations that meet business needs. Sales strategy and business planning. Facilitate the geographic strategic sales planning process and modeling with annual and quarterly updates. This includes Sales Coverage Models - high familiarity with commission processing - and quota setting. Sales KPIs, forecasting, and reporting. Establish metrics that matter aligned to sales KPIs. Publish and maintain KPI dashboards. Routinely analyze and synthesize for sales leadership team with recommended actions. Provide standard and ad hoc sales forecasting and sales reporting capabilities for the global sales team. Build business reporting for strategic analysis and internal business review while helping business users and stakeholders take actions from analytics by providing useful and practical interpretation and guidance for decision-making. Lead quarterly GSL QBR analysis and preparation. Account planning, opportunity, and business reviews. Establish consistent tools and cadence to support account planning, deal reviews, and pipeline reviews. Facilitate or support local or business-unit-specific operational cadences with sales leaders that promote sales force productivity and commercial performance, such as deal, forecast, and pipeline reviews or monthly and quarterly business reviews. Sales process. Reinforce and refine existing processes to improve sales productivity. Review and refine current workflows to simplify how sales interact with SFDC. Ensure that our processes effectively support our client's urgent needs. Effectively document and publish processes to ensure business continuity, ready operations new hires faster, and increase business partner awareness. Data integrity. Develop and lead a data governance program to ensure the accuracy of sales data including but limited to pipeline data. Quota and sales compensation. Lead and partner with sales leadership and finance to ensure fair, timely, and documented quota setting. Drive sales compensation design changes. Territory and capacity planning. Lead annual territory and quarterly capacity planning by partnering with financ