Director of Sales Operations - Promote Project : Job Details

Director of Sales Operations

Location: New York City, New York, United States

Salary: $140k-$160k

Who are we looking for?

Vestwell is seeking an ambitious individual to be the first hire dedicated entirely to SalesOps. To date, our Revenue Operations team and Sales Leadership have shared this responsibility, but our scale has outgrown this model, and it is now time to hire a full-time person dedicated to this purpose.

The right candidate will become the connective tissue between Sales Leadership and Revenue Operations, focused on supporting the sales team in ways that enable increased performance, achieve more aggressive goals quicker, and enhance the sales motions by synthesizing data to make the sales experience as effective as possible. With 5x the number of partnerships and 3x the size of the sales team we had 12 months ago, it is more important than ever to ensure our motions work at scale and we are able to iterate quickly. Ultimately, you will be responsible for optimal time to value and the ability to hit revenue targets by ensuring sales rep time is spent on high-impact initiatives and activities.

The ideal candidate is able to call upon project management & strategic thinking fundamentals to understand our go-to-market motion, map that to an evolving framework for how Vestwell sells retirement plans at scale, evaluate outcomes in a highly analytical and data-driven way, suggest new solutions that touch people, process, and technology, implement change, remove blockers from our sales process, and ultimately contribute to the growth of the business.

A person who would thrive in this role is a structured problem solver who can quickly get to the heart of an issue, excels in systems thinking, and is scrappy, determined, logical, and analytical. You must have the interpersonal skills, tenacity, and common sense to be an agent of change. In this role, you will be given significant agency to devise a strategy and approach for achieving your goals, requiring you to exercise good judgment, independently build consensus across several stakeholders, and succeed or fail by your ability to drive results.

What will you be doing?

• Sales Reporting and Analysis:
  • Understand key performance indicators of the sales cycle (CAC, Average Sales Cycle Length, Close Rate, Cost Per Lead, Time To Close, Win/Loss Ratio, Loss Reasons, etc.) by each channel, segment, partner, etc.
  • Growth Forecasting and evaluating data points that index and predict actuals vs targets. Identify and make actionable recommendations on what is needed to bridge the gap.
• Lead Management:
  • Ensure that demand gen scoring activities align to expectations and meet the respective criteria.
  • Coordinate and evaluate Demand Generation/Lead Gen.
  • Manage Technology Applications (Salesloft, Aircall, dialers, and other engagement platforms).
  • Support the build, maintenance, and best practices of GTM tech platforms (e.g. building, measuring, and editing Salesloft cadences).
• Supporting Sales Leadership:
  • Evaluate pipeline.
  • Quota Development and Evaluation.
  • Territory Definition & Management.
  • Commission calculation.
  • Evaluate and propose ways to optimize sales processes.
  • Enable Sales Management to have the data they need for sales rep performance management.
• Sales Training: Train on how to use the tech stack (e.g. how to load an opportunity in Salesforce, how to import lists to Salesloft).
• Knowledge Base Management.

Requirements:

• 6+ years of experience in sales operations.
• Knowledge of the retirement or another relevant area of the financial services industry.
• Working knowledge of CRM, billing, and contract lifecycle management systems.
• Proven ability to influence without authority across an organization through excellent communication and EQ.
• Strong business acumen and organizational agility.
• Ability to quickly grasp new concepts across a wide variety of technologies and domains.
• Ability to connect the dots, move from big picture to details fluidly, and communicate effectively.
• Maintain a continuous-improvement attitude; able to seek out and implement best practices.
• Exceptionally driven with an insatiable curiosity for business improvement.