Head of Sales Operations leads the teams that drive customer data quality, insight, process efficiency, and tech enablement in support of our commercial strategy. This role is responsible for the overall productivity and effectiveness of the commercial organization including annual planning, compensation, forecasting and ongoing reporting and analytics. Reporting to the Chief Commercial Officer, directing a global team, this role fosters close working relationships with internal and external stakeholders to ensure the commercial organization's efficient operation and success for all revenue operations engagements and deliverables. The successful candidate will be highly motivated with a high degree of focus on detail, process innovation and customer service.
Location: North America or London (other European locations considered)
Accountable for building tools and process that support revenue/marketing/commercial teams to successfully execute in front to the customer, grow the business and deliver on the vision of our business.
Drive revenue results by closely tracking results and performance, evaluating pipeline, and supporting commercial forecasts.
Serves as primary operational liaison between finance, sales and marketing/product/third-party tech providers.
Drives the operational deployment and adoption of key sales strategic initiatives and platforms.
Directs efforts to identify efficiency opportunities in the commercial function and contribute to the development of business strategy.
Analyzes and evaluates sales processes and metrics, identifies gaps and develops mechanisms to provide operational support for new capabilities.
Drives resulting process improvements across the commercial organization to improve overall efficiency.
Provide leadership and direction to Sales Operations staff globally
S&P Global states that the anticipated base salary range for this position is $147,600 to $306,500. Base salary ranges may vary by geographic location.
Visionary and owner of Commercial tech stack roadmap and execution including enablement tech stack across all commercial roles (Usage tools, SalesLoft, Quip, Tableau CRM, Xactly, Anaplan); and serves as the lead partner with S&P Global Enterprise Technology.
Primary MI stakeholder in Order to Cash, supporting re-platforming, client experience, and process improvements.
Partners with Enterprise Technology to prioritize SFDC enhancements and set long term vision of SFDC workflow enhancements including both current state as well as all M&A activities for S&P Global.
Customer Intelligence and Data Quality:
Owner of Customer Data Governance and SFDC Data Quality including book of Business management, turn of year processes, lead facilitator of Data Steward Program and Data Governance Council, Owner of guardrails, process controls in SFDC that affect process and data cleanliness downstream.
Manage portfolio or data QA and clean-up projects, integrations of customer masters, using automation and technology where possible.
Commercial Analytics and Insight:
Own the creation, accuracy, and efficient distribution of sales metrics, reports, and other sales related business intelligence. This would include pipeline, propensity to buy, competitor and win/ loss analytics.
Compensation Reporting and Technology:
In collaboration with the Commercial leaders, Finance and HR, own the Compensation Strategy ensuring that comp plans are aligned with compensation philosophy and organization goals.
Track performance against KPIs and incentive metrics
Assist in all aspects of sales planning, including updates to quotas and comp plans, headcount and sales plan. Provides direction the Compensation Technology linked to CRM and compensation Reporting.
Consider incentive strategy with global mindset, accounting for cultural or jurisdiction-specific requirements
Proven track record building high performing teams, leading successful global transformations, and solid understanding of the financial services landscape.
Proven experience in managing large complex Revenue Operations and technology teams and ability to effectively work in a large organization.
Understands how to collect and leverage customer, market and competitive intelligence.
Must be able to see and clearly communicate the company vision and the revenue strategy across all relevant functions and ensure the right goals are defined and met.
Experience managing in a global matrix environment a must.
Ability to communicate and translate diverse global customer needs into product and service requirements, and the leadership to create and execute the sales and support strategy to capitalize on those needs.
Well-balanced strategic and operational mindset. Strong discipline around long-term planning as well as near-term pipeline tools and reporting.
Ability to make difficult decisions and set priorities based on imperfect information.
Strong technical experience with Sales Force and other commercial tools
Directs the resolution of complex and strategic issues in sales analysis and efficiency. Resolves issues in development of complex issues.
Drives the results of the area by developing and implementing the business plan.
15-20 years diversified leadership experiences driving and implementing revenue growth initiatives and experiences in leading transformation
At S&P Global Market Intelligence, we know that not all information is important--some of it is vital. Accurate, deep and insightful. We integrate financial and industry data, research and news into tools that help track performance, generate alpha, identify investment ideas, understand competitive and industry dynamics, perform valuation and assess credit risk. Investment professionals, government agencies, corporations and universities globally can gain the intelligence essential to making business and financial decisions with conviction.
S&P Global Market Intelligence is a division of S&P Global (NYSE: SPGI), which provides essential intelligence for individuals, companies and governments to make decisions with confidence. For more information, visit www.spglobal.com/marketintelligence .
S&P Global is an equal opportunity employer committed to making all employment decisions without regard to race/ethnicity, gender, pregnancy, gender identity or expression, color, creed, religion, national origin, age, disability, marital status (including domestic partnerships and civil unions), sexual orientation, military veteran status, unemployment status, or any other basis prohibited by federal, state or local law. Only electronic job submissions will be considered for employment.
If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.
102 - Senior Management (EEO Job Group) (inactive), 10 - Officials or Managers (EEO-2 Job Categories-United States of America), SLSGRP102 - Senior Management (EEO Job Group)