Note: The job is a remote job and is open to candidates in USA. Scholastic is the world's largest publisher and distributor of children's books, and they are seeking a Director of Sales Operations. This role is responsible for guiding the strategic direction and execution of teams that support the organization's commercial capabilities, enhancing revenue effectiveness, and ensuring alignment on priority projects.
Responsibilities
- Collaborates with sales and channel leadership to achieve growth goals, aligning go-to-market strategies across acquisition, utilization, and retention
- Builds strong relationships with stakeholders and facilitates meetings to review reports, track insights, prioritize demands, and approve enterprise data definitions
- Leads Sales Operations, including strategy, process optimization, technology, territory planning process, commission plans, lead-to-deal processes, and sales enablement
- Ownership of the revenue tech stack (SalesForce.com) and adoption as well as recommending, adopting and implementing new tools as needed
- Works with the CRO and CTO to align technology strategy and ensure data integrity in commercial systems
- Supports bookings and revenue growth by providing data insights to improve win rates, expand the client base, and enhance sales processes
- Defines key metrics and dashboards, leading sales reporting and implementing data analysis best practices to boost productivity
- Ensures data integrity in CRM and other tools, providing analytical insights for confident decision-making
- Develops and deploys data insights and visualizations, connecting product, marketing, and sales through the customer journey
- Provides analysis to support key decisions and aids sales leadership in understanding pipeline, forecasts, and KPIs
- Leads projects on customer health, process refinement, systems implementation, and data infrastructure
- Drives revenue strategy execution across customer segments, ensuring efficient and aligned sales, marketing, and customer experience processes
- Integrates planning, forecasting, and budgeting with other processes
- Designs and implements training programs for sales and go-to-market teams, focusing on client expansion and retention as well driving efficiency through best practices and use of enterprise systems
- Oversees sales compensation plans and collaborates with leadership to design competitive incentive programs
- Works with accounting, finance, and HR to establish sales compensation rules and procedures
Skills
- A bachelor's or master's degree in business administration, marketing, finance, or a related field, or equivalent work experience
- Over 10 years of experience in sales operations, marketing operations, strategy, or sales leadership within B2B environments
- At least three years of progressive leadership experience, successfully leading cross-functional teams and enterprise-wide programs, and effectively influencing across the organization in complex contexts
- Demonstrated ability to develop a scalable Sales Operations strategy for large companies, ideally with $300M+ in revenue
- Experience in analyzing marketing, sales, and customer data
- Deep understanding of marketing and sales operations processes and systems (e.g., CRM systems, lead generation, pipeline management, and marketing automation)
- Extensive knowledge of leadership styles, product development, business strategy, and innovation practices, with the ability to adapt management and communications to different leadership styles
- Strong business acumen and domain-specific knowledge of the PK-12 Education space
- Understanding of data management, enrichment and governance
- Excellent analytical, strategic thinking, and consulting skills
- Strong influence and negotiation abilities
- Understanding of the technology marketplace and partnership deals
- Ability to drive people, process and disruptive change in a dynamic environment
- Excellent communication skills for explaining concepts to both business leaders and technologists alike
- Embrace a 'fail transparently, win together' ethos
- Expertise in customer journey mapping
- Proficiency in designing and optimizing business processes
- Skilled in facilitation and leading group discussions
- Familiarity with problem-solving frameworks
- Experience applying critical thinking and problem-solving skills to solve complex business challenges
- Ability to balance cultural evolution with operational execution
- Additional education in data analytics and technology disciplines is desirable
- Strategy and management consulting experience is a plus
- Familiarity with mergers and acquisitions is advantageous
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