Capital One is looking to solve the problem of shaping the operational strategy and driving the growth of its rapidly expanding B2B Software business by hiring a Director, Head of Sales Operations.
Requirements
- Proficiency in Salesforce and experience with other sales analytics and enablement tools, including knowledge of modern sales tech stacks and the ability to optimize their usage.
- Exceptional analytical skills, technical acumen, and business insight, with a strong understanding of the entire revenue lifecycle.
- Experience performing cohort analyses, win-rate assessments, and scenario modeling with the ability to translate data into actionable strategies and influence stakeholders.
- At least 2 years of experience with Salesforce
- At least 5 years of experience in Sales, Customer success or Sales Operations
- 4+ years experience using sales tools (for example: Gong, Groove, Clari) and sales productivity platforms.
- Familiarity with consumption-based or usage-based billing models.
Responsibilities
- Strategic Leadership: Develop and execute the Sales Operations strategy, lead annual roadmap planning, and drive the operational strategy for enterprise sales to support global go-to-market success and scale operations.
- Tactical Problem Solving: Act as a first-responder to immediate sales operations issues, ensuring swift problem resolution and minimizing disruption to sales activities.
- Sales Process Optimization: Design, develop, and optimize scalable sales processes and systems that support evolving go-to-market strategies and rapid expansion.
- Data and Analytics: Manage and evolve reporting, forecasting, and analytics, improve pipeline visibility and accuracy, and implement KPIs and performance measurement frameworks.
- Territory & Compensation Design: Design and implement effective territory structures and sales compensation plans to support expansion into new markets and product launches.
- Technology Management: Partner with RevTech leader to champion selection, implementation and optimization of sales technology, ensure CRM data integrity and adoption, and streamline the existing sales tech stack.
- Cross-Functional Collaboration: Partner across various departments like Sales, Marketing, Enablement, Customer Success, and Finance to ensure operational alignment and foster knowledge sharing and enablement for Go-to-Market teams.
Other
- At least 5 years of experience leading Sales Operations or Revenue Operations teams within B2B SaaS environments.
- Masters Degree in Business Administration (MBA)
- Business Process Improvement certification such as CBPP, Lean, or Six Sigma.
- Highly collaborative and able to build trust across organizations.
- Operates with urgency and flexibility, applying structured thinking.
