Director, Sales Operations

Role Overview

As Director, Sales Operations, you’ll lead Sumo Logic’s global sales operations function and act as a strategic partner to the Chief Revenue Officer (CRO). You’ll partner with sales leadership on headcount and capacity planning, territory planning, quota setting, compensation design, forecasting, reporting, and policy.

What You Will Do

You’ll serve as a strategic thought partner to the CRO, helping shape go-to-market strategy, sales org design, and investment priorities. You’ll lead global sales forecasting, planning, and budgeting, and own accurate, on-time reporting that keeps the sales organization effective.

Why It Might Be a Fit

You’ll help assign sales quotas fairly and allocate them across the team, build the incentive compensation design process, and work with accounting, finance, and people operations to resolve compensation policy questions.

Requirements

• Bachelor’s degree in finance, accounting, or a related field, or equivalent experience
• 8+ years of experience in sales performance, including global sales operations, sales management, channel sales/operations, finance, accounting, or compensation management
• 5+ years of experience leading, managing, and mentoring sales teams
• 5+ years of experience with CRM tools, specifically Salesforce, with solid knowledge of systems and data flow and the ability to learn new tools quickly
• Experience acting as a trusted advisor to C-level or senior revenue leadership, including presenting analysis and recommendations that shape strategic decisions
• Strong planning, financial, and analytical skills, including advanced Excel skills (you can build and maintain complex spreadsheets) and the ability to apply them to complex business situations
• A track record of hitting sales, profit, and strategic goals for the teams you’ve supported
• Experience building and using a management operating system that delivers sales quotas, compensation plans, and performance goals on time
• Experience leading process improvements and implementing strategic initiatives that affect the sales team
• The ability to manage multiple project tracks as a high-energy leader
• Strong attention to detail, a commitment to quality, and a results-driven, customer-focused approach
• The ability to thrive in a fast-paced environment and prioritize rapidly emerging opportunities
• Strong leadership, organizational, and communication skills (written and oral)
• Excellent people skills

Tagged as: Compensation Design, Data Analysis, Excel, Forecasting, Quota Setting