Director Sales Operations

Anaplan is looking for a driven and dynamic DIRECTOR, SALES OPERATIONS to join our AMER Field Sales Operations Organization to help run the day to day operations for one of our fast growing regions. In this role, you will lead and contribute to strategic projects that enhance our sales processes, improve operational efficiency, and drive impactful outcomes across the organization. This position plays a critical role in enabling our sales team to achieve ambitious goals while driving continuous improvement and transformative change.

Key Responsibilities:

Driving Change & Business Outcomes:

• Analyze current sales operations processes and identify opportunities for optimization and innovation.
• Implement strategic initiatives to improve sales productivity, forecast accuracy, and pipeline visibility.
• Partner with sales leadership to develop strategies for scaling operations and achieving revenue targets.
• Act as a change agent by introducing new tools, technologies, and methodologies to enhance sales performance.

Sales Operations Support:

• Oversee the design, implementation, and optimization of sales processes, tools, and systems.
• Provide actionable insights through data analysis, reporting, and dashboards to support decision-making.
• Ensure seamless communication and alignment across GTM teams.
• Monitor data accuracy and integrity within CRM and related systems.

Pipeline Performance Management:

• Regularly monitor and analyze sales pipeline metrics, including lead conversion rates, win rates, deal size, sales velocity, and forecast accuracy and develop actionable insights and reports to inform sales strategies, identify trends, and highlight areas for improvement.
• Assist in sales forecasting by analyzing pipeline data to predict future revenue streams.
• Work closely with the sales leadership team to align pipeline performance with quarterly and annual sales targets.
• Identify potential risks to achieving sales goals and proactively develop mitigation strategies.
• Collaborate with sales leaders to continuously refine and improve sales processes and methodologies to increase pipeline efficiency and sales conversion.
• Drive the adoption of best practices across the sales team to ensure consistent and effective pipeline management.

Leadership & Collaboration:

• Foster strong relationships with cross-functional teams to ensure project success and operational alignment.
• Train and mentor team members on best practices, tools, and methodologies related to sales operations.
• Act as a trusted advisor to sales leadership, providing insights and recommendations to drive growth.

Ideally, you have helped scale a hypergrowth business past $1B in revenue. You are a detail-oriented operator who is passionate about both the art and science of sales. You know how to define a champion, you get why adoption matters in SaaS, and you take pride in helping your sales team deliver high quality deals that translate into strong customer engagements.  Most importantly, you have strong opinions on the best way to engage with and motivate a sales team, and you will thrive in an entrepreneurial environment that will give you a unique opportunity to prove your ideas out. 

Qualifications:

• 7+ years of relevant sales operations experience in a fast-growing sales organization
• Experience working with enterprise technology companies. SaaS experience is a preference.
• Proven skills in sales cadence, sales forecasting, funnel maintenance and reporting.
• Ability to work with cross functional teams.
• Proven skills in go-to-market modeling, building territories and setting corresponding goals.
• Excellent analytical skills with experience overseeing and managing business metrics, productivity and outcomes.
• Ability to plan manage and deliver multiple concurrent and complex workstreams in a matrixed organization with aggressive timelines.
• Experience with account and territory planning. (MEDDPICC experience is a plus.)
• Ability to manage high volumes of work, prioritize multiple high importance responsibilities and be effective in fast-paced work environments.
• Must have GRIT – guts, reliability, improvement, teamwork
• Sales and/or sales leadership experience is a plus
• Project management and leadership experience is a plus

The position will report to the Senior Director of Americas Sales Operations