Director, Sales Operations - Global Public Sector

Director, Sales Operations – Global Public Sector - Hybrid, Cary, North Carolina 

We’re a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence - and questions into answers. 

If you're looking for a dynamic, fulfilling career with flexibility and a world-class employee experience, you'll find it here. We're recognized around the world for our inclusive, meaningful culture and innovative technologies by organizations like Fast Company, Forbes, Newsweek and more. 

About the job 

The Revenue Operations team is looking for a Director, Sales Operations – Global Public Sector who will be accountable for designing, scaling, and operating a best in class, industry aligned Go-To-Market (GTM) operating model. This role enables predictable revenue growth by ensuring strong forecasting, pipeline health, territory and account design, performance insights, and operational rigor across Sales globally. 

As a senior leader within GTM Operations and Licensing Operations, this role partners closely with industry, regional, and functional leaders to drive standardization, improve seller productivity, and lead GTM transformation initiatives that reduce friction and increase scalability. 

As a Director, Sales Operations you will: 

• Ensure that Global Public Sector Sales Team strategies align with the Industry GTM Strategy and the company’s overall business objectives.
• Collaborate with senior leadership to develop and refine go-to-market strategies.
• Provide leadership and direction of projects and initiatives; coordinate activities with other areas that impact support of sales.
• Provide analysis and recommendations to management in matters concerning performance, operations, staffing, and resourcing, segmentation, compensation
• Assist sales management in developing business plans and reviewing with executive management.
• Manage support staff, which may include GTM Management, business systems analysts, pricing analysts, business operations specialists.
• Own the sales territory planning, quota setting, and pipeline management.
• Own the global forecasting and pipeline governance model for the Public Sector industry, ensuring accuracy, consistency, and executive confidence.
• Provide clarification and direction on deal structure; coordinates with global sales and field operations to escalate and resolve issues regarding revenue recognition and sales compensation.
• Provide leadership and direction of account strategy, coaching and mentoring at account, and vertical levels.
• Provide coaching and direction on performance issues at all levels of the sales vertical/sales division.
• Lead and manage change initiatives within the GTM Operations teams, ensuring smooth transitions and adoption of new processes or technologies. Train and onboard teams on new tools, processes, or strategies.
• Success outcomes include predictable, accurate forecasting and pipeline health, scalable GTM Operating model, improved seller productivity and reduced operation friction, strong adoption of GTM Operations tools and process globally. 
• Ensure all applicable security policies and processes are followed to support the organization's secure software development goals. 
• Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do. 

Additional Responsibilities 

• Report to Leader of Global GTM Operations and Licensing Operations, a pillar within the Global Revenue Operations Division. 

• Support Leader of Global GTM Operations across all Industries and teams supporting by GTM Operations. 

Required qualifications 

• Bachelor’s Degree, preferably in business or related field
• Typically requires fifteen years of experience in technology sales, account management, sales finance, contracts, marketing, or business related initiative, which is related to the specific area of assignment; including five years of experience in a formal management role 
• Equivalent combination of related education, training and experience may be considered in place of the above qualifications.   

Additional competencies, knowledge and skills 

• Creating a Culture of Trust - Fostering a work environment that encourages people to act with integrity and treat each other and their ideas with respect; creating and protecting a high-trust environment by setting an example, advocating for others in the face of challenges, removing barriers to trust, and rewarding others for demonstrating behaviors that cultivate trust. Provides feedback both reinforcing and constructive regarding the behaviors of his/her managers
• Emotional Intelligence - Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others’ emotions and behavior; leveraging insights to effectively manage own responses so that one’s behavior matches one’s values and delivers intended results.
• Delegation and Empowerment - Identifying and leveraging opportunities to accelerate results and build capability by assigning tasks and decision-making responsibilities to individuals or teams with clear boundaries, expectations, support, and follow-up.
• Proven experience leading global, matrixed GTM Ops, Sales Ops or Revenue Operations teams
• Comfort operating in ambiguity and making decisions with incomplete data
• Knowledge of sales, customer success, channels and principles; knowledge of software industry.
• Knowledge of tools/technology used to support sales, customer success, channels.
• Works and creates an outcome-based leadership style. 

World-class benefits   

Highlights include... 

• Comprehensive medical, prescription, dental and vision plans. 

• Medical plan options include: 

• • PPO with low annual deductible and copays. 

  • HDHP combined with a health savings account with a contribution from SAS (no access to on-site health care center).

• Onsite Health Care Center (HQ) that’s free to employees and family members enrolled in the PPO plan. There's a pharmacy too! Not local to HQ? The pharmacy will ship prescriptions for no additional charge! 

• An industry-leading 401k plan. 

• Tuition Assistance Program and programs and resources to support your development 

• Generous time away including vacation time, a variety of paid holidays, and our much-loved U.S. Winter Wellness Break between December 25 and January 1. 

• Volunteer Time Off, parental leave and unlimited paid sick days. 

• Generous childcare benefits for all full-time employees.