We are seeking a data-driven and strategic Head of Sales Operations to lead our sales operations function and drive sales performance optimization. This critical role requires a leader who can align sales strategies with overall business objectives, ensure data-driven decision-making, drive execution and optimize processes to enhance sales effectiveness. The ideal candidate will embody our Revenue Operations (RevOps) principles, focusing on creating sustainable customer impact, driving our revenue engine, fostering cross-functional collaboration, and driving proactive change within the organization.Responsibilities:
Sales Strategy and PlanningDesign and implement sales quotas, territories, and account alignmentsDevelop and execute strategies for optimizing sales performance and productivityCollaborate with sales leadership to set and achieve revenue targetsContribute to the design and execution of sales incentivesDevelop and drive ‘back on track’ and ‘close the gap’ plans when neededPerformance Analysis and ReportingOversee sales performance reporting and conduct regular productivity analysesManage forecasting processes and improve forecasting accuracyConduct weekly, monthly, and quarterly sales reviews and business performance analysesTrack pipeline movements and revenue projectionsTrack and forecast team headcounts, hiring needs, and attrition ratesMonitor and improve Rep and frontline manager KPIsData Management and AnalyticsDevelop and maintain interactive sales dashboards and custom reportsEnsure data quality and integrity in CRM systems and other sales toolsUtilize data analytics to recommend action, predict risks and opportunities, make informed decisions and turn insights into actionable strategiesHelp Sales SucceedWork with enablement to create comprehensive sales playbooks, pitch decks, and training materialsDevelop and implement effective onboarding processes for new sales team membersMake fair, rigorous, consistent and empathetic decisions (or recommendations) on issue of sales policy, revenue recognition, incentive eligibility, sales splits, performance plans etc.  Help escalate and/or remove friction for Sales with other operations teams Process Improvement and Technology ManagementIdentify and implement automation opportunities in the sales processProvide input on the sales technology stackEvaluate and recommend new tools and technologies to enhance sales effectivenessDrive overall sales productivity and remove friction for frontline teamsTeam Management and DevelopmentOversee the Sales Operations team, include AMER Sales Ops, EMEA & APAC Sales & Demand Ops, setting clear objectives and performance metricsMentor and coach team members, identifying areas for improvement and growthTrack and forecast team headcounts, hiring needs, and attrition ratesCross-Functional CollaborationWork closely with finance, marketing, and product teams to align strategies and objectivesFacilitate alignment between sales and other departments to ensure unified go-to-market approachesServe as a business partner to regional leadership, providing insights and recommendationsCustomer Intelligence and Competitive AnalysisTrack competitive win/loss rates and provide insights to inform sales strategiesGather and co-ordinate feedback from sales to the Product R&D organizationQualifications and Skills:Proven experience in sales operations leadership rolesStrong background in sales performance management, data analytics, and process optimizationExpertise in designing and implementing sales quotas, territories, and incentive plansStrong process execution capabilitiesProficiency in CRM systems and sales analytics toolsStrong skills in data analysis, forecasting, and performance trackingExperience in developing and managing sales enablement programsProven ability to lead and motivate teams, with excellent coaching and mentoring skillsStrong cross-functional coordination skills, particularly in aligning sales with other departmentsExcellent communication and presentation skills for stakeholder engagement and business reviewsStrategic thinking with a focus on driving business growth and efficiencyBachelor's degree in Business, Marketing, Finance, Analytics, Operations or related field; MBA preferredWhy Brandwatch:At Brandwatch, we believe in making a real, lasting difference for our customers by aligning everything we do to sustainable and differentiated customer impact. We value smart decision-making enabled by data, proactive recommendations, and driving meaningful change. By joining our team, you'll have the opportunity to shape the future of our sales operations, work with cutting-edge technology, and collaborate with passionate professionals dedicated to excellence. At Brandwatch, we are committed to fostering a diverse and inclusive workplace. We encourage applications from all qualified individuals and do not discriminate based on race, ethnicity, gender, age, disability, or any other legally protected status.