[Hiring] Director, Sales Operations @Sumo Logic

Role Description

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're a hands-on leader who welcomes change and turns it into results, improving productivity and efficiency across the sales organization.

• Serve as a strategic thought partner to the CRO, helping shape go-to-market strategy, sales org design, and investment priorities.
• Translate the CRO's priorities into operational plans, and bring the data and insights that inform their decisions.
• Partner closely with sales, channel, finance, marketing, and legal teams to lead strategic programs, and build strong relationships with cross-functional leaders.
• Lead global sales forecasting, planning, and budgeting.
• Own accurate, on-time reporting that keeps the sales organization effective.
• Build a management operating system that tracks the metrics and trends leadership needs to make decisions.
• Lead the systems administration team (a manager and three direct reports) that supports all go-to-market software.
• Oversee system access and provisioning, RFPs, procurement, and vendor management across the GTM tech stack.
• Help assign sales quotas fairly and allocate them across the team.
• Build the incentive compensation design process, advise senior leadership on compensation programs, and work with accounting, finance, and people operations to resolve compensation policy questions.
• Maintain high-quality, accurate, and consistent planning and reporting.
• Coordinate these efforts with other functions, monitor how sales reports are distributed, and recommend new reports and tools as needed.
• Find opportunities to improve the sales process.
• Work with sales leadership to review process quality, prioritize improvements, and help sales managers understand bottlenecks.
• Build a culture of continuous improvement.
• Roll out enabling technologies, including CRM, to the field sales team.
• Monitor compliance with CRM data standards, and work with sales management to get the most from the company's technology investments.

Qualifications

• 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.