[Hiring] Senior Director, Sales Systems & Processes @SentinelOne

Role Description

As the Sr. Director, Sales Systems & Processes, you will be responsible for scaling and optimizing our Sales systems and processes. The ideal candidate has deep, long-standing expertise in managing CRM, CPQ, forecasting, planning, prospecting and other sales systems at high growth software/SaaS companies and a record of driving large-scale change in how a Sales organization operates. This leadership role will partner with cross-functional stakeholders to solve complex business challenges while optimizing the sales experience & driving productivity. This is a remote role that will manage a global team reporting into the VP of Revenue Operations & Data Intelligence.

What Will You Do?

• Develop and execute a comprehensive sales capabilities roadmap that is aligned to company and sales strategies.
• Define and execute the AI agenda for Sales — spanning rep-facing workflows, process automation, and the systems stack itself (e.g., prospecting, deal inspection, forecasting, CPQ). Establish standards for data quality, security, and responsible use, and measure impact.
• Own and optimize key Sales processes to ensure our processes are aligned to our overall Global Sales strategies and to ensure our processes are simplified for Sales productivity.
• Own key Sales systems owned by the business (not IT); ownership activities include budgeting, implementing, provisioning, and optimizing systems.
• Partner with IT counterparts to align business roadmap with IT capacity and prioritization for Sales systems owned by IT but used heavily by Sales (e.g. SFDC).
• Lead strategic system initiatives on behalf of Sales. Collaborate with cross-functional teams to define business requirements, partner with IT to design & deploy optimal solutions, work with sales enablement to ensure sales are effectively trained on new processes.
• Own sales data governance policies and processes; Ensure data governance policies align with sales rules of engagement.
• Manage Sales support; define and manage to key SLAs, root cause analysis & resolutions, quarterly tracking of KPIs.
• Own relationships with software vendors including regular vendor touch points, identifying new features and functionality that align to our strategies and work to implement new features into our existing processes. Work with Procurement and IT to effectively manage software licenses and spend.
• Lead Sales systems and process consolidation following acquisitions, including CRM and data migration, territory and quota mapping, product and price book alignment, and retiring redundant applications.
• Manage a team of Sales Operations managers and analysts; define and track team priorities, manage team capacity, help overcome obstacles for the team.
• Ongoing focus on improving and scaling the sales ecosystem; proactively bring ideas to Revenue Operations leadership on ways to drive productivity and optimize our applications.

Qualifications

• 10+ years owning sales processes and the sales technology stack at high-growth software/SaaS companies, built in GTM Systems, Business Systems, or Revenue Operations roles, including 5+ years leading global teams. This is a business-side ownership role, not an IT position.
• Deep, hands-on experience as the business owner of core sales applications, including SFDC and CPQ, Clari, Salesloft, DnB, as well as forecasting, planning, sales engagement, and data enrichment tools.
• Demonstrated experience applying AI within a sales organization — identifying use cases, deploying them in production, and managing data quality, security, and vendor risk.
• Demonstrated experience leading large-scale change in how a Sales organization operates, with measurable results.
• Experience implementing CRM/SFDC best practices.
• Deep knowledge of Lead to Order/Renewal processes in an ACV/ARR environment.
• Ability to listen to the needs of stakeholders, problem solve to find quality solutions and escalate when needed to overcome obstacles.
• Experience partnering with IT: translating field needs into system requirements, negotiating priorities, and aligning to IT capacity.
• Ability to think and behave strategically while delving into details when appropriate, and to run multiple initiatives simultaneously in a fast-paced environment.
• Bachelor degree in Business, Management, Technology or related field.

Benefits

• Equity & Rewards
• Restricted Stock Units (RSUs)
• Employee Stock Purchase Plan (ESPP)
• Time Off & Wellbeing
• Flexible time off
• Paid company holidays and paid sick time
• Gender-neutral parental leave
• Grandparent leave
• Insurance & Financial Security
• Medical, dental, and vision coverage
• 401(k) retirement plan with company match
• Life and disability insurance
• Health and dependent care FSA
• Voluntary benefits (hospital, accident, critical illness)
• Employee Assistance Program (EAP)
• ARAG pre-paid legal
• Nationwide pet insurance
• Cancer Care program
• Global business travel medical insurance
• Work Perks & Flexibility
• Home office allowance
• Mobile phone reimbursement
• Wellness & Lifestyle
• Wellness coach
• Wellness/gym reimbursement
• Fertility coverage
• Adoption & surrogacy reimbursement