Sales Strategy and Operations Manager

Role overview

As a Sales Strategy & Operations Manager, you will collaborate with sales leadership and multiple cross-functions in driving the growth and success of the organization by designing, implementing, and continuously refining effective sales strategies and operational processes. You will be responsible for aligning sales efforts with overall business objectives, driving initiatives that optimize sales performance, and ensuring the commercial team has the necessary tools, resources, and support to achieve their targets.

Key Responsibilities

• Sales Process Optimization: Analyze and implement enhancements to optimize end-to-end sales process (from lead generation to account management), that maximize efficiency, productivity, and customer satisfaction. Develop and implement standardized sales methodologies and playbooks to elevate sales effectiveness.
• Work closely with teams to integrate technology solutions (CRM, sales enablement tools, etc.) into the sales process
• Sales Strategy Development: Collaborate with senior leadership and across functions to define and articulate the sales strategy in line with the company's vision, goals, and market dynamics.
• Conduct market research, analyze industry trends, and assess competitor positioning to inform the development of targeted sales initiatives and go-to-market strategies.
• Facilitate and regularly review allocation of sales targets, quotas, and performance metrics with sales leadership
• Performance Monitoring and Analysis: Collaborate with BI, CRM and data team to design and maintain a comprehensive sales dashboard and reporting system, tracking relevant key performance indicators (KPIs) (e.g. turnover, active users, revenue etc.)
• Regularly analyze sales data, identifying trends, patterns, and areas for improvement, and present insights and recommendations to senior leadership and the commercial team.
• Commission Calculation Work with the departmental data team to retrieve relevant dataset to calculate monthly and quarterly commission for partners and sales team and coordinating the approval process to ensure accurate and timely payment.
• Critically review commission payouts to ensure it is within the expected and reasonable payout ratios agreed with sales leadership.
• Regional KPI/OKR Management: Develop and manage regional assignments, account segmentation, and sales KPI/OKRs to ensure fair distribution of opportunities and optimal resource utilization.
• Monitor territory performance, identify imbalances or inefficiencies, and recommend adjustments as needed to drive balanced growth and maximize revenue potential. Cross-Functional Collaboration: Liaise between sales and cross-functions (BI, Finance, Product etc.) to facilitate speedy resolution and delivery of initiatives Participate in cross-functional initiatives, contributing sales expertise, insights, and perspectives to drive organizational-wide improvements and growth.

Qualification Requirements

• Bachelor's degree in Business, Analytics, Finance, Marketing, or a related field; an advanced degree (MBA) is preferred.
• 3+ years of experience in sales strategy, sales operations in a fast-growing tech organisation or business insight / analytics roles or operational experience in finance, management consulting.
• Strong analytical skills and a structured approach to solving unique business problems.
• Strong SQL query experience a plus Strong project management skills with experience managing end-to-end execution of projects / initiatives that have transformed your company's operations and delivered quantifiable business impact
• Excellent interpersonal and communication skills, with the ability to speak with diverse stakeholders, influence decision-making at leadership levels, and present complex ideas clearly and concisely. Deep understanding of sales methodologies, CRM systems, and sales enablement technologies.
• Ability to execute with minimal guidance under an environment with high degree of change or ambiguity Ability to manage multiple projects concurrently, prioritize effectively, and thrive in a fast-paced, results-oriented environment.