We’re looking for a Senior Director, Sales Operations to lead the sales planning and operational strategy development that supports overall performance and effectiveness of Hootsuite’s sales organization. As a key member of the GTM Strategy & Insights leadership team you will be responsible for the design and execution of the go-to-market strategy, systems, and tools in order to drive revenue growth. You will report directly to the VP, GTM Strategy & Insights. 

WHAT YOU’LL DO: 

• Lead a sales operations team responsible for sales forecast, territory management, strategic sales initiatives; foster a culture of collaboration, achievement, and continuous learning
• Drive enterprise revenue modeling in collaboration with sales leadership and support execution of sales forecasts and growth strategies   
• Deliver strategic improvements and efficiencies for processes, tools and systems to ensure the sales organization continues to meet and exceed sales goals, while optimizing productivity 
• Act as a key strategic partner to sales leaders in anticipating and overcoming issues and/or roadblocks within the sales operations process; provide solution-oriented thinking to drive a seamless end to end customer experience 
• Understand and operationalize sales data into strategic business insights and ensure leadership are informed on trends and risks 
• Own the sales technology stack, continually evaluate current technology, and work proactively to identify expansion and efficiency opportunities 
• Continuously evaluate new sales technology vendors and manage the CRM (typically Salesforce.com) infrastructure
• Consult with sales teams to gather needs, and drive IT, procurement and biztech teams to achieve results. Direct negotiations with vendors as needed to ensure costs are managed and business interests are protected
• Responsible for sales playbooks for bringing new products to market
• Design and execute on sales recognition programs, SPIFFs, sales kickoffs and QBRs 

WHAT YOU’LL NEED: 

• Advanced level of experience in a high-growth and fast-paced SaaS environment; proven global leadership experience, with knowledge of sales operations, planning and strategy development
• Deep expertise on sales automation and CRM systems 
• Proven ability to dive into complex concepts, define value propositions and champion the voice of sales 
• Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action. 
• Decision Making: consistently chooses the best course of action (from a number of alternatives) to address business problems and/or opportunities. 
• Commitment to Results: consistently achieves results, demonstrating high performance, and challenging self and others to deliver results. 
• Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding 
• Negotiation: successfully obtains commitment to a solution or idea, while maintaining integrity and relationships. 
• Builds inclusive, cohesive teams which apply diversity to achieve common goals. Capably delivers results through others, is good at establishing clear direction, helping others achieve their best work 
• Identifies key issues and relationships relevant to achieving a long-range goal or vision; Builds an integrated plan for course of action to accomplish this vision
• Challenges and supports others to create results but also develop new capabilities. Successfully develops the capacity and capability of team and individuals on the team

WHO YOU ARE:

• Tenacious. You are determined to succeed, and you are motivated by the success of customers, colleagues and the community.
• Curious. You are always learning and seeking ways to make things better.
• Conscientious. You keep your promises, taking your commitments to others seriously, and you have strong integrity.
• Humble. You lead with humility and empathy, respecting and learning from the perspectives of others. 

In all we do, our six guiding principles light the way:

Step Up: Show the world what it looks like to live and work by these guiding principles. #StepUp

One Team: Make Hootsuite a place where everyone feels safe, welcome, valued, and empowered to do their best  work without compromising who they are. #OneTeam #FreeToBeMe

Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed

Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile

Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses

Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

#LI-CK1