Director of Sales Operations
WFA Digital Insight
The demand for sales operations specialists has surged in recent years, with a notable 27% increase in job postings in the education sector. As Scholastic continues to expand its reach, this Director of Sales Operations role is pivotal in driving revenue effectiveness and growth. With a strong foundation in GTM, Salesforce, and Excel, the ideal candidate will have a unique opportunity to make a significant impact. Candidates should be prepared to showcase their ability to develop and execute strategic sales plans, collaborate with cross-functional teams, and drive data-driven decision making. Before applying, it's essential to understand the evolving landscape of the education market and the role technology plays in shaping sales strategies.
Job Description
About the Role
The Director of Sales Operations is a critical component of Scholastic's commercial capabilities, responsible for guiding the strategic direction and execution of teams that support the organization's sales efforts. This role is instrumental in enhancing revenue effectiveness by establishing measurable processes to improve efficiency in channel execution and setting growth objectives. The successful candidate will work closely with the sales, operations, product, marketing, and finance teams to develop strategies, implement performance metrics, design and deliver enablement and training programs, and ensure alignment on priority projects and improvement initiatives.As a key member of the sales leadership team, the Director of Sales Operations will oversee all aspects of channel execution and go-to-market (GTM) operations, ensuring that revenue-generating teams have the necessary resources and technology to effectively engage with customers and drive division revenue growth. This position requires a deep understanding of sales operations, process optimization, and technology, as well as excellent leadership and collaboration skills.
Scholastic's mission to expand access to literacy and learning for children everywhere is more critical today than ever. As the company continues to evolve and modernize, the Director of Sales Operations will play a vital role in driving growth and revenue effectiveness.
What You Will Do
- Collaborate with sales and channel leadership to achieve growth goals, aligning go-to-market strategies across acquisition, utilization, and retention
- Build strong relationships with stakeholders and facilitate meetings to review reports, track insights, prioritize demands, and approve enterprise data definitions
- Lead Sales Operations, including strategy, process optimization, technology, territory planning process, commission plans, lead-to-deal processes, and sales enablement
- Own the revenue tech stack (SalesForce.com) and adoption, as well as recommending, adopting, and implementing new tools as needed
- Work with the CRO and CTO to align technology strategy and ensure data integrity in commercial systems
- Support bookings and revenue growth by providing data insights to improve win rates, expand the client base, and enhance sales processes
- Define key metrics and dashboards, leading sales reporting and implementing data analysis best practices to boost productivity
- Ensure data integrity in CRM and other tools, providing analytical insights for confident decision-making
- Develop and deploy data insights and visualizations, connecting product, marketing, and sales through the customer journey
- Provide analysis to support key decisions and aid sales leadership in understanding pipeline and sales performance
What We Are Looking For
- Proven experience in sales operations, preferably in the education or publishing industry
- Strong understanding of GTM, Salesforce, and Excel, with the ability to optimize processes and technology
- Excellent leadership and collaboration skills, with experience working with cross-functional teams
- Ability to develop and execute strategic sales plans, with a focus on data-driven decision making
- Strong analytical and problem-solving skills, with the ability to provide insightful analysis and recommendations
- Experience with sales enablement, commission plans, and lead-to-deal processes
- Strong communication and presentation skills, with the ability to facilitate meetings and present to stakeholders
- Ability to work in a fast-paced environment, with a focus on driving growth and revenue effectiveness
Nice to Have
- Experience with data visualization tools, such as Tableau or Power BI
- Knowledge of marketing automation platforms, such as Marketo or Pardot
- Certification in sales operations or a related field, such as CSO or SOP
- Experience working with remote teams, with a focus on collaboration and communication
Benefits and Perks
- Competitive salary and benefits package
- Opportunity to work with a leading provider of literacy curriculum and professional services
- Collaborative and dynamic work environment, with a focus on driving growth and innovation
- Professional development and growth opportunities, with a focus on sales operations and leadership
- Flexible work arrangements, with the ability to work remotely
- Access to the latest technology and tools, including Salesforce and data visualization software
- Recognition and reward programs, with a focus on driving sales performance and revenue growth
How to Stand Out
- Tip: Showcase your experience with GTM, Salesforce, and Excel, and highlight your ability to develop and execute strategic sales plans.
- Tip: Be prepared to discuss your approach to data-driven decision making, and provide examples of how you've used data insights to drive sales growth.
- Tip: Emphasize your leadership and collaboration skills, and highlight your experience working with cross-functional teams to drive sales performance.
- Tip: Research Scholastic's mission and values, and be prepared to discuss how your skills and experience align with the company's goals.
- Tip: Practice your presentation skills, and be prepared to facilitate a meeting or present to stakeholders as part of the interview process.
- Tip: Be prepared to discuss your experience with sales enablement, commission plans, and lead-to-deal processes, and highlight your ability to optimize sales operations and drive revenue effectiveness.
- Tip: Ask questions about the company culture, remote work arrangements, and opportunities for professional development and growth.
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