Senior Director, Sales Operations & Strategy - Nextiva

We're actively looking for amazing people like you to join our team!

The Senior Director of Sales Strategy & Execution will lead the development and implementation of the company's sales strategy. This role is critical in driving the company's revenue growth and ensuring the alignment of sales activities with overall business objectives. The Senior Director will work closely with the executive team, sales leadership, and cross-functional partners to define, implement, and optimize sales strategies that drive customer acquisition, retention, and revenue growth. Additional participation and management of AOP, budget analysis, reporting, analytics to include oversight of direct sales coverage and capacity models. This role will focus on utilizing data and analytics to develop strategic insights to measure and manage business outcomes. The role will be required to develop sound business cases and recommendations for the Executive Leadership team and cross-functional leadership including Sales, Marketing, Customer Success, Finance and IT to drive optimization.

Key Responsibilities:

Accountability & Enablement

• Collaborate with the executive team to define sales goals and objectives.
• Conduct market analysis to identify new opportunities for growth and areas for improvement within the current sales process.
• Champion and educate on effective use of sales tools and processes changes. Driving adoption and change management.
• Deal level trending and analysis (e.g., deal size, growth of business segments (e.g., verticals), customer trends, etc.)
• Support the Quarterly Business Review (QBR) process by coordinating reporting and analysis for Sales Leadership
• Analyze activity levels and pipeline participation to ensure appropriate focus on the strategic solution initiatives.

Leadership & Strategy

• Serve as the trusted advisor and thought partner to Chief Revenue Officer and Sales Leaders
• Lead, mentor, and develop a high-performing sales operations team, fostering a culture of excellence and accountability.
• Provide analytical thought leadership, create meaningful business insights, establish strategic operational priorities, and develop and allocate key performance metrics
• Partner with sales leaders to be responsible for the day-to-day operational cadence of the business
• Act as the voice of field on major initiatives and working closely with cross-functional teams to coordinate effective deployment of resources, impactful programs and process/tools that remove friction in the sales process
• Identify opportunities for process improvement and works closely with sales and other management to inspect process quality and prioritize opportunities for improvement Planning & Analysis
• Drive & support planning efforts covering sales strategy, quota setting, team structure and territory assignments.
• Lead analysis to understand business performance/user metrics and KPIs
• Support goals setting, tracking, and performance measurement of the business
• Analyze and manage financial performance against annual plan
• Lead sales pipeline and forecast management process, working to ensure forecast accuracy and overall pipeline health

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field; MBA preferred.
• 10+ years of experience in sales strategy, sales operations, or related roles, with at least 5 years in a leadership capacity.
• Proven track record of developing and executing successful sales strategies that drive significant revenue growth.
• Strong analytical and problem-solving skills, with the ability to translate data into actionable insights.
• Excellent leadership and team management skills, with a focus on developing talent and fostering a high-performance culture.
• Exceptional communication and interpersonal skills, with the ability to influence and collaborate across all levels of the organization.
• Experience working in a fast-paced, dynamic environment, with the ability to adapt to changing business needs.
• Proficiency in CRM systems, sales analytics tools, and other relevant technologies.

Nextiva Core Competencies / DNA:

• Drives Results:  The successful candidate will be action oriented, with a passion for solving problems.  They will bring clarity and simplicity to ambiguous situations.  This individual will challenge the status quo; asking what we can do differently and finding ways to create and build more success.  They are a change agent, prepared to lead and drive changes as we transform. 
• Critical Thinker:  The successful candidate is fact based and data driven, able to understand and articulate the "why," identifying key drivers and learning from the past.  They are forward-thinking, anticipating problems before they arise.  They'll recommend and action well thought out solutions, understanding the risks and dependencies. 
• Right Attitude:  The successful candidate will be team-oriented, collaborative and competitive with a winning mindset; they're resilient and able to easily bounce back from setbacks.  They will be able to zoom in / out, willing to be hands-on to help solve important problems while being a motivating figure for the team along the way.  They will embrace a culture of service and learning with a focus on caring, supporting and respecting our customers and team members.

Compensation, Rewards & Benefits:

The salary or hourly wage offered by Nextiva to external candidates considers a wide range of factors, including but not limited to skills sets, experience, training, licensure and certifications, etc. Our compensation decisions are dependent on the facts and circumstances of each case. Our estimate of the expected hiring range for the position as posted is $155,000 - $241,110. A different level in the job hierarchy may apply to a specific candidate resulting in a different hiring range.

Nextiva provides a comprehensive employee benefits package that includes medical (including supplemental plans for accident, hospitalization and critical illness), telemedicine, dental, vision, disability, life insurance, legal assistance, an Employee Assistance Plan, paid parental bonding leave, PTO for hourly employees and Flexible Time Off (FTO) for salaried employees, an employee long-term savings plan (401k) through Fidelity with Nextiva matching, comprehensive employee wellness programs and loads of learning and development opportunities which are coupled with career paths to last a lifetime.

Established in 2008 and headquartered in Scottsdale, Arizona, Nextiva secured $200M from Goldman Sachs in late 2021, valuing the company at $2.7B.To check out what's going on at Nextiva, check us out on Instagram, Instagram (MX), YouTube, LinkedIn, and the Nextiva blog. 

Nextiva is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Nextiva participates in the E-Verify Program where and as required by law. For additional information about E-Verify visit USCIS. 

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