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Decision Lens Careers

Sales Strategy and Operations Director

Decision Lens is the leading cloud-based software company for prioritization and resource optimization. It provides a solution to organizations’ most critical decision-making processes in R&D, Capital Planning, and Information Technology. Decision Lens has also been recognized as a top 100 most innovative company by Red Herring magazine and was awarded one of the top 25 “Great Place to Work” companies nationally by the Great Place to Work Institute. Our clients include Johnson & Johnson, Genentech, Hologic, TSA, Customs and Border Protection, USDA, Army, Coast Guard, Texas Department of Transportation and Washington Department of Transportation among others.

The Sales Strategy and Operations Director must be a passionate and proactive visionary in driving the adoption and value of Decision Lens. The candidate must be a strong leader, extremely well organized, analytical, detail-oriented and quality-minded. They will be responsible for leading and managing all sales strategy and operations functions including the implementation and ongoing maintenance of sales initiatives with the primary goal of maximizing revenue growth. They must be able to identify process improvements in sales training, reporting, analytics, forecasting and performance metrics. A successful Director will support the vision and direction of Decision Lens. This position will be the primary point of contact for the Sales Team, Professional Services, Marketing, Finance and other departments as it relates to sales initiatives and activities. This position reports directly to the Chief Revenue Officer (CRO).

Duties and Responsibilities

  • Experience creating sales support goals, has a developed an action plan to follow closely, has determined possible obstacles and has a plan to overcome the obstacles, has milestones and debriefs daily.
  • Develop an environment that ensures all sales teams are aligned to Decision Lens goals, objectives, and corporate values.
  • Works closely with the CRO to develop the sales process, create the documentation and implement in Salesforce to support the process.
  • Responsible for the development and implementation of any new processes and procedures for effective and efficient sales team operations.
  • Ability to articulate an innovative value-proposition in a clear and concise manner, understand customer needs, and provide leadership as to how the solution delivers to their needs.
  • Develop an in-depth knowledge of Decision Lens products and utilize this knowledge to successfully lead sales support operations.
  • Attend conferences and professional association meetings and promote Decision Lens product solutions and brand to increase leads and drive sales.
  • Develops and delivers regular sales training to include coaching sessions with subject matter experts.
  • Work with CRO to create and maintain a world-class sales culture, focused on delivering results by providing ongoing coaching and development of the sales team.
  • Create and sustain ongoing forums that encourage two-way communication opportunities, both within sales and interdepartmentally.
  • Delivers sales operations related presentations to the sales organization and the executive team.
  • Continuously monitors performance of the sales team. Develops key performance metrics and dashboards that help sales organization focus on key performance drivers.
  • Measures sales team productivity and ensures effective implementation of established strategies and tactics.
  • Analyzes sales data and generates weekly forecasts to management.
  • Develop and implement comprehensive pipeline reporting tools tracking opportunities from lead generation to revenue realization, to include both new customers and existing customers where we are expanding our revenue opportunity with them.
  • Gathers and analyzes data from wins and losses to understand why customers buy and why prospects don’t buy.
  • Researches and collects data to optimize customer/account targeting and ensures alignment of territories to maximize effectiveness of the sales team.
  • Researches and identifies the latest territory, lead and opportunity management tools that would work for the sales team.
  • Continuously research and remain knowledgeable of industry trends and competition.
  • Work effectively with internal support departments (Marketing, Professional Services, and Product Development) to develop effective sales strategies that promote sales to new and existing customers.
  • Work closely with Marketing to create, implement, and track successful marketing campaigns that maximize Decision Lens visibility.
  • Work closely with Product Marketing to keep competitive data current and provide periodic training on how we should go to market against market competitors.
  • Provides input into the sales compensation plan.
  • Ensures adherence to established departmental budgetary parameters.
  • Sales Acumen - Doesn’t take things personally, knows what to say or do at the appropriate time; Is cool under pressure and is prepared for ambiguous situations; Doesn’t strategize “on the fly”, doesn’t over analyze, and stays in the moment; Asks thoughtful questions, displays effective listening; Is tenacious, maintains continuous contact with the sales team and key interdepartmental stakeholders.
  • Results Orientation – Makes fact based decisions and follows through to completion; analyses and uses data to achieve sales goals; drives execution; initiates action and follows up to ensure successful completion.

 

Requirements:

  • Bachelor’s degree in a business related field preferred
  • 8+ years experience in sales operations, or equivalent, with demonstrated new sales track record & quota attainment
  • SaaS experience strongly preferred
  • Demonstrated ability to define, refine and implement sales processes, procedures and policies
  • Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
  • Demonstrated effectiveness in new business development strategies and lead qualification
  • Experience contributing toward the development of the sales team strategy
  • Strong problem solving and collaboration skills
  • Product oriented and strong technical skills
  • Experience in developing and making formal presentations to executive management
  • Ability to travel as required to meet team and department goals

To apply, send your cover letter and resume to Erin Federle (efederle@decisionlens.com)