![Michael Page](https://media.trabajo.org/img/noimg.jpg)
Head of Sales Operations
1 week ago
About Our Client
Our client is one of the leading and fastest growing SaaS organisations in the country (also expanding globally), led by marquee investors.
Defining the India and Global
GTM:
a. Define the India GTM strategy, including customer segmentation, channel / partnership strategy, competitor intelligence, product-pricing, etc.b. Define NRR strategy, through upsell and cross-sell activities and churn management. Align solutions with product, marketing and customer success teams.c. Double sales team productivity through value-selling collaterals and capabilities, such as diagnostic, business case, solution selling, competitor SWOT, etc.
Driving sales operations:
a.
Driving sales rigor across the sales team and collaborating with cross-functional teams (product, customer service and marketing) on key growth and business enablers.b.
Leverage the detailed sales data to provide insights for the regional heads and CRO across marketing, customer service, new acquisition, cross-sell, pricing, etc.c.
Conduct detailed reviews with the sales team, which will drive forecast accuracy.Refining the sales capabilities:
a. Continuous improvement of Salesforce dashboards, insights, and associated CRM tools.b.
Build sales enablement material, such as customised business cases and industry value propositions that will drive higher ACV and conversion rates.c.
Pre-mortem on sales productivity challenges by leveraging input and historic data.The Successful Applicant
Minimum 8+ years of experience across sales, strategy, and sales operations.
Experience in B2B (ideally in SaaS) sales operations, and therefore depth of insights on building the pipeline, increasing high-value-activities, and defining solution selling.
Experience across salesforce, sales productivity, sales reviews, analytics, and forecasting.Expertise in GTM strategy, such as market sizing, customer segmentation, channel strategy, partner GTM, pricing, and competitor analysis.
Experience in identifying levers to drive upsell, cross-sell, and reduce churn.
Partner with the delivery function to improve collaboration, metrics, and activities to drive higher NRR.Excellent collaboration skills within the sales organization and cross-functional teams.
Excellent communication skills.The role will support the CRO in driving the GTM agenda with key stakeholders in the Leadership Team, GTM leadership team, Product and Delivery heads.
Deeply structured and analytical in problem solving. At the same time, comfortable working with limited data and driving concensus.-
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