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As a member of Fourth’s senior leadership team, this individual will report to the Chief Revenue Officer and will work closely with other stakeholders to ensure efficient commercial operation and overall sales effectiveness.
About the Role
Designs, implements, and manages sales forecasting, planning, and budgeting processes
Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization.
Ensures planning, forecasting and budgeting efforts are appropriately integrated with other planning processes
Provides leadership to the sales organization, and counsel to the Chief Revenue Officer, in implementing sales organization objectives that appropriately reflect business goals
Responsible for equitably assigning sales quotas and ensuring that financial objectives are optimally allocated to all sales channels and resources through the quota program
Accountable for the timely assignment of all sales organization objectives
Partners with senior sales leadership to identify opportunities for sales process improvement
Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch
Fosters an organization of continuous process improvement
Prioritizes investments in enabling technologies in support of sales organization productivity
Works closely with the Chief Revenue Officer and Chief Technology Officer to understand sales and technology strategy
Ensures optimal deployment of sales personnel, providing recommendations for changes to sales roles, coverage models, or team configurations to ensure maximum sales productivity
Champions change management processes to support organizational understanding of required business changes, ensure support from key leadership stakeholders, and effectively implement new deployment and job models, as needed to support business strategies
Works in partnership with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure salesforce optimization, and aligns reporting, training, and incentive programs within these performance management parameters
Ensures sales reporting and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives
Partners with sales and HR leadership to establish a sales training programs focused on developing and reinforcing critical sales competencies.
Prioritizes training objectives for selling, sales management, and sales support roles, and oversees the delivery of field and HQ training to sales, sales management, and sales support personnel
Designs sales incentive compensation programs, in collaboration with HR and sales leadership, that provide market-competitive pay, reinforce sales organization strategies, and align with business and sales organization objectives
Oversees sales compensation plan administration, including sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs.
Works closely with Accounting, Finance, and Human Resources to establish equitable rules, policies, and procedures associated with sales compensation
Directs and supports the consistent implementation of company initiatives
About You
Prior success building and leading global enterprise sales operations teams, processes and programs in a high-growth, SaaS environment
Proven success building and leading global sales operations teams
Strong background developing and managing successful sales strategies for enterprise SaaS products/platforms
Data driven with proven success leveraging financial data and analytics to inform and shape sales strategies
History of highly effective sales enablement through technology, skill development, coaching and industry experience
Proven record of success aligning a sales team on forecasting, SFDC discipline, pipeline management, and QBR’s
Strong executive presence and a deep knowledge of coordinating customer segmentation with GTM strategies
Experience managing initiatives cross-functionally with other members of the SLT, ELT and Board
Private equity and/or board reporting experience
Merger & Acquisition due diligence and integration experience
Mentally agile and intellectually curious, with the ability to identify and implement practical solutions to complex problems
This position will require periodic domestic and international travel