Sales Operations Director

Purpose

At Liaison, we’ve helped higher education institutions build better, more diverse classes for three decades. You may recognize us as the company behind the Centralized Application Service (CAS), Enrollment Marketing services and platform (EMP), SlideRoom, Time2Track, TargetX (CRM) and Othot.

Everything we do is focused on taking that proven success and expanding its scope and scale. Over 31,000 programs on more than 1,000 campuses see us as a forward-thinking partner integral to meeting their total enrollment goals — and we’re building the data- and mission-driven team that will reinforce our role for decades to come.

Summary:

The Sales Operations Director oversees and executes on all sales operations matters to ensure the efficient and effective functioning of the sales department. This role involves optimizing processes, implementing strategies, and providing analytical support to drive sales growth and enhance operational excellence.

Key Responsibilities:

Sales Process, Optimization, and Improvement:

• Identifying the basics that always need to be done for calls, on-sites, follow up etc.
• Effective and strategic use of the various sales tools we use (Sales Loft, HubSpot, Salesforce, LinkedIN, etc. etc.)
• Identify opportunities to streamline and optimize sales processes to improve efficiency and effectiveness.
• Work closely with cross-functional teams to standardize and automate sales processes, ensuring alignment with organizational goals.

Sales Strategy and Planning:

• Collaborate with executive leadership to develop and implement sales strategies and objectives in alignment with the company's overall business goals.
• Provide data-driven insights and recommendations to shape sales strategies and drive revenue growth.

Sales Operations, Forecasting and Planning:

• Work with sales leadership to ensure pipeline management, metrics and reporting.
• Lead the sales forecasting process and ensure data hygiene to provide accurate sales projections, supporting resource planning efforts.
• Collaborate with finance and other departments to ensure alignment between sales forecasts and budgeting 

Performance Analysis and Reporting:

• Establish and monitor key performance indicators (KPIs) to evaluate sales team performance and productivity.
• Generate regular reports and dashboards to provide actionable insights to sales leadership, enabling informed decision-making.

Sales Technology Management:

• Oversee and manage sales technology tools (CRM, analytics platforms, etc.) to enhance sales team productivity and data accuracy.
• Collaborate with IT and vendors to ensure seamless integration and functionality of sales tools.

Sales Enablement:

• Increase synergy between sales and marketing.
• Improved understanding of products and the problems they solve.
• Establish competitive intelligence and sales training programs.

Budgeting and Expense Management:

• Work with finance to develop and manage the sales budget, ensuring prudent allocation of resources and adherence to financial guidelines.
• Monitor and control sales-related expenses to optimize resource utilization and achieve cost-efficiency.
• Partner with sales, finance and human resources to develop and optimize sales compensation programs.

Cross-Functional Collaboration:

• Foster strong collaboration and communication with other departments such as marketing, finance, human resources, and customer service to ensure a unified approach to sales goals.
• Act as a liaison between sales and other departments to address any interdepartmental challenges and drive integrated solutions.

Qualifications and Skills:

• Bachelor's degree in business administration, sales, marketing, or related field (Master's degree preferred).
• Proven experience in sales operations, sales strategy, or a related role, preferably in a managerial or leadership capacity.
• Strong analytical, problem-solving, and decision-making abilities.
• Excellent interpersonal and communication skills to effectively collaborate with diverse teams.
• Proficiency in using sales technology and CRM systems.
• Ability to manage multiple projects and priorities simultaneously.
• Leadership skills to motivate and lead a team effectively.
• Knowledge of the industry, market trends, and competitive landscape.