Forrester Director, Sales Operations in Cambridge, Massachusetts
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About This Role:
As part of Forrester’s global sales strategy team, the Director for Sales Operations works closely with global sales leaders to identify market potential and drive strategic hiring decisions. This individual leads and partners on Forrester’s global or region-specific initiatives designed to drive performance and growth. This role translates and operationalizes the go-to-market strategy while supporting and enabling corporate operations initiatives optimize and scale performance improvement and revenue growth across the company — spanning from overall sales performance and daily operations, strategic planning, and goal setting as well as special projects and initiatives — to continuously improve the sales organization’s efficiency and effectiveness.
Lead sales operations team and cast your shadow. Lead and develop the sales operations team demonstrating Forrester’s values. Partner closely with cross-functional leads to accelerate performance and remove obstacles. Build strong relationships and formal feedback channels with frontline sellers and managers to ensure the successful implementation of sales operations initiatives, processes, and technologies. Identify and proactively implement operational improvements, enhancements, and system customizations that meet business needs.
Sales strategy and business planning. Facilitate the geographic strategic sales planning process and modeling with annual and quarterly updates. This includes Sales Coverage Models — high familiarity with commission processing — and quota setting.
Sales KPIs, forecasting, and reporting. Establish metrics that matter aligned to sales KPIs. Publish and maintain KPI dashboards. Routinely analyze and synthesize for sales leadership team with recommended actions. Provide standard and ad hoc sales forecasting and sales reporting capabilities for the global sales team. Build business reporting for strategic analysis and internal business review while helping business users and stakeholders take actions from analytics by providing useful and practical interpretation and guidance for decision-making. Lead quarterly GSL QBR analysis and preparation.
Account planning, opportunity, and business reviews. Establish consistent tools and cadence to support account planning, deal reviews, and pipeline reviews. Facilitate or support local or business-unit-specific operational cadences with sales leaders that promote sales force productivity and commercial performance, such as deal, forecast, and pipeline reviews or monthly and quarterly business reviews.
Sales process. Reinforce and refine existing processes to improve sales productivity. Review and refine current workflows to simplify how sales interact with SFDC. Ensure that our processes effectively support our client’s urgent needs. Effectively document and publish processes to ensure business continuity, ready operations new hires faster, and increase business partner awareness.
Data integrity. Develop and lead a data governance program to ensure the accuracy of sales data including but limited to pipeline data.
Quota and sales compensation. Lead and partner with sales leadership and finance to ensure fair, timely, and documented quota setting. Drive sales compensation design changes.
Territory and capacity planning. Lead annual territory and quarterly capacity planning by partnering with finance. Work with cross-functional strategy teams and sales leadership to optimize customer segmentation, account targeting, and routes to market.
Lead management. Collaborate with sales leadership and marketing to ensure sales effectively executes the lead management strategy.
Tech stack. Drive the adoption of invested sales technology through advocacy and seller enablement while providing a feedback loop for improvements and future needs from frontline users. Ensure efficient, effective, and governed deal management processes across internal stakeholders (e.g., finance, legal, HR, deal desk, order processing) that drive profitable business. Partner closely with IT.
Rules of engagement. Maintain, enforce, and arbitrate rules of engagement across global sales teams to reduce complexity for our clients and execute consistently.
Rhythmic execution. Develop, publish, and lead a consistent sales operations rhythm for all “run-the-business” actions.
A bachelor’s degree.
Six-plus years’ experience in sales operations, leading others with territory analysis and market assessment responsibilities.
A strong client service orientation; the ability to identify and deliver analyses to support our internal clients’ needs.
In-depth understanding of overall business operations and excellent project management skills; a track record of working with multiple stakeholders outside the team to drive a process forward.
Advanced Microsoft Excel skills, including integration of data from multiple sources, analysis of large data sets, and development of tools and forms that nontechnical users can use.
Solid background in Salesforce.com and Anaplan is a plus.
Dun & Bradstreet data and family tree experience is preferred.
Sharp attention to detail and analysis; strong communication skills.
The ability to organize large amounts of data and communicate actionable insights to all levels in the business.
Please note that the base salary range listed here is inclusive of all potential US geographies; base salary will be dependent on an employee’s primary working location and the employee's skills compared to the requirements of the role. At Forrester, it is not typical for an individual to be hired at or near the top of the range for their role.
Base salary range: $106,886 – $222,835
For employees based in Washington State, the percentage listed here is an estimated bonus target as a percentage of base salary. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.
Bonus target: 18%
We’re a network of knowledge and experience leading to richer, fuller careers. Here, we’re always learning. Whether you want to hone your strengths or discover new ones, Forrester is the place to go for it. It’s a place where everyone is given the tools, support, and runway they need to go far. We’ll be right there beside you, every step of the way.
Let’s be bold, together.
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At Forrester, we’re bold. We make big moves, transform businesses, and define the future. We’re the people who challenge, who innovate, who dare to discover. We’re a community of smart people and vibrant voices coming together to do what’s right by our clients and each other. Our success is driven by curiosity, courage, and customer obsession. Here you can be bold at work. Join us and build an extraordinary future.
With you, we’re not just bold. We’re bold, together.