Head of Sales Operations and Training  

Define the vision for how Kalibrr can own targeted customer segments and then execute on the plan to make it happen. Learn from our existing team and bring new perspectives and solutions to continue our growth. As a trusted advisor and partner with other senior management and the Executive Team, our Head of Sales Operations & Training must be an authentic collaborator and a proactive, strategic problem solver.

The position of Head of Sales Operations & Training is responsible for leading a young sales organization to meet or exceed company goals for profitable revenue growth within the assigned business portfolios and regions.

The Head of Sales Operations & Training may be responsible for one or more defined geographic territories, vertical markets, or named accounts lists.

The Head of Sales Operations & Training will provide management direction for all sales channels assigned to her team, and will manage relationships with other staff functions to ensure appropriate resources are available and focused to support selling and revenue objectives.

Role Description

• A leader who can set a clear vision and push our sales team to hit ambitious revenue goals, but also roll up their sleeves to close big deals.
• A builder who likes venturing into new territory and building brand new processes and strategies.
• A driver who works with purpose and passion; someone who will elevate our leadership team through new perspectives, ideas, and solutions.
• A strong communicator who will not only collaborate with senior managers and executives but will convey a vision for the future of a best-in-class sales organization.
• A trusted advisor who understands that the best decisions and results come from a data-driven process.

Core Responsibilities

• Lead, set strategy, and grow an account-based SaaS team, including potential development and structure of business development for new Kalibrr offerings (e.g. pay-per-hire services)
• Design the Sales team structure and work with our HR team to hire top-notch sales executives and salespeople who will expand our existing client base
• Focus on data. Build upon our existing success metrics to benchmark our team’s success and use existing data to guide decisions for future growth
• Partner with our Marketing teams to ensure strong top of funnel, qualified leads (QLs) and movement through the sales funnel

Detailed Responsibilities

Proactive Business Planning, Sales Planning, Revenue Forecasts

• Select, develop, and coach a professional sales team to meet or exceed specific goals for profitable revenue growth.
• Develop and implement monthly, quarterly, semi-annual, and annual sales plans.
• Implement the company's sales process to establish a culture of consultative selling to customer's decision-makers at all levels.
• Cultivate and maintain effective business relationships with executive decision makers in large accounts.

Management of Sales Pipeline

• Ensure a consistently high-volume and high-velocity sales funnel
• Manage “top of funnel” lead generation activities to create sufficient downstream revenue results
• Remove bottlenecks or other constraints to ensure high conversion rates and revenue attainment
• Continuously seek to optimize overall productivity of Sales team and processes
• Evaluate, make recommendations, and implement Sales tools, processes, and systems, e.g. Sales CRM, appropriate to the business needs and stage of growth.

Recruiting, Onboarding of Sales Team

• Collaborate with marketing resources and the sales leadership team to define overall sales strategy, and to develop products and solutions responsive to the customer's business. Apply research insights and provide compelling promotional or advertising solutions based on the company's business strengths.
• Coach Sales teams to build effective staff relationships that enable them to respond quickly to emerging customer opportunities, and provide for seamless execution of the company's business processes that exceed customer expectations.
• Encourage and require high level teaming and collaboration skills to gain the committed and motivated efforts of the company's staff who do not report directly to the Country Sales Director.
• Establish a planned program for sales coaching, working on all aspects of the sales process. Makes coaching sales calls with sales team to provide feedback, and to assist with large opportunities. Travels as necessary (sometimes extensively) to meet customers and to coach Account Executives in the field.
• Prepare incentives and compensation framework for Sales team members.

Training, Coaching & Retention of High-Performers

• Promote a strong culture of integrity, learning, accountability, professional excellence, teamwork, and results
• Provide ongoing feedback to team members to continuously evaluate and improve individual and team performance

KPIs

• Monthly/quarterly/annual revenue goals as defined by annual business plan
• Retention of key employees and high performers (top 10%)
• High conversion rates (qualified lead to close) throughout all levels of Sales
• Managing within budget
• # of leads generated

Preferred Background & Experience

• SMB inside sales and enterprise experience for a complex, multi-product SaaS solution
• A demonstrated track record of excellent outcomes in a growing organization
• Experience in successfully taking a company from ~$1M to ~$5M+ in ARR
• Built and led a competitive sales organization, meaning a renewals, SDR, AE, and upsell machine.
• A genuine interest and excitement in recruiting, onboarding and hiring technology

Key Characteristics

• High degree of integrity
• Strong, results-oriented work ethic
• Independent thinker
• Positive attitude
• Continuous learner