Head of Global Sales Operations

Overview

We are seeking a strategic and results-driven Head of Sales Operations to lead the evolution of our sales processes and methodologies and drive operational efficiency for our go-to-market organizations. This role will be critical in defining, optimizing, and driving a unified sales process that covers product and services sales, delivery, renewals, and customer success. The ideal candidate will ensure that all sales motions are aligned, efficient, and adaptable to both the current and future needs of the business, while fostering a collaborative and data-driven sales culture across the organization.

What You’ll Do:

Integrated Sales Process, Playbooks & Methodology

• Develop and refine a unified sales process that supports commercial product and services sales, delivery, renewals, and customer success
• Own and maintain sales methodologies and playbooks to ensure consistency and effectiveness in commercial sales efforts
• Model and deploy the new operating engagement between the Global Sales and Supply Chain Advisory organizations

Field Cadence & Management

• Establish and manage field cadences tailored to commercial sales cycles and business rhythms
• Provide support for forecasting, opportunity management, and account planning specific to software and services sales revenue streams
• Deliver actionable field insights to enhance commercial sales strategies

Sales Systems & Tools

• Oversee the implementation and maintenance of Martech and outreach tools, ensuring alignment with commercial sales needs
• Manage CRM systems, optimizing them for commercial sales processes and user experience
• Administer the commercial tech stack, including data management and campaign tracking
• Collaborate with cross-functional teams to implement changes and improvements

Strategic Planning & Insights

• Design sales coverage models and territories, define and allocate quotas, and administer compensation plans
• Develop rules of engagement and bookings policies
• Set and own full funnel metrics and deliver KPI reporting and insights on sales verticals and overall business performance.

Communication & Enablement

• Lead enablement initiatives for commercial sales and delivery teams
• Ensure consistent onboarding and continuous development for GTM teams
• Develop and execute communication plans to align commercial sales teams

IPO Preparation

• Partner with corporate finance on initiatives to prepare the GTM organization for an Initial Public Offering (IPO), including establishing scalable sales processes, compliance with financial reporting requirements, and readiness for public market scrutiny
• Collaborate with executive leadership to develop investor-ready sales performance reports and growth narratives

What We're Looking For:

• Education: Bachelor’s degree in Business, Sales, Marketing, or related field; MBA or advanced degree preferred
• Experience:
  •  8+ years in sales operations leadership, with a proven track record of optimizing sales processes and methodologies for a public enterprise software organizations
  • Expertise in defining and implementing sales methodologies, processes, and playbooks
  • Extensive experience with CRM systems (Salesforce preferred), sales tools, and technology integration
  • Strong understanding of sales lifecycle management, from lead generation to customer success and renewals
  • Data-driven mindset with the ability to analyze sales performance metrics and provide actionable insights
  • Excellent leadership, communication, and project management skills with the ability to work cross-functionally and drive organizational change
  • Prior experience preparing organizations for IPO readiness
• Additional Attributes:
  • Strong business acumen and strategic thinking with the ability to align sales operations with broader business goals
  • Proven ability to drive change management initiatives and build high-performing sales teams
  • Comfortable working in a fast-paced, dynamic environment with multiple priorities and stakeholders

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The base salary range for this position is $220,000 - $280,000

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The salary range information provided, reflects the anticipated base salary range for this position based on current national data.  Minimums and maximums may vary based on location.  Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors.  In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.

At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes: 

• Comprehensive Medical, Dental and Vision 

• 401K with Matching 

• Flexible Time Off 

• Corporate Fitness Program 

• A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more

At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.

Our Values

If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.