Overview
Esri’s Sales Operations team helps our sales organization work effectively, make informed decisions, and scale as the business evolves. As a Sr. Principal, Sales Operations Strategy you will shape operational strategy and lead complex initiatives that strengthen Esri’s direct sales organization. You will work with sales leaders and cross-functional partners to define long-term approaches, solve critical business challenges, and develop scalable practices that help our teams better serve customers and support sustainable growth.
You will serve as a principal advisor and subject matter expert, connecting business strategy with operational execution to guide decisions and improve sales performance. You will lead through expertise and influence while remaining closely connected to the work.
Responsibilities
- Shape sales operations strategy and planning. Partner with sales leadership and central operations teams to translate enterprise direction for territory and coverage, goal setting, and resource planning into clear priorities for the direct sales organization. Identify gaps and elevate channel needs to inform broader strategy.
- Deliver business insights and strengthen forecast execution. Facilitate regular pipeline reviews and provide actionable insights through consistent reporting and performance metrics. Partner with sales leaders to identify risks, reinforce forecast discipline, and elevate issues requiring operational support.
- Advance scalable sales operations capabilities. Partner with central operations, analytics, and business technology teams to improve the practices, processes, data, and technology that support direct sales. Represent business requirements and help ensure solutions are practical, connected, and scalable.
- Lead complex initiatives and change. Set direction, build alignment, remove barriers, and guide cross-functional work through ambiguity. Develop practical approaches that support adoption of new processes, systems, and ways of working.
- Strengthen operational governance and standards. Partner with sales leadership and central operations teams to clarify decision frameworks, operating rhythms, and measures of success for the direct sales organization. Monitor effectiveness, surface emerging risks, and recommend adjustments as business needs evolve.
- Build trusted partnerships and capability. Serve as a principal advisor to senior leaders and a resource to colleagues across the organization. Share expertise, practical tools, and relevant industry perspectives that strengthen strategic thinking and execution.
Requirements
- 15+ years of experience in sales operations, revenue operations, business operations, sales strategy, or a related field
- Demonstrated success shaping strategy, solving complex business problems, and leading high-impact cross-functional initiatives within a large or highly complex sales organization
- Deep expertise in sales planning, forecasting, territory and coverage strategy, capacity planning, and developing scalable operating practices
- Strong business and financial acumen, with advanced understanding of CRM platforms, sales technology, analytics, data governance, and reporting ecosystems
- Strong influence, facilitation, and communication skills, with the ability to advise senior leaders, determine approaches for critical assignments, and lead through uncertainty
- Ability to travel domestically up to 50%
- Bachelor's degree in business administration, operations, finance, analytics, or a related field
- Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
Recommended Qualifications
- Master's degree in business administration, operations, finance, analytics, or a related field
- Experience implementing scalable sales operations practices or leading transformation across complex sales organizations, multiple channels, or business units
- Advanced experience with financial modeling, performance analytics, and business intelligence tools
- Evidence of leadership and expertise in sales operations, revenue operations, go-to-market strategy, or a related discipline
Questions about our interview process? We have answers.
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Total Rewards
Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
The Company
At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.
If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!
Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email [email protected] and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.
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Skills Required
- 15+ years of experience in sales operations, revenue operations, business operations, sales strategy, or a related field
- Demonstrated success shaping strategy, solving complex business problems, and leading high-impact cross-functional initiatives within a large or highly complex sales organization
- Deep expertise in sales planning, forecasting, territory and coverage strategy, capacity planning, and scalable operating practices
- Strong business and financial acumen
- Advanced understanding of CRM platforms, sales technology, analytics, data governance, and reporting ecosystems
- Strong influence, facilitation, and communication skills, including advising senior leaders and leading through uncertainty
- Ability to travel domestically up to 50%
- Bachelor’s degree in business administration, operations, finance, analytics, or a related field
- Master’s degree in business administration, operations, finance, analytics, or a related field
- Experience implementing scalable sales operations practices or leading transformation across complex sales organizations, multiple channels, or business units
- Advanced experience with financial modeling, performance analytics, and business intelligence tools
- Evidence of leadership and expertise in sales operations, revenue operations, go-to-market strategy, or a related discipline
Esri Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Esri and has not been reviewed or approved by Esri.
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Healthcare Strength — Feedback suggests health coverage is a standout, with full company-paid medical, dental, and vision premiums frequently cited as uncommon and valuable. Comprehensive options, including mental health support and FSAs, reinforce confidence in core healthcare benefits.
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Affordable Benefits — Feedback suggests employer-paid premiums lower out-of-pocket costs, which many view as a meaningful offset to lower cash pay in some roles. This affordability underpins satisfaction with total compensation even when salaries are seen as moderate relative to tech hubs.
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Retirement Support — Feedback suggests 401(k) matching and profit sharing are valued components that strengthen long-term financial security. These programs contribute to a perception of stability and a well-rounded total rewards package.
Esri Insights
What We Do
As a leading location intelligence platform provider (Forrester Wave 2020), Esri empowers leaders with innovative tools to help create sustainable prosperity. Esri's customers drive digital transformation by embracing the power of location. We pioneer problem solving with GIS to help you see what others can’t. We build ArcGIS, the world’s most powerful mapping & spatial analytics software. ArcGIS software and apps combine mapping and data analytics to deliver location intelligence and meet digital transformation needs for organizations of all sizes.
