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Esri · 17 hours ago

Director, Sales Operations

Redlands, CA

Full-time

Hybrid

Director/Executive

$146K/yr - $257K/yr

10+ years exp

Esri is a company that focuses on creating positive global change through GIS technology. As the Director of Sales Operations, you will lead a team to optimize processes, tools, and performance metrics to empower the sales force, ensuring operational excellence and alignment with business priorities.

3D TechnologyAnalyticsBig DataCivicTechData VisualizationInternet of ThingsMapping ServicesRemote SensingSoftware

Culture & Values

No H1B

Responsibilities

Strategic Leadership. Build and lead a high-performing sales operations organization spanning strategy, revenue operations, and business technology. Foster accountability, collaboration, and execution excellence while developing talent and leadership capability

Operational Strategy and Process Design. Partner with senior leadership to design and optimize cross-functional sales and operational processes across all sales channels. Drive measurable improvements in efficiency, scalability, and alignment to company objectives

Sales Operations Excellence. Oversee forecasting, reporting, pipeline management, and goal setting to ensure data-driven decisions and predictable performance. Continuously refine processes to meet evolving market and business needs

Technology and Systems Enablement. Lead the strategy and adoption of CRM and sales technology platforms. Ensure tools and data insights empower sellers, streamline workflows, and accelerate business outcomes

Change Leadership. Guide organizational and process change with frameworks that engage stakeholders and drive adoption. Align new systems and ways of working to strategic priorities

Strategic Decision-Making. Assess complex business challenges across functions, balancing risk and opportunity to make timely, high-impact decisions. Delegate effectively while maintaining ownership of outcomes

Cross-Functional Alignment. Serve as a trusted partner to across Esri. Align initiatives, remove barriers, and drive company-wide collaboration toward shared goals

Performance Insight and Analytics. Define and communicate key metrics that measure sales effectiveness, operational health, and revenue performance. Lead the creation of reporting frameworks and dashboards that inform executive decisions

Sales Planning and Growth Enablement. Lead strategic sales planning, including territory design and goal setting, grounded in market insights and performance analytics. Ensure plans translate into actionable, high-impact execution

Qualification

Sales Operations LeadershipCRM ImplementationBusiness Process ModelingPerformance ManagementSales PlanningStakeholder InfluenceDecisivenessCross-Functional CollaborationLeadership SkillsCommunication Skills

Required

10+ years of experience in sales operations with demonstrated success leading multiple teams

8+ years of experience supporting enterprise sales providing solutions to businesses

Demonstrated track record of implementing progressive processes and advanced technologies to optimize sales and marketing workflows in support of productivity and revenue growth

Expertise in business process modeling, operations, and sales planning

Successfully implemented a CRM system that improved lead tracking and increased sales conversion rates by a specific percentage

Developed automated email campaigns that resulted in a measurable increase in customer engagement and sales

Analyzed sales data to identify underperforming areas and implemented strategies that led to improved sales performance

Skilled in metrics, performance management, and forecasting

Experienced in leading cross-functional change initiatives

Decisive and effective under risk and ambiguity

Proven success managing matrixed teams and collaboration

Strong leadership, communication, and stakeholder influence

Ability to travel domestically or internationally 25-50%

Bachelor's degree in business, operations, or related field required

Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S