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Vice President, Global Sales Operations

USA

Company Overview:

Everything we do is for educators. We’re partnering with them to advance a bold vision for education that boosts district performance and student success. At Follett Software, we empower educators across roles with technology that streamlines processes and manages information and resources to improve their schools, increase student success, and drive the future of education. We believe that by empowering educators to amplify their impact on students’ lives, we can change the world. Our goal and mission is to drive the future of education. We are inspired by educators to deliver transformative technology. Our innovative, connected solutions simplify challenges and offer a seamless and intuitive experience.

Position Overview:

The VP of Sales Operations will lead the sales operations function into a modern, technology-driven capability that provides actionable data and vital feedback to enable innovation, agility, and strategic alignment. S/he will transform the function into a more rigorous analytics and enablement engine, aligned with dynamic sales methodologies, setting the sales teams up for success and fueling growth.

The VP of Sales Operations will be a transformative change agent, leading a team comprised of sales enablement, reporting/analytics, CRM, and RFP functions. S/he will guide them through a modernization process, continuing progress already made towards more fully technology-enabled and automated work. (S/he will be an invaluable thought partner to the Senior Vice President of Sales in strategic decision-making.

Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Lead a world-class sales enablement function to develop and retain top sales and sales leadership talent, ensuring continuous growth and readiness of the salesforce.
  • Develop and drive the vision and strategy for a tech-enabled sales operations engine that provides critical feedback, informs decision-making, ensures organizational alignment, and supports the development of sales leaders.
  • Provide actionable data to the SVP of Sales and the broader sales organization to drive efficiencies and illuminate opportunities for growth and improvement.
  • Streamline sales business processes to unlock seller productivity, eliminate inefficiencies, and optimize resource allocation to focus on high-value activities.
  • Conduct and oversee competitive analysis, providing insights to inform sales strategies and equip the salesforce to effectively position the company’s solutions against competitors.
  • Manage and optimize the sales technology stack to enhance seller efficiency, ensure seamless operations, and deliver real-time insights that accelerate deal velocity and pipeline progression.
  • Oversee weekly forecasting development and reporting, ensuring data visualization tools and performance/activity reporting meet organizational standards.
  • Ensure rigor and discipline in adhering to the sales process aligned with the buyer’s journey, ensuring each stage is followed with precision to maximize deal success.
  • Monitor and maintain CRM hygiene, ensuring data accuracy, integrity, and completeness to facilitate effective forecasting and reporting.
  • Examine and monitor the sales pipeline to ensure continuous movement, collaborating with the SVP of Sales to apply effective approaches as needed.
  • Ensure case closures are handled efficiently, with resources appropriately allocated based on workload and priority.
  • Drive the annual planning process across the global sales organization, focusing on business modeling, territory planning, and compensation design in partnership with cross-functional leadership.
  • Support the SVP in board planning, analyzing and organizing data, and preparing clear, simplified presentations that communicate complex ideas.
  • Analyze sales data to manage the overall book of business, with insights into territory allocation, product mix, pricing, and promotional strategies.
  • Ensure compensation plans support both revenue growth and the development of sales professionals.
  • Produce quarterly business review templates to ensure consistency and timely distribution.
  • Manage the sales operations budget, ensuring resources are allocated effectively.
  • Collaborate closely with internal stakeholders, including Finance, Marketing, Product, and Customer Success, to align strategies, optimize operations, and drive business growth.
  • Ensure that sales teams are proficient in solution selling and deeply knowledgeable about the company’s product offerings.
  • Own deal desk function with quoting and order processing as core responsibilities (CPQ experience a must).
  • Manage RFP capture and response process

Required Skills and Experience

  • Strategic sales operations executive with a proven track record in leading a world-class sales enablement function that develops and retains top-tier sales and leadership talent.
  • Core expertise in sales enablement, reporting/analytics, and utilizing modern technologies to optimize sales performance and streamline business processes.
  • Demonstrated success in building or transforming structured sales operations functions and rolling out advanced technologies across multiple organizations.
  • Strong leadership abilities, with experience managing teams of 15-30 people and fostering a culture of excellence and continuous improvement.
  • Experience managing high-volume sales environments with relevant scale and complexity.
  • Expertise in managing and optimizing the sales tech stack (Salesforce, CPQ proficiency required) to enhance seller productivity and performance.
  • Data-driven, tech-savvy, and highly analytical with a structured, innovative, and detail-oriented approach to problem-solving.
  • Experience in SaaS business models and EdTech K-12 environments preferred.
  • Experience managing budgets and ensuring financial resources are appropriately allocated for maximum impact.
  • Strong collaborator and strategic thought partner, with a proven ability to simplify complexity for executive-level stakeholders.
  • Proven ability to enforce rigor and discipline in adhering to the sales process aligned with the buyer’s journey, ensuring CRM hygiene is maintained for accuracy and efficiency.
  • Experience managing the year change over process (territory, quota, compensation design).

Preferred Skills (Nice to Have)

  • Experience implementing CPQ tools and managing Salesforce’s budgeting and sales enablement extensions.
  • Expertise with competitive analysis and strategy development to help sales teams position solutions effectively in the marketplace.
  • Familiarity with Oracle back-end systems and tools such as Consensus for sales automation.
  • Experience with RFP processes and interacting with boards of directors.
  • Training in the Miller Heiman solution selling methodology or similar frameworks (Challenger/MEDDIC).
  • Field sales experience is preferred but not required.
  • Experience implementing solution selling through Salesforce, and proficiency in Salesforce’s High Velocity Sales/Sales Enablement extension.
  • Familiarity with both SaaS and mixed-sales models (on-premise to cloud experience is a plus).

#REMOTE #LI-CH1

 

EEO

Follett Software provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We are committed to providing reasonable accommodations to, among others, individuals with disabilities and disabled veterans. If you are interested in applying for employment and need assistance or an accommodation in the application process due to a disability, please contact us by email and let us know the nature of your request and your contact information. 

 Email:  recruiting@follettsoftware.com

CCPA Notice for California Residents: https://follettsoftware.com/wp-content/uploads/2024/10/Notice-to-California-Applicants.pdf

 

 

 

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