Director of Sales Operations & Enablement (Government Business)
Overview Overview: The Sales Operations & Enablement Lead will be aligned to Equifax Workforce Solution’s (EWS) Government Line of Business and support that LOB’s leader and his/her sales/revenue generating organization from an operational perspective, while solid-lining into the Sales Ops & Enablement team for EWS. The Sales Ops & Enablement Lead will act as a conduit between the teams he/she supports and the rest of the Sales Ops & Enablement organization while being responsible for activities highlighted in the next section. What You’ll Do Pipeline Management: Maintain finger on the pulse of the LOB’s pipeline by stage to ensure reports are generally accurate Understand conversion rates, seasonality, and ACV targets to know if we have enough coverage Be able to pull, report & analyze data from Salesforce (SF) to spot trends in sales cycles, deal sizes, and win rates so they may be used as leading indicators of future revenue Able to track, explain, and eventually anticipate movements like why pipeline increased or decreased across periods Improve ACV closed-won forecast accuracy and advise sales & finance leaders on leading indicators of overall business health or flag areas of concern CRM Hygiene: Ensure SOPs are followed and that opportunity and deal information is entered properly in CRM (i.e. upsells vs. baseline renewal revenue) Maintain clean metrics like no expired close dates on open opps, sales activities are logged in SF, account or opp assignment errors are cleaned up, etc. Bring attention to deals that may be stalled, untouched, or miscategorized so that they can progress or be corrected Help LOB users onboard, learn, adopt, and provide feedback on CRM and related tools. Maintain and ensure LOB hierarchies, team mapping, user roles, and other access rules are current and active Review Cadences: Organize and facilitate recurring cadence calls for the LOB Sales Leader(s) to review/discuss piped deals Compile agenda and content (i.e. pipeline reports) to be scanned/discussed during these pipeline calls Ensure the right level of cadence and inspection exists so that the entire org. can be covered to discuss sales or revenue-generating deals Data and processes should follow what’s in CRM, our SOPs, and other sales-related processes Capture, assign, and follow-up action items to ensure friction continues to be removed from our sales motions Process Discipline: Ensure front line sales are following processes required by their leader(s) and/or EWS/Equifax policy, such as but not limited to: account planning, sprint scoring, legal review, etc. Drive the right culture so that sales reps see the value of and want to follow processes: i.e. why it’s important to always select the right win/lost reason, how meeting notes help the sales team, etc. Ensure sales progresses deals through sales stages in accordance with standard definitions / published stage entry & exit criteria Document, map, and publish existing process flows, including roles & responsibilities, turnaround times, volume of activities/events, etc. Ensure processes are followed – like installing the Google chrome extension to auto-log meetings – and flagging when they are not (or not being followed properly) Sales Efficiency & Effectiveness Help ensure sales and revenue generating teams are taking advantage of and benefiting from training EFX has invested in (selling skills, product/solution knowledge, and sales tools) Measure effectiveness of sales professionals over time to see evidence of improved performance across a variety of metrics (win rates, pipe creation, avg. deal size, etc.) Maximize sales efficiency by removing friction from their sales motions, suggesting automation opportunities, and identifying skills gaps to shore up, etc.) Liaise with Sales Training, Salesforce Experience, and Sales Intelligence teams to ensure the skills gaps, the tools and process enhancements, and performance measurement needs are being addressed and working in unison to uplevel seller effectiveness Be a resource to sales teams and their leaders to help reduce their non-sales workload where possible Continuous Improvement Find ways to improve the capabilities of our sellers, CSMs, and other teams that support them (i.e. solution consultants, sales engineers, BDRs, etc.) Identify ways to improve existing processes to reduce bottlenecks, cut unnecessary activities, accelerate turnaround times, etc. Business case tech stack investments or tools that make it easier for sellers to succeed, save time, automate work, etc. Find better ways of doing things, including but not limited to providing a system or repository to organize and collaborate on tasks, role specialization, role-based views, etc. Help prioritize improvement recommendations and coordinate x-functionally to propose and execute these change initiatives Experience Needed: Depends on level but at a minimum 7-10 years of hands-on Sales Operations, RevOps, Sales Finance, or related experience, including 5 years supporting Public Sector sales teams that sell to US Federal (Civilian), State, and Local government entities. Deep understanding of sales funnels, pipeline reporting, and opportunity lifecycles within a Government procurement context Expertise in public sector RFP processes, proposal lifecycles, government contracting vehicles, FAR, specialized state/local procurement codes, statutory requirements, etc. Familiarity with sales methodology and sales training such as Sprint Selling, Sandler, Meddic, or similar selling techniques Experience with Salesforce required, at least to the level of being able to create reports and download into spreadsheets for advance analysis Bachelor’s degree in business, finance/accounting, or a related field, or equivalent work experience Leverage advanced Excel skills for complex data manipulation, modeling, and scenario planning. Successfully manage multiple tasks, projects, and priorities in a fast-paced environment The ideal candidate is a self-starter, takes initiative, works well under pressure, and excels at handling ambiguity Ability to interpret financial statements and convey key recommendations to the business Attention to detail and capable of self-review and providing polished deliverables Excellent written/verbal communication skills, including the ability to distill complex data into a clear "so what?" for executive stakeholders. What could set you apart: Experience with other tools in our Tech Stack will be a bonus, such as Xactly, Gainsight, Demand Base, and Aircover/Gong. Experience designing or supporting Deals Governance processes, such as a Deals Desk or Sales Approvals is also preferred. Salesforce Admin certification will be a major plus Prior quota-carrying experience LI-SM1 LI-Hybrid J-18808-Ljbffr
