What are the responsibilities and job description for the Director, Sales Operations position at ESRI?
Overview
Esri's Sales Operations team drives efficiency, scalability, and insight across our enterprise sales organization. As Director of Sales Operations, you lead a team responsible for optimizing processes, tools, forecasting, and performance metrics that empower our sales force to succeed. You are both a strategist and an operator, ensuring operational excellence, enabling growth, and aligning sales execution with business priorities. With deep expertise in enterprise sales and sales operations, you guide decision-making across organizational lines and shape best practices that set the standard for the company.
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.
Requirements
- 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.
Recommended Qualifications
- MBA or advanced degree in business operations
- Experience leading sales operations in a large, complex, or global enterprise
- Proven track record of developing and institutionalizing operations best practices
- Advanced expertise in analytics, financial modeling, and sales performance optimization
- Strong executive presence with ability to present to senior leadership and influence strategy
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 askcareers@esri.com 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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Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.