What are the responsibilities and job description for the Head of Sales Operations position at SHOPLINE?
Location: United States (Remote / Hybrid) Type: Full-Time
Role Overview
As the Head of Sales Operations, you will be the strategic architect behind our revenue engine. You won't just be managing a CRM; you will be the "connective tissue" between our Partnership Managers, Sales Engineers, Merchant Success, Product, and Marketing teams. Your mission is to eliminate friction in the buyer’s journey, optimize our co-selling ecosystem, and provide the data-driven insights necessary to scale our SaaS platform to the next level.
Key Responsibilities
1. Strategic Planning & Forecasting
- Partner with Leadership to design and implement the annual sales strategy and territory mapping.
- Own the revenue forecast, providing high-accuracy predictability for both direct sales and partner-led motions.
- Translate complex data sets into actionable insights for the Product and Marketing teams to align roadmap and lead gen with market demand.
2. Process Optimization & Co-Selling Motion
- Refine the co-selling framework to ensure seamless collaboration between Partnership Managers and external partners.
- Streamline the hand-off processes between Sales Engineering (pre-sales) and Merchant Success (post-sales) to reduce churn and accelerate time-to-value.
- Identify bottlenecks in the sales funnel and implement automated workflows to increase "eyes-on-merchant" time.
3. Tech Stack Management & Enablement
- Audit, manage, and optimize our Salesforce/CRM and integrated tools (e.g., Salesloft, Gong, PRM tools).
- Develop training programs and playbooks that empower the sales team to leverage our tech stack effectively.
- Ensure data integrity across all platforms to maintain a "single source of truth" for the entire organization.
4. Compensation & Performance
- Design and oversee sales incentive plans (commissions, SPIFFs) that drive the right behaviors across diverse roles.
- Establish and monitor Key Performance Indicators (KPIs) beyond just "closed-won," including pipeline velocity and partner engagement levels.
Qualifications
- Experience: 8 years in Sales Operations or Revenue Operations, with at least 3 years in a leadership capacity within a B2B SaaS environment.
- Ecommerce Domain Knowledge: Deep understanding of the ecommerce ecosystem (platforms, 3PL, payments, etc.) is highly preferred.
- Analytical Rigor: Expert-level proficiency in CRM management (Salesforce) and BI tools (Tableau, Looker, or similar).
- Collaborative Mindset: Proven ability to influence cross-functional stakeholders (Product, Marketing, Success) without direct authority.
Salary : $130,000 - $160,000