Sales Operations Director (INDG)

Bloomberg Industry Group
parental leave
United States, Virginia, Arlington
1801 South Bell Street (Show on map)
Jun 07, 2025
The Director of Sales Operations is a senior leadership role responsible for driving sales performance, operational efficiency, and scalability within Bloomberg Industry Group. This role bridges the gap between the sales team and broader commercial functions, ensuring alignment with overall business strategies, market opportunities, and customer needs. The Director will lead the Sales Operations team to optimize the sales lifecycle from lead generation to deal closure, ensuring both top-line growth and bottom-line profitability. This individual will collaborate closely with Sales, Marketing, Finance, HR, IT, and other commercial teams to ensure seamless execution of sales processes, maximize revenue, and support the organization's continued growth. Key Responsibilities: Sales Strategy & Planning: Lead all aspects of commercial sales planning, including territory optimization, quota setting, and sales forecasting, ensuring alignment with broader business goals. Work cross-functionally with Marketing, Finance, and Product teams to translate business objectives into actionable sales strategies that drive revenue growth and market share. Partner with senior leadership to align sales goals with company objectives, ensuring the sales team is equipped to meet both top-line and profitability targets. Own the strategic oversight of annual sales forecasting and pipeline management to ensure commercial targets are met with operational precision. Commercial Operations & Process Optimization: Identify and implement opportunities for process optimization across the sales lifecycle, streamlining workflows to reduce friction, improve sales cycle time, and enhance the customer experience. Drive continuous improvement in sales operations by optimizing cross-functional processes and introducing operational efficiencies that improve productivity and sales effectiveness. Champion the use of sales analytics and business intelligence to identify commercial insights that inform decision-making and drive higher conversion rates. Sales Compensation & Incentive Management: Collaborate with Finance, HR, and senior leadership to design and manage sales compensation plans that drive both top-line growth and profitability, ensuring alignment with company objectives. Regularly evaluate the competitiveness and effectiveness of sales compensation structures, ensuring they are motivating the right behaviors across the commercial organization. Oversee incentive programs to ensure timely and accurate commission tracking, reporting, and payouts, ensuring the sales team is properly incentivized to meet both revenue and margin goals. Sales Reporting & Analytics: Develop and maintain a suite of advanced sales reporting dashboards and KPIs that provide real-time insights into sales performance, pipeline health, and market trends. Leverage sales analytics and predictive modeling to identify commercial opportunities, forecast future revenue streams, and adjust strategies accordingly. Partner with the executive team to provide regular updates on sales trends, risks, and opportunities, ensuring the organization is agile in responding to market changes. Conduct in-depth analysis of sales performance, identifying key growth drivers and areas for improvement to support ongoing business strategy adjustments. Territory & Account Planning: Collaborate with sales leadership to develop and continuously optimize sales territories and account allocations, ensuring an equitable distribution of resources to maximize revenue potential. Develop a robust account segmentation strategy to prioritize high-value accounts and align sales efforts with the company's most profitable market segments. Monitor territory performance and adjust resource allocation as necessary to drive operational efficiency and achieve revenue targets across regions. Cross-Functional Collaboration & Commercial Alignment: Serve as the key liaison between Sales and other commercial departments (e.g., Marketing, Finance, Product, Customer Success) to ensure cohesive execution of strategies that drive revenue growth. Align sales operations with marketing campaigns, product launches, and customer engagement efforts to ensure coordinated go-to-market strategies. Work closely with the product and customer success teams to ensure the sales process aligns with customer needs and market demands, driving both customer acquisition and retention. Proactively identify and resolve interdepartmental conflicts or operational roadblocks, facilitating seamless coordination between sales and commercial teams. Sales Culture & Team Development: Cultivate a high-performance, results-driven sales culture focused on accountability, collaboration, and continuous improvement. Lead and develop the Sales Operations team, ensuring the team has the tools, training, and support necessary to drive both revenue and operational success. Provide mentorship and coaching to sales support teams, empowering them to drive higher productivity and align with the company's commercial objectives. Special Projects & Ad-hoc Duties: Lead or participate in strategic initiatives aimed at driving business transformation or addressing specific challenges in commercial operations. Contribute to cross-functional projects that aim to enhance the customer experience, streamline the sales cycle, or identify new revenue streams. Take on additional responsibilities as needed to support the broader commercial organization's growth and success. Job Requirements: Experience: Minimum of 7+ years of experience in sales operations, commercial operations, or a related field, with a focus on driving revenue and profitability. At least 2 years of leadership experience managing cross-functional teams and executing commercial strategies. Proven track record in implementing sales technology and analytics tools (e.g., Salesforce.com, Tableau, Power BI) to drive operational efficiency and commercial success. Experience in working directly with senior leadership teams to drive both top-line and bottom-line growth. Skills & Competencies: Deep understanding of the commercial lifecycle, including sales, marketing, customer success, and product alignment. Strong leadership and team management skills, with the ability to influence stakeholders at all levels and drive cross-functional alignment. Excellent problem-solving skills and the ability to manage complex commercial operations processes across multiple teams. Advanced data analytics and financial modeling skills, with proficiency in using BI tools for strategic decision-making. Strong communication skills, both written and verbal, with the ability to articulate commercial strategies and performance insights clearly to senior leadership. Ability to thrive in a fast-paced, growth-oriented environment, balancing long-term strategic initiatives with short-term tactical execution. Equal Opportunity Bloomberg Industry Group maintains a continuing policy of non-discrimination in employment. It is Bloomberg Industry Group's policy to provide equal opportunity and access for all persons, and the Company is committed to attracting, retaining, developing, and promoting the most qualified individuals without regard to age, ancestry, color, gender identity or expression, genetic predisposition or carrier status, marital status, national or ethnic origin, race, religion or belief, sex, sexual orientation, sexual and other reproductive health decisions, parental or caring status, physical or mental disability, pregnancy or maternity/parental leave, protected veteran status, status as a victim of domestic violence, or any other classification protected by applicable law ("Protected Characteristic"). Bloomberg prohibits treating applicants or employees less favorably in connection with the terms and conditions of employment, in all phases of the employment process, because of one or more Protected Characteristics ("Discrimination").