Director, Sales Operations at Duck Creek Technologies in Bay Area, CA

Job description

• As Director, Sales Operations, you will lead the strategy and execution behind our sales organization’s productivity. You’ll own the full sales operations remit - forecasting, planning, budgeting, quota setting, compensation design, and process optimization - while also driving the day-to-day operational rigor that keeps our regional Sales VPs equipped with the data and tools they need.
• This is a role for someone who’s equally comfortable setting the strategic agenda and rolling up their sleeves on dashboards, CRM data integrity, and pipeline analysis.
• You’ll report into senior sales leadership and work closely with Finance, HR, Marketing, and Product to make sure the sales organization operates efficiently and hits its numbers.

Responsibilities

• Design, implement, and manage sales forecasting, planning, and budgeting processes, ensuring quality, accuracy, and consistency across the sales organization.
• Build, lead, coach, and develop a high-performing Sales Operations team, establishing clear roles, objectives, and accountability while creating opportunities for professional growth.
• Set priorities and allocate resources across the Sales Operations team, ensuring the function is focused on the highest-impact initiatives and effectively supports business and sales leadership priorities.
• Own sales compensation plan administration — establishing rules, policies, and procedures in partnership with Accounting, Finance, and HR.
• Equitably assign sales force quotas, ensuring the company’s financial objectives are optimally allocated across all sales channels.
• Partner with senior sales leadership to identify and implement sales process improvements, fostering a culture of continuous improvement.
• Prioritize investment in enabling technologies, including recommending changes to the CRM platform.
• Define performance measurement and management programs, aligning reporting, training, and incentive programs accordingly.
• Develop and maintain sales KPIs, pipeline metrics, and forecasting accuracy reporting.
• Build and maintain sales performance dashboards for Sales VPs, and support their Quarterly Business Reviews with relevant data.
• Work with Sales Enablement to streamline processes and implement best practices and standard operating procedures across regions.
• Lead sales force training planning in partnership with HR, prioritizing objectives for selling, sales management, and support roles.
• Drive an AI-forward approach across analyst-related work, staying ahead of tools and practices in the space; partner with Directors on territory-level data reporting, including building PowerPoint decks for quarterly business reviews.

Requirements

• Four-year college degree from an accredited institution; MBA or equivalent preferred.
• 7+ years of B2B SaaS sales or sales operations experience, including at least 5 years in a sales operations, business planning, or sales support management role.
• Demonstrated experience leading, managing, coaching, and developing high-performing teams, including setting priorities, managing performance, and building team capabilities.
• Salesforce experience required.
• Track record of successfully managing analytically rigorous corporate initiatives.
• Proficient in Excel, with the ability to quickly pick up new systems and tools.
• Strong oral, written, and interpersonal communication skills.
• Advanced analytical and problem-solving skills, comfortable working with data sets and synthesizing insights into recommendations.
• Ability to balance strategic ownership with hands-on operational execution.
• Comfortable managing ambiguity and driving initiatives across multiple stakeholders.
• Travel: 10–25%.
• Legally authorised to work in the country where the role is based.
• Experience with PowerBI or an equivalent BI tool.
• Understanding of the quote-to-cash process.
• Experience designing sales incentive compensation programs.

Skills

Required

• Salesforce
• Excel
• Analytical and problem-solving skills
• Communication skills
• Managing ambiguity
• Driving initiatives across stakeholders

Preferred

• PowerBI or equivalent BI tool
• Quote-to-cash process
• Sales incentive compensation design