Sales Operations & Commercial Excellence Leader, Grid Automation NAM - Remote Eligible

Sales Operations Leader

Serving as a trusted advisor to the Executive Commercial Leader and NAM senior sales leadership in Grid Automation North America (GA NAM), this critical role is responsible for driving, optimizing and scaling the sales operations and commercial function to support achieving the ambitious growth of $300MM for GA NAM in 2026. This role will partner with the NAM senior sales leadership team and the global cross-functional teams within the business to drive commercial excellence, enable revenue growth, and ensure the sales organization runs effectively and efficiently. Leveraging data-driven insights, you will support the team in maximizing sales productivity and ensure that systems and tools are effectively utilized. Embracing a culture of continuous improvement and lean, you will be empowered to influence outcomes and make meaningful impact across the organization.

Essential Responsibilities

• Collaborate with executive & sales leadership to develop and execute sales strategies, oversee annual planning, manage territories and accounts, quota setting, coverage and organizational resource allocation to achieve revenue targets
• In conjunction with sales leadership, evaluate current capabilities, identify gaps, prioritize development activities, and build competencies required in the areas of account planning, demand generation, pipeline management, win/loss ratio, etc. to meet the current and emerging global business needs of NAM GA and drive top line growth
• Develop and maintain on-boarding and training plans by role type. Systematize onboarding and sales training processes for the GA NAM sales force that helps sellers achieve their full performance potential
• Collaborate closely with sales leadership & finance on forecasting, pipeline management, sales performance against targets and provide regular forecasting updates to the executive team, including resolving issues and adapting strategies, as needed to respond to evolving needs and challenges, identify key performance metrics and ensure operational efficiency and predictability, with a strong emphasis on attention to detail and data accuracy
• Identify key areas for improvement across the sales and channel organization, focusing on operational efficiencies, top line growth, bottom line impact, and commercial process optimization
• Ensure adherence to forecasting and pipeline management processes; support enforcement of pipeline hygiene; develop frameworks to monitor and report pipeline health and sufficiency as a leading indicator
• In conjunction with the global sales operations team and others (where possible), optimize the usage and understanding of the salesforce platform (i.e., SPEAK), including the systems associated within, to enable the sales team to effectively perform in their role
• Monitor and maintain data integrity, processes to support and ensure data governance is performed within NAM
• Collaborate with executive team to ensure sales initiatives are aligned to short and long-term business strategies using key performance indicators (KPIs) and global commercial bowlers to measure the impact of sales performance and initiatives
• Support executive leadership deliverables (i.e., Monthly Commercial Reviews, Monthly Commercial Call, Monthly Finance Reviews, All Hands and Executive Level presentations as needed)
• Ensure Dashboards and Reporting are available to leadership and sellers to provide performance to date, trending, win/loss analysis and historical data
• In partnership with the global sales operations team, execute and manage the sales incentive plan for NAM
• Lead the development of sales quotas and territories in coordination with NAM sales leadership to ensure accurate alignment of sales strategy and compensation
• With support from the global sales operations team, administer sales compensation plans, quotas and incentive programs to motivate performance and ensure fairness

Qualifications / Requirements

• Bachelor's degree from an accredited university or college, or equivalent experience
• Minimum of eight (8) years of experience in driving commercial or sales excellence initiatives or performing roles in sales operations, revenue operations, and/or commercial excellence
• Hands-on experience with SFDC and/or other CRM systems

Desired Characteristics

• Minimum of five (5) years of project management experience within enterprise sales initiatives
• Experience in supporting sales organizations with a mix of direct sellers, authorized third party sellers, distributors/distribution channels, and resellers
• Previous sales leadership experience and experience in driving growth
• Demonstrated successful experience in working in a demanding, high-performance work environment and team-oriented culture and acts with a sense of urgency and commercial intensity
• Strong business acumen and analytical mindset with the ability to lead, implement, and facilitate change within a sales organization
• Be passionate about partnering closely with sales leadership teams to enable high performing sales teams
• Customer focused, results-oriented, process and KPI driven
• Hands on experience with Tableau
• Self-starter and collaborative leader with great instincts and the ability to lead and influence others and communicate effectively
• High emotional intelligence and must be able to think/act strategically but also be willing to "roll up sleeves"
• Keen ability to "see around corners" and proactively identify issues and ownership to resolve them