Director, Sales Operations & Sales Enablement

📋 Description

• • As the Director of Sales Operations & Sales Enablement at Sparklight, a Cable One company, you will be a pivotal senior leader responsible for architecting, implementing, and continuously refining the sales execution engine that drives revenue growth. This is a hands-on role where you will own the operational rhythm of revenue, ensuring that strategic objectives are translated into consistent, predictable, and measurable sales performance.
• • You will report directly to the VP of Business Services, integrating Sales Operations, Sales Enablement, Analytics, and Field Productivity into a cohesive and high-performing system. This unified approach will be critical in supporting Sparklight’s core strategy of Defend, Grow, and Execute across the business.
• • A significant aspect of this role involves close collaboration with key departments, including Sales, Marketing, Product, Finance, and Implementation. Your goal will be to foster disciplined execution throughout the entire customer lifecycle, from initial engagement to successful implementation and ongoing revenue generation.
• • This is not a passive role focused solely on reporting or training; it is a dynamic system-building position with direct accountability for tangible business outcomes and revenue results.
• • Sales Operations (Revenue Execution Engine):
• • Take ownership of the end-to-end sales operating model, encompassing critical functions such as sales forecasting, pipeline governance, quota deployment, territory design, and capacity modeling. You will be responsible for optimizing these processes to ensure efficiency and effectiveness.
• • Establish and manage the cadence of sales operations, including weekly, monthly, and quarterly business reviews (WBRs, MBRs, QBRs). These rhythms will be characterized by clear performance inspection, data-driven insights, and robust accountability mechanisms.
• • Drive improvements in forecast accuracy, pipeline health, deal velocity, and conversion rates across all sales segments. Your efforts will directly impact the predictability and reliability of revenue generation.
• • Collaborate closely with the Finance department on revenue forecasting, budget alignment, compensation plan modeling, and the measurement of return on investment (ROI) for sales initiatives.
• • Ensure the integrity, adoption, and standardization of data within the Customer Relationship Management (CRM) system, primarily Salesforce. This includes maintaining data accuracy and developing robust reporting capabilities.
• • Sales Enablement (Field Productivity & Consistency):
• • Design and implement a scalable sales enablement framework that supports the entire sales team lifecycle, from onboarding new hires to ensuring role readiness and fostering continuous performance improvement for tenured representatives.
• • Champion the adoption of established sales methodologies, including discovery, qualification, solution design, and deal governance. Your objective is to ensure consistent application of these methodologies across all sales regions and roles.
• • Develop and maintain comprehensive playbooks, sales motions, essential tools, templates, and best-practice libraries. These resources will be meticulously aligned with Sparklight Business products and Ideal Customer Profiles (ICPs) to maximize field effectiveness.
• • Partner with Product and Marketing teams to ensure successful product launches, clear and compelling value messaging, and effective field adoption of new offers.
• • Measure the effectiveness of enablement programs not just by activity metrics, but by tangible outcomes such as improved productivity, reduced ramp time for new hires, increased win rates, and higher quota attainment.
• • Analytics, Insights & Continuous Improvement:
• • Develop and maintain executive-level dashboards that provide clear visibility into key performance indicators (KPIs). These will include metrics such as pipeline coverage, win rates, Average Revenue Per User (ARPU), churn risk, attach rates, sales cycle duration, and overall sales productivity.
• • Translate complex data sets into actionable insights that inform coaching strategies, guide prioritization efforts, and optimize resource allocation across the sales organization.
• • Proactively identify performance gaps within the sales team and lead targeted interventions in collaboration with Sales leadership to address these challenges.
• • Foster and champion a culture of continuous improvement and accountability across the entire revenue organization, emphasizing the principle of 'inspecting what you expect'.
• • Cross-Functional Leadership:
• • Act as the central point of connection and alignment between Sales, Marketing, Product, Implementation, and Customer Care teams. Your role is to ensure seamless collaboration and communication.
• • Align sales execution strategies with implementation capacity and customer experience objectives to minimize fallout rates and accelerate time-to-revenue for new customers.
• • Provide essential support to senior leadership through the preparation of board-ready reports, comprehensive business reviews, and strategic planning inputs.