Norwest Venture Partners
Global Head of Sales Strategy and Operations
Norwest Venture Partners, Denver, Colorado, United States, 80285
Global Head of Sales Strategy and Operations
Company Address:
600 Harrison St, Floor 3, San Francisco, CA 94107, USAbout Udemy
Our mission is to improve lives through learning by providing flexible, effective skill development to empower organizations and individuals. Through our global marketplace platform, we provide the tools learners, instructors, and enterprises need to achieve their goals and reach their full potential.Job Description
This hybrid position requires two days per week in our Denver office.About this role
We are seeking a highly motivated and experienced Global Head of Sales Strategy and Operations to join our mission at Udemy to improve lives through learning. In this role, you will be responsible for leading and executing initiatives to drive sales growth, optimize operational efficiency, and enhance overall sales performance. The ideal candidate will have a strong background in sales strategy development, sales operations management, people leadership, and a proven track record of driving profitable revenue growth in the SaaS industry at scale of $1B+ ARR.The Head of Sales Strategy and Operations will play a pivotal role in driving business results, profitability, forecasting accuracy, and creating scalable processes within the Udemy Business organization. This position requires a proactive leader with strong analytical capabilities, critical thinking, problem-solving skills, and an operational excellence mindset. The ideal candidate will collaborate closely with sales leadership and be the ops partner to the Global Sales leader of Udemy Business, while ensuring alignment with other key business functions such as Marketing, Customer Success, Partners, and Finance. They will lead a direct team of Sales ops partners aligned to Regions and Business Development function, and Sales compensation.What you'll be doing
Sales Strategy:Develop and implement a comprehensive sales strategy including segmentation and coverage model aligned with the company's goals and objectives.Analyze market trends, customer insights, and competitive landscape to identify growth opportunities and market positioning strategies.Collaborate with executive leadership to define sales targets, forecast sales performance, and track key metrics to measure success.Support sales leadership to deliver the financial and operational results every quarter.Lead the sales operations team to ensure rigor and efficiency in sales processes, including sales forecasting, pipeline management, and deal reviews.Own all aspects of quota and capacity planning.Develop and lead all Sales Revenue, and Sales and Customer success compensation operation teams.Optimize sales workflows, systems, and technologies to streamline operations and enhance productivity.Support sales enablement programs to empower the sales team with the necessary tools, resources, and training to drive revenue growth.Performance Analytics and Reporting:Establish OKRs and metrics to evaluate sales performance, productivity, and revenue growth.Conduct regular performance reviews including weekly forecasting, MBR (Monthly Business Review), QBR (Quarterly Business Review), etc., analyze sales data, and generate actionable insights and recommendations for continuous improvement.Provide insights to the business based on data analysis of historical performance to identify opportunities for improvement.Prepare and present comprehensive sales reports, forecasts, and dashboards to executive leadership and stakeholders.Cross-Functional Collaboration:Act as the primary business partner to the Udemy Business SVP of Sales, providing strategic guidance and support.Collaborate closely with marketing, customer success, and finance teams to align sales strategies with overall business objectives, pricing strategies, opex budget guidelines, etc.Drive cross-functional initiatives to improve customer acquisition, retention, and upsell opportunities through data-driven insights and customer feedback.Leadership and Team Development:Provide strong leadership, mentorship, and guidance to the sales strategy and operations team, fostering a culture of accountability, innovation, and continuous learning.Recruit, onboard, and develop top talent within the sales operations function, ensuring a high-performing and engaged team that is results-oriented.What you’ll have
Proven experience of 8+ years of building and leading a sales operations team.Track record of scaling high-growth B2B SaaS sales organizations of $1B+ ARR.Experience developing and implementing compensation, territory, and capacity models.Strong analytical skills with the ability to translate data into actionable insights.Excellent verbal and written communication skills, with the ability to effectively communicate with senior leaders.Ability to influence sales execution and lead change management initiatives.Passion for creative problem-solving in ambiguous situations.We understand that not everyone will match each of the above qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!Our Benefits Start With U
Our benefits package at Udemy “starts with U” and is grounded in mission-driven benefits that intentionally align with our core values. Here’s a sneak peek at just a few highlighted benefits if you’re a full-time Udemate based in the United States:Comprehensive medical, dental, vision, life/AD&D, and disability coverage.Pre-tax savings/spending plans, including HSA employer contributions.Expanded medical coverage for gender-affirming care.Financial assistance for fertility (including egg-freezing), adoption, and surrogacy expenses; twelve weeks of paid family bonding for birth, surrogacy, adoption, and foster placement (plus up to six to ten weeks of paid disability leave for birthing parents) as well as a two-week “ease-back” program that enables parents to return part-time at full pay.Fully paid memberships for meditation/mindfulness, therapy/coaching visits, financial planning, fertility and family building, maternity and newborn care, parenting and pediatrics, menopause care, breastmilk shipping, and caregiving support.Free access to Udemy and Udemy Business plus a yearly stipend to spend on professional development.Pre-tax and Roth 401(k) plan with an employer contribution.Corporate charitable match for eligible nonprofits and charities.Flexible vacation for salaried Udemates and fifteen days per year for hourly.Twelve paid holidays throughout the year.At Udemy, we strive to be transparent around compensation. Actual compensation for this role is based on several factors, including but not limited to job-related skills, qualifications, experience, and specific work location due to differences in the cost of labor. In addition to a base salary, this role is also eligible for benefits, equity, and a bonus.
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Company Address:
600 Harrison St, Floor 3, San Francisco, CA 94107, USAbout Udemy
Our mission is to improve lives through learning by providing flexible, effective skill development to empower organizations and individuals. Through our global marketplace platform, we provide the tools learners, instructors, and enterprises need to achieve their goals and reach their full potential.Job Description
This hybrid position requires two days per week in our Denver office.About this role
We are seeking a highly motivated and experienced Global Head of Sales Strategy and Operations to join our mission at Udemy to improve lives through learning. In this role, you will be responsible for leading and executing initiatives to drive sales growth, optimize operational efficiency, and enhance overall sales performance. The ideal candidate will have a strong background in sales strategy development, sales operations management, people leadership, and a proven track record of driving profitable revenue growth in the SaaS industry at scale of $1B+ ARR.The Head of Sales Strategy and Operations will play a pivotal role in driving business results, profitability, forecasting accuracy, and creating scalable processes within the Udemy Business organization. This position requires a proactive leader with strong analytical capabilities, critical thinking, problem-solving skills, and an operational excellence mindset. The ideal candidate will collaborate closely with sales leadership and be the ops partner to the Global Sales leader of Udemy Business, while ensuring alignment with other key business functions such as Marketing, Customer Success, Partners, and Finance. They will lead a direct team of Sales ops partners aligned to Regions and Business Development function, and Sales compensation.What you'll be doing
Sales Strategy:Develop and implement a comprehensive sales strategy including segmentation and coverage model aligned with the company's goals and objectives.Analyze market trends, customer insights, and competitive landscape to identify growth opportunities and market positioning strategies.Collaborate with executive leadership to define sales targets, forecast sales performance, and track key metrics to measure success.Support sales leadership to deliver the financial and operational results every quarter.Lead the sales operations team to ensure rigor and efficiency in sales processes, including sales forecasting, pipeline management, and deal reviews.Own all aspects of quota and capacity planning.Develop and lead all Sales Revenue, and Sales and Customer success compensation operation teams.Optimize sales workflows, systems, and technologies to streamline operations and enhance productivity.Support sales enablement programs to empower the sales team with the necessary tools, resources, and training to drive revenue growth.Performance Analytics and Reporting:Establish OKRs and metrics to evaluate sales performance, productivity, and revenue growth.Conduct regular performance reviews including weekly forecasting, MBR (Monthly Business Review), QBR (Quarterly Business Review), etc., analyze sales data, and generate actionable insights and recommendations for continuous improvement.Provide insights to the business based on data analysis of historical performance to identify opportunities for improvement.Prepare and present comprehensive sales reports, forecasts, and dashboards to executive leadership and stakeholders.Cross-Functional Collaboration:Act as the primary business partner to the Udemy Business SVP of Sales, providing strategic guidance and support.Collaborate closely with marketing, customer success, and finance teams to align sales strategies with overall business objectives, pricing strategies, opex budget guidelines, etc.Drive cross-functional initiatives to improve customer acquisition, retention, and upsell opportunities through data-driven insights and customer feedback.Leadership and Team Development:Provide strong leadership, mentorship, and guidance to the sales strategy and operations team, fostering a culture of accountability, innovation, and continuous learning.Recruit, onboard, and develop top talent within the sales operations function, ensuring a high-performing and engaged team that is results-oriented.What you’ll have
Proven experience of 8+ years of building and leading a sales operations team.Track record of scaling high-growth B2B SaaS sales organizations of $1B+ ARR.Experience developing and implementing compensation, territory, and capacity models.Strong analytical skills with the ability to translate data into actionable insights.Excellent verbal and written communication skills, with the ability to effectively communicate with senior leaders.Ability to influence sales execution and lead change management initiatives.Passion for creative problem-solving in ambiguous situations.We understand that not everyone will match each of the above qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!Our Benefits Start With U
Our benefits package at Udemy “starts with U” and is grounded in mission-driven benefits that intentionally align with our core values. Here’s a sneak peek at just a few highlighted benefits if you’re a full-time Udemate based in the United States:Comprehensive medical, dental, vision, life/AD&D, and disability coverage.Pre-tax savings/spending plans, including HSA employer contributions.Expanded medical coverage for gender-affirming care.Financial assistance for fertility (including egg-freezing), adoption, and surrogacy expenses; twelve weeks of paid family bonding for birth, surrogacy, adoption, and foster placement (plus up to six to ten weeks of paid disability leave for birthing parents) as well as a two-week “ease-back” program that enables parents to return part-time at full pay.Fully paid memberships for meditation/mindfulness, therapy/coaching visits, financial planning, fertility and family building, maternity and newborn care, parenting and pediatrics, menopause care, breastmilk shipping, and caregiving support.Free access to Udemy and Udemy Business plus a yearly stipend to spend on professional development.Pre-tax and Roth 401(k) plan with an employer contribution.Corporate charitable match for eligible nonprofits and charities.Flexible vacation for salaried Udemates and fifteen days per year for hourly.Twelve paid holidays throughout the year.At Udemy, we strive to be transparent around compensation. Actual compensation for this role is based on several factors, including but not limited to job-related skills, qualifications, experience, and specific work location due to differences in the cost of labor. In addition to a base salary, this role is also eligible for benefits, equity, and a bonus.
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