Job Description
Who We AreACAMS is the largest international membership organization dedicated to providing opportunities for anti-financial crime (AFC) education, best practices, and peer-to-peer networking to AFC professionals globally. With over 100,000 members across 180 jurisdictions, ACAMS is committed to the mission of ending financial crime through the provision of anti-money laundering/counterterrorism-financing and sanctions knowledge-sharing, thought leadership, risk-mitigation services, ESG initiatives, and platforms for public-private dialogue. The association’s CAMS certification is the gold-standard qualification for AFC professionals, while the CGSS certification is its premier specialist qualification for sanctions professionals. ACAMS’ 60 Chapters globally further amplify the association’s mission through training and networking initiatives. Visit acams.org for more information.
Opportunity at a Glance
The Director, Sales Operations will report to the Chief Revenue Officer. The Director, GTM Sales Operations is a highly visible role across the organization and will play a key part in shaping and executing our Go-To Market (GTM) strategy. This role will collaborate with stakeholders across our global GTM functions and the broader cross functional organization to identify optimization opportunities and gaps, provide solutions and be responsible for project management and execution on priorities. You will help drive market insights and inform and execute on changes related to key market factors, and performance insights. You will also be involved in annual planning and support towards achieving short-term and longer-term growth plans. This role will implement process changes and will be responsible for communications and coordination for enablement training across the Sales GTM organization to ensure internal alignment and an optimized approach.
Responsibilities
- Lead the annual sales planning process develop and implement territory plans, booking targets, and sales plans that align with company objectives and drive revenue growth.
- Develop and maintain accurate sales forecasts, provide insightful analysis, and generate regular reports to track performance against targets. Lead planning and facilitation of various GTM meetings, Quarterly Business Reviews, and regular Pipeline Reviews
- Establish and monitor key performance indicators (KPIs) for the sales team, providing coaching and support to drive continuous improvement.
- Design, implement, and manage commission plans to incentivize sales team performance and drive results. Ensure alignment with company objectives and fairness across the sales organization.
- Collaborate with Sales and Marketing Operations to build territory plans, and design strategies that align with sales and marketing goals.
- Develop and manage reporting tools to track goals such as MQL follow-up rates, pipeline generation, conversion rates, and revenue contribution.
- Ensure that Sales Development uses the right tools effectively (e.g., Salesforce, Eloqua, Gong), overseeing the integration and management of these systems to maximize team efficiency.
- Develop recommendations for leadership on strategic resource allocation decisions, return on investment frameworks, and GTM Competitive strategy
- Enhance Sales knowledge base by collaborating with Sales Enablement and other GTM roles to create, update and centralize documentation used by the Sales organization considering the different needs between various departments within sales
- Communicate effectively with Executives and Sr. Leaders to influence strategic decision-making, presenting complex data in a consumable format
- Own and refine the Sales Productivity model, socializing with key stakeholders, to support planning and actuals of effectiveness of field resources
- Drive competitive intelligence and strategy definition across the world, including quarterly market insights to be actioned as needed by other functions across GTM and Product
- Responsible for driving and project managing ad hoc sales projects as needed
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Below are the minimum requirements of the education, experience, knowledge, and skills required to competently perform in this position.
- Undergraduate degree in finance, accounting or business, or equivalent experience. MBA or advanced degree is a plus
- 10+ years’ related sales, go-to-market strategy experience, preferably in a high growth mid-market fintech environment
- Expertise in CRM systems, sales enablement platforms, and business intelligence tools
- Proven strong project and time management experience
- Demonstrated experience leading and motivating a team of direct and indirect reports and leading sophisticated high-impact and high-visibility initiatives, delivering on operational objectives/outcomes
- Proactive, self-motivated and detail-oriented team leader and coach
- GSD (Get Stuff Done) Mentality - Entrepreneurial: Independent, bias to action, able to operate in a fast-paced environment and demonstrated ability to develop cross-functional collaboration and influence over solutions to achieve shared results
- Ability to build and drive new ways of working, eventually optimizing for continued efficiency, scalability, and agility
- Analysis data to make informed recommendations and derive actionable plans. Develop and maintain a deep understanding of processes and product domain
- Build trusted relationships and partnerships with internal and external teams and individuals, and engage with all levels in an organization, from C-Level to front-line
- Proficient at Developing Exec Level Presentation content and summaries
We are proud to be an EEO employer M/F/D/V. At ACAMS, we welcome everyone and have a strong commitment towards diversity and inclusion. We encourage our Colleagues to be their true authentic selves and support laws that prohibit discrimination everywhere we do business. We also maintain a drug-free workplace.
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