• VP, Sales Ops

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  • Overview

    Digital technology is no longer just another tool in the IT, marketing, sales or service toolbox to engage, inspire and attract customers. It is becoming the foundation of entirely new ways of doing business as well as giving rise to entirely new businesses. There could be 100 billion connected devices expected by 2025, leading towards a trillion sensor ecosystem. 1 billion digital natives are expected to join the workforce over the next 7 years. In a hyper-connected era of mobile, social, cloud, big data, and the Internet of Things, future growth will depend on platform business models.


    Axway (Euronext: AXW.PA) is a catalyst for transformation. With Axway AMPLIFY™, our cloud-enabled data integration and engagement platform, leading brands better anticipate, adapt and scale to meet ever-changing customer expectations. Our unified, API-first approach connects data from anywhere, fuels millions of apps and delivers real-time analytics to build customer experience networks. From idea to execution, we help make the future possible for more than 11,000 organizations in 100 countries. To learn more about Axway, visit www.axway.com.


    This position will work from our corporate office based in Phoenix, AZ.


    • Lead and manage the Global Sales Operations Team
    • Define quarterly objectives and drive the team to hit key milestones
    • Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. Ensures planning, forecasting and budgeting efforts are appropriately integrated with the rest of the organization
    • Build and help to standardize business reporting for strategic analysis and internal business review
    • Provide recommendations and take actions based on strategic objectives, forecast or performance metrics
    • Enhance sales productivity by enabling the team to work smarter by simplifying processes and evaluating new tools
    • Drive improvement and processes relating to data quality
    • Create a team culture of strong customer focus
    • Create and maintain documentation on sales processes, policies, and relevant sales training materials and assist with onboarding new sales talent
    • Work with Finance, HR, and sales management to develop sales incentive programs and compensation planning to increase sales productivity
    • Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales roles, coverage models, or team configurations to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
    • Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities. · Ensures sales reports and other internal intelligence is provided to
    • Identify and eliminate sales process bottlenecks and inconsistencies
    • Own the end-to-end process of tracking the sales funnel and operational metrics and delivering regular insights to the business; define and deliver techniques to improve the funnel performance for sales management
    • Assist with Sales force administration and project prioritization
    • Produce and review actionable and accurate sales reporting and BI tools for reps, managers, and sales leaders
    • Partner with sales reps and marketing to refine lead qualification process, analyze and report on campaign performances with reporting and dashboards  
    • Refine customer segmentation, assist with territory management, and help create a plan to enhance renewal and up sell processes
    • Support sales spiff programs by updating performance, reporting, and communications to participants to drive success


    • Demonstrated success in a sales ops, business ops, or similar role
    • Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure local execution and business impact
    • Analytical and demonstrated ability to extract key business insights through data analysis
    • Proven Salesforce subject matter expert with experience creating reports, optimizing processes, training new hires, and managing dashboards
    • Previous deal desk and/or revenue recognition experience
    • Ability to manage multiple priorities and tasks; proven strong organizational and project management skills in a fast-paced environment
    • Track record in driving change and removing hurdles in fast growth organizations by working cross-functionally with Marketing, Finance, HR, and IT
    • Excellent written and verbal communication skills, including presenting to C-level executives
    • Agile, self-starter who can work independently and collaboratively
    • Experience with visual analysis applications and sales intelligence software
    • Advanced Excel skills
    • Advanced understanding and usage of Salesforce.com
    • Fosters an organization of continuous process improvement
    • Must have a “customer centric” focus and attitude 
    • Bachelor’s degree in a technical or business-related field; Master’s in business administration (MBA) or equivalent preferred
    • 10+ years of experience in sales operations and/or business systems preferably in a global enterprise software company
    • Experience building and/or managing a sales operations team


    Axway is an AA and Equal Opportunity Employer


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