Sales and Marketing Operations, Director; INDG

Responsible for driving sales performance, operational efficiency, and integration of both sales and marketing operational functions to achieve organizational objectives. Owns development and implementation of data-driven strategies for Sales & Marketing, ensuring cross-functional collaboration with Finance, Product, and IT, and oversight of analytics and performance data to drive growth. Bridges the gap between the sales team and broader commercial functions, ensuring alignment with overall business strategies, market opportunities, and customer needs.

Leads the Operations team to optimize the sales lifecycle from lead generation to deal closure, ensuring both top-line growth and bottom-line profitability.

• Lead all aspects of sales planning, including territory optimization, quota setting, and sales forecasting, ensuring alignment with broader business goals

• Work cross-functionally with Sales, Marketing, Finance, and Product teams to develop and implement integrated strategies, set KPIs, and align sales goals with company objectives

• Oversee the implementation and management of Sales & Marketing technology, including CRM and marketing automation platforms, ensuring optimal functionality and adoption

• Develop accurate sales and marketing forecasts, monitor performance against goals, and provide regular reports to senior management

• Identify and implement opportunities for process optimization across the sales lifecycle, streamlining workflows to improve productivity, sales effectiveness, and customer experience

• Leverage analytics and predictive modeling to evaluate go-to-market strategies, identify commercial opportunities, and forecast future revenue streams

• Ensure marketing data complies with regulatory controls (e.g., GDPR, CCPA) and customer communication preferences

• Own lead management, including lead scoring, routing, and periodic review of the lead scoring model

• Develop and maintain a robust account segmentation strategy to prioritize high-value accounts and align sales efforts with profitable market segments

• Analyze marketing campaign performance and customer data to identify trends, patterns, and opportunities for optimization

• Manage and optimize marketing performance tracking systems and tools, ensuring accurate and consistent reporting

• Oversee incentive programs and collaborate with Finance and HR to design sales compensation plans that drive growth and profitability

• Develop and maintain advanced sales reporting dashboards and KPIs that provide real-time insights into sales performance, pipeline health, and market trends

• Monitor territory performance and adjust resource allocation to drive operational efficiency and achieve revenue targets across regions

• Align sales operations with marketing campaigns, product launches, and customer engagement efforts to ensure coordinated go-to-market strategies

• Oversee analytics projects to ensure data accuracy, robust analysis, and actionable insights for marketing and business needs across the entire funnel, delivering insights to design business needs

• Provide actionable insights to business stakeholders based on marketing data across the entire funnel

• Minimum of 10 years of experience in sales operations, commercial operations, or a related field

• Bachelor's degree (Master's degree a plus) or relevant experience in a technical field. Expertise in marketing analytics, product analytics, sales analytics, or a related field preferred

• Demonstrated experience leading operations and analytics teams

• Demonstrated experience with statistical techniques such as regression, forecasting, and data modelling

• Demonstrated acumen in interpreting and communicating sales and marketing results across the entire funnel

• Experience with B2B marketing, campaign development, and go-to-market strategies

• Experience designing and implementing sales compensation models and sales territories

• Familiarity with Agile methodologies, sprint planning, JIRA, Git Hub for code governance

• Proven track record in implementing sales technology and analytics tools (e.g., , Marketing Cloud, Tableau, Power BI, etc.) to drive operational efficiency and commercial success

• Ability…