VP – Sales Strategy & Operations

Job Description:

DataRobot is the leader in Value-Driven AI, a unique and collaborative approach to generative and predictive AI that combines an open platform, deep expertise and broad use-case experience to improve how organizations run, grow and optimize their business. The DataRobot AI Platform is the only complete AI lifecycle platform that interoperates with an organization’s existing investments in data, applications and business processes, and can be deployed on prem or on any cloud environment. Global organizations, including 40% of the Fortune 50, rely on DataRobot to drive greater impact and value from AI.

The Vice President of Sales Strategy & Operations is a key leadership role responsible for building and optimizing the effectiveness of the sales organization in a fast-paced technical environment. This role will shape and execute the company’s sales strategy, overseeing the operational infrastructure and enablement programs that drive revenue growth, seller effectiveness, and customer success. Collaborating with the Sales, Marketing, Customer Success, Finance, and Product teams, this leader will develop data-driven insights, process improvements, and enablement initiatives to support strategic objectives and boost overall productivity.

Key Responsibilities:

• Sales Strategy and Planning:

  • Develop and implement a comprehensive sales strategy in collaboration with the CCO, focusing on go-to-market (GTM) effectiveness, market penetration, and revenue growth.

  • Lead annual sales planning processes, including territory design, quota setting, and incentive planning.

  • Align sales strategies with business objectives, market opportunities, and product roadmaps.

• Sales Operations Management:

  • Oversee all sales operations functions, including forecasting, pipeline management, sales performance analytics, and CRM optimization.

  • Drive operational improvements in lead-to-revenue processes, ensuring efficiency and scalability to support growth.

  • Implement and manage sales tools, technology, and systems to enhance sales productivity and reporting accuracy.

• Integrated Enablement:

  • Develop and execute an enablement strategy that equips internal and external stakeholders with the training, content, tools, and resources they need to succeed.

  • Collaborate with sales leaders and enablement teams to design onboarding and ongoing training programs that improve seller effectiveness, knowledge, and skill growth.

  • Design and execute Key Sales plays and campaigns across all different sales teams, ensuring effective execution and coordination to operate as an effective sales pod (i.e. field sales, BDRs, renewals, partners, etc.).

  • Design and execution of the annual Sales and Marketing kick-off event.

  • Implement and measure the success of enablement programs, focusing on driving performance metrics such as time-to-productivity, win rates, and customer satisfaction and retention.

• Performance and Analytics:

  • Develop and maintain metrics, KPIs, and dashboards to monitor sales performance and provide actionable insights to sales leaders.

  • Conduct regular sales performance reviews and deep-dive analysis to identify areas for improvement, optimization, and course correction.

  • Lead the development of sales forecasts, revenue modeling, and pipeline analysis to drive data-backed decision-making.

• Team Leadership and Development:

  • Build, mentor, and lead a high-performing sales operations and strategy team, fostering a culture of collaboration, innovation, and continuous improvement.

  • Collaborate with sales enablement teams to drive training and development initiatives that improve seller effectiveness and skill growth.

  • Act as a strategic advisor to senior sales leadership, guiding them in executing data-driven decisions that align with business goals.

• Cross-functional Collaboration:

  • Partner with Product, Marketing, and Customer Success teams to ensure alignment on GTM strategy, customer engagement, and value delivery.

  • Collaborate with Finance to design and implement sales incentive and compensation structures that motivate high performance and align with company objectives.

  • Work with IT and data teams to improve the technology ecosystem and streamline the sales process.

Qualifications:

• Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA or advanced degree preferred.

• 10+ years of experience in sales strategy, sales operations, enablement, or a related role within the technology industry, with at least 5 years in a leadership position.

• Proven track record of success in scaling and optimizing sales functions in high-growth SaaS or enterprise software environments.

• Strong analytical and problem-solving skills, with expertise in sales forecasting, data analysis, and performance metrics.

• A deep understanding of CRM systems (e.g., Salesforce) and sales tech stack, as well as proficiency in analytics tools and data visualization platforms, is a plus.

• Exceptional leadership, communication, and cross-functional collaboration skills, with the ability to influence and drive alignment at all levels of the organization.

• Strategic mindset with the ability to think both short-term and long-term and adapt quickly to changing business needs.

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit. 

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

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