Director of Sales Operations

As Director, Sales Operations, you'll lead Sumo Logic's global sales operations function and act as a strategic partner to the Chief Revenue Officer (CRO). You'll partner with sales leadership on headcount and capacity planning, territory planning, quota setting, compensation design, forecasting, reporting, and policy. You're a hands-on leader who welcomes change and turns it into results, improving productivity and efficiency across the sales organization.

Responsibilities

• Serve as a strategic thought partner to the CRO, helping shape go-to-market strategy, sales org design, and investment priorities. Translate the CRO's priorities into operational plans, and bring the data and insights that inform their decisions.
• Partner closely with sales, channel, finance, marketing, and legal teams to lead strategic programs, and build strong relationships with cross-functional leaders.
• Lead global sales forecasting, planning, and budgeting. Own accurate, on-time reporting that keeps the sales organization effective, and build a management operating system that tracks the metrics and trends leadership needs to make decisions.
• Lead the systems administration team (a manager and three direct reports) that supports all go-to-market software. Oversee system access and provisioning, RFPs, procurement, and vendor management across the GTM tech stack.
• Help assign sales quotas fairly and allocate them across the team. Build the incentive compensation design process, advise senior leadership on compensation programs, and work with accounting, finance, and people operations to resolve compensation policy questions.
• Maintain high-quality, accurate, and consistent planning and reporting. Coordinate these efforts with other functions, monitor how sales reports are distributed, and recommend new reports and tools as needed.
• Find opportunities to improve the sales process. Work with sales leadership to review process quality, prioritize improvements, and help sales managers understand bottlenecks. Build a culture of continuous improvement.
• Roll out enabling technologies, including CRM, to the field sales team. Monitor compliance with CRM data standards, and work with sales management to get the most from the company's technology investments.

Qualifications and Skills

• Bachelor's degree in finance, accounting, or a related field, or equivalent experience
• 8+ years of experience in sales performance, including global sales operations, sales management, channel sales/operations, finance, accounting, or compensation management
• 5+ years of experience leading, managing, and mentoring sales teams
• 5+ years of experience with CRM tools, specifically Salesforce, with solid knowledge of systems and data flow and the ability to learn new tools quickly
• Experience acting as a trusted advisor to C-level or senior revenue leadership, including presenting analysis and recommendations that shape strategic decisions
• Strong planning, financial, and analytical skills, including advanced Excel skills (you can build and maintain complex spreadsheets) and the ability to apply them to complex business situations
• A track record of hitting sales, profit, and strategic goals for the teams you've supported
• Experience building and using a management operating system that delivers sales quotas, compensation plans, and performance goals on time
• Experience leading process improvements and implementing strategic initiatives that affect the sales team
• The ability to manage multiple project tracks as a high-energy leader
• Strong attention to detail, a commitment to quality, and a results-driven, customer-focused approach
• The ability to thrive in a fast-paced environment and prioritize rapidly emerging opportunities
• Strong leadership, organizational, and communication skills (written and oral)
• Excellent people skills
  
  

  About Us

  Sumo Logic, Inc. helps make the digital world secure, fast, and reliable by unifying critical security and operational data through its Intelligent Operations Platform. Built to address the increasing complexity of modern cybersecurity and cloud operations challenges, we empower digital teams to move from reaction to readiness—combining agentic AI-powered SIEM and log analytics into a single platform to detect, investigate, and resolve modern challenges. Customers around the world rely on Sumo Logic for trusted insights to protect against security threats, ensure reliability, and gain powerful insights into their digital environments. For more information, visit www.sumologic.com.

  Sumo Logic Privacy Policy. Employees will be responsible for complying with applicable federal privacy laws and regulations, as well as organizational policies related to data protection.

  The expected annual base salary range for this position is $182,000 - $213,000. 

  Compensation varies based on a variety of factors which include (but aren’t limited to) role level, skills and competencies, qualifications, knowledge, location, and experience. In addition to base pay, certain roles are eligible to participate in our bonus or commission plans and equity awards. We also offer a comprehensive benefits package, including medical, dental, and vision insurance, a 401(k) retirement plan, and paid time off.

  This position will remain open until filled; there is no application deadline. To be considered, please submit your application.

  Must be authorized to work in the United States at the time of hire and for the duration of employment. At this time, we are not able to offer new non-immigrant visa sponsorship or OPT hiring for this position.
  
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