Head of Sales Operations & Enablement - GAAccelecom • Atlanta, GA, United States

Head of Sales Operations & Enablement - GA

Accelecom • Atlanta, GA, United States

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Job Description : Head of Sales Operations & Enablement

Position Information

Position Title : Director of Sales Operations & Enablement
Location : Atlanta, GA
Reports To : Chief Sales Officer
Employment Type : Full-Time

Job Overview

Accelecom is currently seeking a dynamic, results‑driven Director of Sales Operations & Enablement. This individual will play a pivotal role in the development and execution of our sales go‑to‑market (GMT) strategy. The ideal candidate will have a deep understanding of customer life‑cycle management and assist in driving the formulation and execution of lead‑generation, sales process, sales enablement, sales execution, and sales reporting. In addition, this individual will be responsible for creating the requirements and delivering tools, training, and resources that enable our sales teams to close deals faster and more effectively.

As the Director of Sales Operations & Enablement you will also analyze sales performance, forecast sales trends, and collaborate with cross‑functional teams to enable the sales team to meet targets and drive revenue growth.

Accelecom is an aggressively growing company. Must be able to think on your feet and work in a highly entrepreneurial environment.

Lead‑gen Curation

Maintain a strong working knowledge of emerging lead‑generation platforms and solutions

Leverage industry tools to perform Strategic Target Addressable Market (STAM) analysis

Leverage industry tools to identify “sweet spot” prospects

Leverage industry tools to identify on‑net & near‑net potential prospects

Work with Inside Sales to drive leads and track results

Load & assign Strategic TAM, Website & Referral leads into SFDC

Partner w / Network Planning to identify network expansion opportunities

Assist w / the formulation of Strategic Market Plans

Lead‑gen Execution

Keep abreast of / analyze emerging lead‑execution platforms

Mentor / train Sales New Hires on Accelecom lead‑gen framework

Partner w / Product Mgt to develop / execute cross‑sell & upsell campaigns

Partner w / Sales Leadership to develop / execute sales plans & cadences

Leverage SFDC & Tableau to govern / measure lead‑generations execution

Collaborate with sales leadership to drive effective sales lead tracking, follow up, and customer engagement by sales team members

Keep abreast of / analyze emerging sales & qualification methodologies

Mentor / train Sales New Hires on Accelecom’s sales process framework

Continuously look for opportunities to streamline / improve sales processes

Partner w / Product Mgt to formulate sales processes for new products

Maintain / update sales‑centric documentation (ie : processes) in Sales Library

Identify bottlenecks and areas for improvement in the sales cycle

Sales Operations

Host calls as required by Executive Leadership Assist w / Weekly Exec Funnel Call execution

Perform Weekly SFDC spot‑check (for adherence)

Produce / contribute to Monthly & Quarterly Board Reporting

Spearhead Lead, Account & opportunity assignment / reassignment process

Host Monthly Sales Rep Performance Reviews

Work with finance on product pricing and accuracy in Sales Force

Sales Enablement

Keep abreast of / analyze emerging sales enablement platform

Assist w / onboarding of Sales & SE Personnel

Mentor Sales New Hires on Account Plans / Profile generation

Serve as Sales New Hire Mentor / Coach (first 30‑days)

Update / reconcile sales‑centric materials within SFDC

Host Weekly Sales Training / Hour

Host Monthly lead‑gen execution best practices calls

Host Monthly Sales / Product / Operations Enablement call

Sales KPI Analysis

Share Lead conversion insights w / Sales Leadership

Share Closed Won & Close Lost insights w / Sales Leadership

Required Skills & Qualifications

Education : Bachelor’s degree in Business, Marketing or related field

Sales Ops experience : Minimum of 10‑years

Sales experience : Minimum of 5‑years

SFDC experience : Minimum of 5‑years

Telecom experience : Minimum of 5‑years

Tableau experience : Minimum of 1‑year

Strong analytical & technical skills

Strong interpersonal & communications skills

Strong relationship development skills

Ability to thrive in “start‑up” environment / operate in the “grey”

Proven ability to manage multiple deliverables & meet deadlines

Track‑record of meeting & exceeding annual sales quota

Strong problem‑solving capabilities

Strong financial acumen

Strong collaboration internal (engineering, product, and marketing)

Excellent presentation skills

Preferred Qualifications

Minimum of 5 years of Enterprise experience

Minimum of 3 years of Wholesale experience

Minimum of 3 years of Leadership experience

Minimum of 1 year of Indirect experience

Knowledge of BANT, TAS and / or the Challenger Sales methodologies

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