Sales Operations Leader

Sales Petaluma, California


Sales Operations Leader Duties and Responsibilities:

  • Consistently delivers double digit growth. Partner with Senior Vice President of National Sales to develop, evolve, and execute strategy for the sales team to optimize both service delivery and revenue growth deliverables. 
  • Delivers industry-leading customer experience.
  • Partners with the SVP of National Sales to lead all internal conversations on process mapping, policy development, product and service development, and creating strategies to grow the business across markets segments and geographies.
  •  Works with Tech to develop key methods to improve customer experience, to make it easier for customers to integrate with and do business with Ygrene, to evaluate, buy and optimize technology (particularly Salesforce) necessary to maximize the value created by the sales function.
  • Works with Legal and Operations to develop effective procedures and policies to maximize growth and minimize risk.
  • Identifies and enters at least one new market per year. 
  • Partners across the organization to insure alignment with go-to-market strategy including key elements such as market and competitive analysis, property owner and contractor segmentation and targeting, partnership strategy, product and pricing roadmap, service value proposition, policies, sales capabilities and competencies. 
  • Runs the most effective and efficient sales process and organization in the industry. 
  • Develops and evolves sales targets/goals, commission and territory plans. Work with Finance to develop the overall revenue plan, analyze variances to improve plans and improve the cost of acquisition and origination.
  • Works with Marketing, Operations, Tech and other functions to develop and efficiencies of operating platforms. 
  • Delivers industry-leading performance.
  • Develops a scorecard to track progress against the sales strategy explicitly in the areas of growth, pipeline performance (e.g., win/loss rate), wallet share, sales productivity. 
  • Drives data adoption by entire sales team to align with insights and adjust actions to maximize performance.
  • Other duties as assigned.


Sales Operations Leader Skills and Experience:

  • Bachelors or Masters in Business Analytics or other STEM related field
  • Minimum of eight years of experience developing and implementing Sales Analytics that drive results
  • Experience with SalesForce and other CRM tools preferred.
  • Experience in Consumer Finance or Fintech is a plus.
  • Management consulting experience a plus.

Key Competencies:


Works effectively and cooperatively across the entire organization. Builds executive relationships with critical outside organizations (customers, suppliers, financers, industry experts); Creates a commitment to common goals. Values the contributions of all team members at all levels. Creates an environment where everyone participates and supports each other to drive alignment and enables the organization to accelerate and excel



Creates an environment where the best ideas come to the forefront. Looks outside organization for ways to improve.  Has excellent judgment about which creative ideas and suggestions will work. Is able to view problems and opportunities from multiple angles. Presents fresh thinking and solutions that create step change in value.



Knowledgeable about how to align the organization and outsider parties to achieve strategic goals. Knows how to get things done through both formal and informal networks. Understands the origin and reasoning behind key policies, practices, and procedures. Understands how to bring together multiple cultures of different Ygrene teams and outside parties.



Sets stretch goals for personal and team accomplishment and works tenaciously to achieve those goals.  Able to drive a sense of urgency, initiative, and accountability across organization and with outside parties.  Establishes strategic metrics to monitor progress and measure success. Maintains focus on the highest priorities by avoiding or overcoming roadblocks.



Proclivity to explore ways to provide leadership and mentorship in the execution of talent management initiatives and programs specific to talent acquisition, management, and development. Ensures teams are aligned and committed to broader department-level talent objectives; ensures management team actively supports and contributes to talent management initiatives; provides high visibility and support to high potential individuals. Promotes learning and growth environment for all employees on the team.



Proven capability to communicate effectively through all methods of communication with all internal and external audiences. Known for using data and information to effectively influence the full range of stakeholders.  Listens deeply to and continuously learns from all parties in a manner that generates value from every conversation.


Work Environment and Physical Demands:

  • This position operates in a professional office environment and routinely uses standard office equipment such as computers, phones, photocopiers, scanners, and filing cabinets.
  • Work environment is indoors with majority of time spent sitting at a desk.
  • Ability to stand, bend, stoop, sit, walk, twist, and turn.
  • Ability to lift up to 25 pounds occasionally.
  • Ability to use a computer keyboard and calculator.