Head of Sales Operations

Wood Mackenzie is the global data and analytics business for the renewables, energy, and natural resources industries. Enhanced by technology. Enriched by human intelligence. In an ever-changing world, companies and governments need reliable and actionable insight to lead the transition to a sustainable future. That’s why we cover the entire supply chain with unparalleled breadth and depth, backed by over 50 years’ experience. Our team of over 2,400 experts, operating across 30 global locations, are enabling customers’ decisions through real-time analytics, consultancy, events and thought leadership. Together, we deliver the insight they need to separate risk from opportunity and make confident decisions when it matters most.

**Wood Mackenzie Brand Video**

**Wood Mackenzie Values**
- Inclusive - we succeed together
- Trusting - we choose to trust each other
- Customer committed - we put customers at the heart of our decisions
- Future Focused - we accelerate change
- Curious - we turn knowledge into action

The Head of Sales Operations is a critical leadership role within Wood Mackenzie, responsible for driving the Strategy, efficiency and effectiveness of the sales organisation. This individual will lead the sales operations team, optimize processes, manage sales technologies, and support the sales leadership to achieve growth target through effective GTM strategies.

The Head of Sales Operations will work closely with cross-functional teams (Segments, Marketing, Finance, and product) to ensure alignment, data accuracy, and actionable insights drive performance.

**Main Responsibilities**

**Sales Strategy & Planning**:

- Collaborate with sales leadership to define sales targets, quotas, and territory plans.
- Develop and implement scalable sales strategies that align with business objectives.
- Analyse sales performance data to provide actionable insights and identify opportunities for growth or improvement.
- Lead Strategic projects for the Sales function from inception to delivery. E.g., Sales AI strategy.

**Sales Process Optimisation**:

- Oversee the design, implementation, and optimization of sales processes from lead generation through to deal closure. Key work includes the automation of our ACV (Project Eerie)
- Ensure alignment between sales, marketing, and customer success teams to improve lead flow and deal conversion.
- Identify bottlenecks and inefficiencies within the sales cycle and implement solutions to drive improvements.
- Drive material operational efficiencies into Sales Operations function through improved process and team redesign.

**Sales Enablement**
- Provide training and support to the sales team on tools, systems, and best practices. Including rollout of MEDDPICCC
- Develop sales enablement resources (e.g., playbooks, templates) to improve the productivity of the sales team.
- Manage and optimize the sales tech stack, including CRM systems, sales enablement tools, and reporting platforms.

**Sales Forecasting, Budgeting, Financial Control & Compliance.**
- Oversee sales forecasting processes to ensure accurate and timely predictions of ACV performance.
- Collaborate with finance to develop sales budgets and ensure alignment with business goals.
- Drive financial control & cash collections with respect to group receivables
- Own and lead the risk management with respect to commercial T&C’s and contracting

**Data Analysis & Reporting**:

- Lead the development of sales performance dashboards and reporting to track key metrics.
- Own reporting across core datasets.
- Own P&P process across the business.
- Own commissions plans and payments.

**About You**
- Strategic, critical but creative thinker, strong business sense and excellent financial skills.
- Experience running Sales Operations functions and delivering transformational Sales projects.
- Operational background with experience dealing with sales pipelines and Salesforce (a big plus)
- Analytical in nature with a good understanding of what reporting and analytics best practices looks like
- Experience in developing and defining Sales strategies, from organisational structure, Go-To-Market, Pricing & Packaging and Commissions
- Experience driving organisational and process change in Sales Organisations.
- Excellent management skills, ability to influence and engage direct and indirect reports and peers
- Gravitas and confidence to gain credibility and respect of Senior Executive team
- Demonstrated ability to drive business transformation, industry best practices and manage constant change and continuous improvement
- Excellent relationship building skills (communication, negotiation, influencing, listening). Strong leadership and interpersonal skills along with experience managing complex projects.
- Strong communicator, capable of effectively presenting ideas and selling concepts and tactics, excellent writer, proven ability to communicate effectively with executive-levels, ability to quickly understand needs and act