Director, Sales & CS Operations

Director Of Sales & Cs Operations

At PitchBook, we are always looking forward. We continue to innovate, evolve, and invest in ourselves to bring out the best in everyone. We're deeply collaborative and thrive on the excitement, energy, and fun that reverberates throughout the company.

Our extensive learning programs and mentorship opportunities help us create a culture of curiosity that pushes us to always find new solutions and better ways of doing things. The combination of a rapidly evolving industry and our high ambitions means there's going to be some ambiguity along the way, but we excel when we challenge ourselves. We're willing to take risks, fail fast, and do it all over again in the pursuit of excellence.

If you have a good attitude and are willing to roll up your sleeves to get things done, PitchBook is the place for you.

About The Role

As the Director of Sales & Customer Success (CS) Operations at PitchBook, you will play a pivotal role in driving the efficiency, effectiveness, and scalability of our sales and customer success efforts. Treating people and teams within the Sales & CS departments as your primary customers, and treating our systems as your products, you will lead a team with the goal of optimizing and automating sales and customer success operational processes with tools, data, and analytics to efficiently and effectively drive PitchBook's overarching business goals.

In this role, you will define and drive the vision, mission, strategy, and roadmap for Sales & CS Operations ("Sales Ops"), with the goal of aligning your people, processes, and technologies to empower, enable, support, and drive operational efficiency and scale for our Sales and CS departments.

Reporting to the Senior Director, Revenue Operations and working closely with the Chief Sales Officer (CSO), Chief Customer Officer (CCO), and our Sales & CS leadership, you will identify Sales & CS needs. Blending your knowledge of sales & customer success practices and outcomes with your deep knowledge of the wide array of tools and technologies available to meet those needs, you will work with Enterprise Technology leaders to devise sustainable technical solutions to complex sales, customer success, and business problems while collaborating closely with cross-functional teams and other Revenue Operations leaders.

Primary Job Responsibilities

Own the vision and strategy for Sales Operations and collaborate closely with other Revenue Operations groups to achieve that vision

Own and drive our Sales Operations roadmap, using well-aligned strategic initiatives to increase the efficiency, productivity, and scalability of Sales & CS teams

Foster a customer-centric, product-oriented culture in Sales & CS Operations. Employ Product Management methodology in our Sales & CS tools and systems, build teams that think strategically and devise intuitive enterprise experiences that delight our internal users in the Sales & CS departments

Establish responsive and support-oriented Operations teams that improve business operational processes and enable business teams with training, support, configuration, and administration of Sales & CS enterprise systems

Oversee the our Sales Platform as a product, ensuring your group establishes the roadmap, priorities, and requirements necessary to deliver value for your internal customers via configuration, automation, and integration for Sales & CS enterprise systems (e.g. Salesforce, Catalyst, etc.), ensuring efforts are aligned across Sales Operations and other Revenue Operations systems while meeting compliance requirements (SOX, ITGC)

Identify, prioritize, and manage our roadmap of dashboards, metrics, and KPIs that enable data-driven insights, and data-oriented management and tracking of Sales Operations

Deeply understand your internal customers' (primarily, PitchBook sales & CS teams' and team members') needs and ensure our Sales Operations roadmap is focused on driving the most critical and impactful work for those teams

Continuously assess and refine sales & CS processes to improve efficiency, scalability, and effectiveness

Lead and build the Sales & CS Operations team, providing direction, mentorship, and support to ensure operational excellence and alignment with business objectives

Collaborate effectively with Sales, Marketing, Customer Success, Customer Support, Program Management, Finance, and Enterprise Technology leaders and teams to deliver business value

Stay abreast of industry trends, emerging technologies, and best practices in revenue operations and revenue management to drive innovation and competitive advantage

Support the vision and values of the company through role-modeling and encouraging desired behaviors. Foster a culture of collaboration, accountability, and continuous improvement within the Revenue Operations team and across the organization

Participate in various company initiatives and projects as requested

Skills And Qualifications

Bachelor's degree Business Administration, or related field; MBA preferred

5+ years of experience being accountable for company-wide vision, strategy, and roadmap in Sales or Customer Success Operations

8+ years of experience in Sales Operations, including experience owning systems implementation and automation

Deep understanding of sales or customer success processes, including the enterprise systems supporting them and the analytics necessary to manage and track their efficacy

Strong leadership and management skills, with experience leading and developing high-performing teams in a fast-paced and dynamic environment

Strong understanding of product management methodology and experience applying it in practice to understand customers, gather requirements, build and maintain a roadmap, and manage enterprise systems

Extensive experience with CRM systems (e.g., Salesforce, Catalyst), data platforms (e.g. Snowflake), and analytics tools (e.g., Google Analytics, Tableau)

Extensive experience working with program management for cross functional initiatives and leading / sponsoring programs

Excellent analytical and problem-solving skills, with the ability to translate data into actionable insights and recommendations

Exceptional communication, collaboration, and influencing skills, with the ability to build relationships and drive alignment across cross-functional teams

Highly organized and detail-oriented, with the ability to manage multiple initiatives, projects, and priorities simultaneously

Benefits + Compensation At PitchBook

Physical Health

• Comprehensive health benefits
• Additional medical wellness incentives
• STD, LTD, AD&D, and life insurance

Emotional Health

Social Health

Financial Health

Compensation

Working Conditions

At the heart of our company is a belief in the power of in-person collaboration. Being together in the office fuels our creativity, strengthens our connections, and drives the innovation that sets us apart. Our culture is built on spontaneous momentsthose hallway conversations, whiteboard brainstorms, and shared celebrations in each of our global officesthat simply can't be replicated remotely. This role is expected to be in the office 5 days a week.

The job conditions for this position are in a standard office setting. Employees in this position use PC and phone on an on-going basis throughout the day. Limited corporate travel may be required to remote offices or other business meetings and events.

Life At PB

We are consistently recognized as a Best Place to Work and our culture is at the heart of our success. It's our fundamental belief that people do and create great things and that people are the cornerstone of prosperity. We believe that proactively seeking out different points of view, listening to others, learning, and reflecting on what we've heard creates a sense of belonging within PitchBook and strengthens the PitchBook community.

We are excited to get to