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Director, Sales Operations and Strategy


Reston, VA, US

Req ID:  1641
Level of experience:  Management/Sr. Management
Remote:  Yes
Travel Required:  0%-25%

Employee Type:  Full - Time 




Ellucian designs technology that powers the educational mission of colleges and universities around the world. Inspired by that goal, Ellucian employees thrive as part of a high-performing global team committed to delivering a modern, connected, industry-leading experience for today’s students and higher education institutions. More than 2,500 institutions in 50 countries around the world look to Ellucian for the ideas and insights that will move education forward, helping people everywhere discover their futures through learning.



Sales Strategy and Operations Director

Location: Reston, VA or Malvern, PA or Remote


The Sales Strategy and Operations Director is a key driver of the inner workings of our sales organization and the strategies, processes and systems that support its growth. In this role you’ll work to maximize sales effectiveness and manage functions essential to sales productivity while driving operation rigor and continuous improvement around Ellucian’s sales process, methodology, pipeline management, forecasting, sales tools, go-to-market actions and sales metric reporting and monitoring.



  • Lead and manage sales strategy & operations functions and maximize revenue growth opportunities for the sales organization while identifying process improvements in all aspects of sales operations.
  • Manage, optimize, and drive adoption of the sales process and methodology including the supporting tools, materials and infrastructure:
    • Process Guides & Rules of Engagement
    • Sales Playbooks
    • Compensation plans structure input
    • Process enforcement support – training, management review, etc.
  • Own all systems and tools related to our sales processes with SFDC as our hub. You will be responsible for evaluation, improvement, and implementation of tools and software, working closely with our business ecosystem teams for execution support.
  • Lead cross functional initiatives and collaborating closely with product, sales, marketing, analytics, and finance.
  • Deliver strategic projects for sales and operations leadership that provides key business insights and high-priority initiatives.
  • Serve as the voice of sales in the go-to-market process and planning cycles for compensation, solutions packaging and pricing, and oversee sales operation actions.  
  • Oversee pipeline reviews, forecast, deal reviews, and sales planning efforts. 
  • Works closely with sales enablement to design and develop training programs to assist with the implementation of strategic processes and methodology programs.
  • Act as a partner to sales leaders and executives to develop short- and long-term strategy for the global sales organization.
  • Participate in sales meetings and to ensure quality of sales team execution first hand and recommend enhancements and coaching opportunities to sales leadership.




  • Bachelor Degree qualified or equivalent, Operations qualification
  • Minimum 4 years’ experience in Sales Operations
  • Minimum 2 years’ management experience
  • Stakeholder management skills, with exceptional communication skills
  • Good track record of delivering results and working towards targets
  • End to end project management
  • Proficient in the use of CRM, Microsoft Excel and PowerPoint, and adjacent applications
  • Strong process management, analytical, and organization skills
  • A high degree of personal character and integrity, critical to a role with visibility into sales and business planning information.
  • Knows how to work cross functionally



  • Highly organized with exceptional eye for detail
  • Ability to work collaboratively and build strong cross functional relationships
  • Resilient and positive
  • Takes a strategic approach to work
  • Self-motivated and proactive
  • Open and inquisitive mind
  • Thrives in fast paced, deadline-driven working environment




  • Improvement in conversion rates within each stage in the sales funnel
  • Adoption of the sales process and methodology
  • Execution of project deliverables
  • Quality of work metrics from sales surveys

Ellucian provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Ellucian complies with all laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.  Ellucian expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Ellucian employees to perform their job duties may result in discipline up to and including discharge.

Nearest Major Market: Washington DC

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