Sales Operations Director

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We are seeking a strategic Sales Operations Director to join our growing team. This is a critical leadership role that will shape the foundation of our commercial success across ALL customer segments and channels. You will be responsible for designing, planning, and optimizing the full lifecycle of sales execution, working closely with cross-functional teams to drive sustainable growth and operational excellence. Reporting to Jean Philippe Farinha (General Manager), you will lead the strategic infrastructure that enables our sales teams to achieve their ambitious targets while maintaining operational efficiency and customer focus. This role offers the opportunity to build world-class sales operations from the ground up, implementing cutting-edge analytics, processes, and frameworks that will scale with our business. Our new Sales Operations Director will work closely with various stakeholders, including sales, customer service, and other departments.

Responsibilities

• Sales Operations Design & Planning:

• Structure the full lifecycle of sales execution across all customer segments.

• Co-define operational workflows, territory structures, and team segmentation strategies.

• Build and maintain planning frameworks for professional customer acquisition, growth, and retention

• Strategic Sales Enablement:

• Develop detailed sales playbooks, targeting models, and campaign blueprints for implementation by execution teams.

• Plan and oversee innovative incentive schemes and performance measurement frameworks

• Performance Steering & Analytics:

• Leverage CRM data and advanced analytics tools to monitor performance and proactively adjust execution levers.

• Design dashboards and reporting structures to track KPIs, campaign outcomes, and pipeline efficiency.

• Enable sales management through data insights, scenario planning, and optimisation recommendations.

• Establish predictive analytics capabilities to forecast performance and identify growth opportunities.

• Build software and tools setup proposition that will support effectiveness and smooth cooperation.

• Market Segmentation & Go-To-Market Architecture:

• Help define and continuously update segmentation strategies for such clients as dealers, agents, and recruiters based on market dynamics.

• Co-develop tailored sales strategies, materials, and positioning frameworks aligned to each customer segment.

• Coordinate closely with marketing and product teams to ensure cohesive and actionable go-to-market planning.

• Cross-functional Leadership & Commercial Governance:

• Collaborate with sales, product, customer service, marketing and Go To Market teams to align on customer needs and delivery mechanisms.

• Facilitate and contribute to the integration of sales and category management feedback into product development discussions, ensuring alignment with broader business priorities.

• Govern commercial processes, including billing, compliance, and operational procedures, ensuring accuracy and integrity.

Requirements

• 15+ years of experience in sales operations, revenue operations, or commercial strategy roles, preferably in fast-growing technology-led companies.

• 5+ years of experience in leadership roles, global or regional.

• Experience in international, matrix organisations.

• Proven track record of designing and implementing scalable sales processes, analytics frameworks, and performance management systems.

• Strong analytical skills with expertise in CRM systems, data analytics tools, and performance dashboards (experience with Salesforce, Tableau, or similar platforms preferred).

• Deep understanding of customer segmentation, go-to-market strategies, and sales enablement best practices.

• Change management expertise with experience in implementing new processes and technologies in dynamic environments.

• Strategic mindset with the ability to translate business objectives into operational frameworks and executable plans.

• Leadership experience in cross-functional environments, with demonstrated ability to influence and collaborate without direct authority.

• Excellent communication skills with the ability to present complex data and insights to senior leadership and diverse stakeholders.

• Customer-centric approach with passion for understanding user needs and translating them into commercial success.

• Entrepreneurial spirit and comfort working in ambiguous, fast-paced environments where priorities can shift quickly.

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Diversity, Equity and Inclusion at OLX

OLX values diversity and welcomes applicants of all races, ethnicities, disabilities, ages, genders, sexual orientations, religions, backgrounds, and experiences to apply. If this role excites you, we encourage you to apply, even if you don’t meet all the requirements - you may be just the right fit for this or other opportunities with us!

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_We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. --- Seniority level: Director Employment type: Full-time Job function: Sales and Business Development Industries: Software Development