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We’re hiring a VP of Sales Operations
A high-impact leadership role at the heart of our Go-To-Market engine
Reporting to the CRO, you’ll build the structure, discipline, and deal governance that turns pipeline into predictable revenue at scale. This is a standout opportunity for a commercially sharp operator who can influence at the top table and drive execution across a complex, global sales organisation.
Our ideal candidate is a senior commercial leader within the Go-To-Market organization, responsible for building and running the execution infrastructure that converts pipeline into predictable, scalable revenue.
This role owns global Sales Operations and Bid Management - bringing discipline, structure, and commercial rigor to how the company plans, forecasts and operates in the field. This is a high-impact, high-visibility role for a leader who thrives at the intersection of strategy and execution.
Scope & Accountability
Sales Operations Leadership
- Own the global Sales Operations function: sales planning, forecasting, pipeline management, territory and coverage design, and CRM discipline.
- Define and enforce standards for pipeline hygiene, forecast methodology, and sales operating metrics across all regions.
- Lead annual and quarterly planning cycles in close partnership with Sales leadership and Finance, translating strategy into executable field plans.
- Deliver executive-ready visibility into performance, risks, and opportunities — with clear narratives that drive decision-making at the top.
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Bid Management & Deal Governance
- Own the global bid/no-bid and deal governance framework end-to-end.
- Lead structured deal review forums for complex, non-standard, or high-value opportunities, ensuring alignment across Sales, Finance and Legal.
- Establish and maintain approval thresholds, escalation paths, and decision rights for pricing, discounting, commercial terms, and exceptions.
- Hold the balance between commercial rigor and sales agility — protecting EBITDAC without slowing momentum.
Sales Execution Cadence
- Own the core operating rhythm: pipeline reviews, forecast calls, QBRs, and executive deal reviews.
- Act as a thought partner to Sales leadership — diagnosing execution gaps, improving forecast accuracy, and building consistency across regions.
- Proactively bring risks and corrective actions to the CRO before they become problems.
Incentives & Performance Management
- Oversee the design, governance, and execution of sales incentive structures in partnership with Finance and HR.
- Ensure incentive plans are strategy-aligned, operationally sound, and driving the right field behaviors.
- Monitor sales productivity trends to inform adjustments to targets, coverage models, and operating structures.
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Cross-Functional Leadership
- Serve as the primary operational bridge between Sales and Finance, Legal, and RevOps on all matters related to sales execution and deal decisioning.
- Build strong collaborative relationships across functions, ensuring alignment and shared accountability for commercial outcomes.
- Represent Sales Operations and Bid Management in executive forums with authority and credibility.
Leadership & Team
- Lead and develop a global Sales Operations and Bid Management team across regions.
- Set clear priorities, accountabilities, and outcomes — fostering a culture of execution, rigor, and genuine partnership with the business.
- Actively build bench strength and succession capability within the function.
Your experience & profile
- 15+ years in Sales Operations, Commercial Operations, or Deal Management in complex enterprise SaaS environments.
- Proven track record at senior leadership level, partnering closely with CROs and senior Sales leaders to drive execution.
- Deep fluency in enterprise sales motions, forecasting discipline, deal economics, and cross-functional commercial governance.
- Strong executive presence and sound commercial judgment — able to influence senior stakeholders through data, structure, and credibility.
Your contact for any question is: Lisa.Smith@sapiens.com
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