Head of Sales Operations
Arkadia Search ·www.arkadiatalent.com.au
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About The Company
Our client is a well established, multi region B2B services business with a national branch network and a strong reputation for reliability and technical service delivery. It's the kind of field based B2B environment where service delivery is executed locally, branch by branch, but where the commercial engine now needs to run nationally to keep pace with the business.
The regional model has served the business well operationally. Branches know their customers, their territory and their trade. But sales, process, systems and reporting have all grown up branch by branch alongside it, and that's starting to show. Performance varies significantly from one region to the next, system priorities sit gridlocked between competing local demands, and good, expensive people are spending their time on low value admin instead of selling.
About The Role
This is a newly created role reporting, with a mandate to build and lead the function that makes the sales organisation effective and consistent nationally. It sits deliberately outside any single region, because process consistency, fair compensation and clean data all break down when Sales Operations is owned regionally rather than centrally. You'll provide these as a service to the regions while holding the standards centrally yourself.
Key Responsibilities include but not limited to:
Our client is a well established, multi region B2B services business with a national branch network and a strong reputation for reliability and technical service delivery. It's the kind of field based B2B environment where service delivery is executed locally, branch by branch, but where the commercial engine now needs to run nationally to keep pace with the business.
The regional model has served the business well operationally. Branches know their customers, their territory and their trade. But sales, process, systems and reporting have all grown up branch by branch alongside it, and that's starting to show. Performance varies significantly from one region to the next, system priorities sit gridlocked between competing local demands, and good, expensive people are spending their time on low value admin instead of selling.
About The Role
This is a newly created role reporting, with a mandate to build and lead the function that makes the sales organisation effective and consistent nationally. It sits deliberately outside any single region, because process consistency, fair compensation and clean data all break down when Sales Operations is owned regionally rather than centrally. You'll provide these as a service to the regions while holding the standards centrally yourself.
Key Responsibilities include but not limited to:
- Define and own the sales methodology, pipeline stages and stage exit criteria
- Separate and clarify the account management versus new business development motions
- Own pricing, quoting and discount governance, including approval workflows and audit trails
- Act as the single owner of the CRM and the wider sales tech stack
- Deliver pipeline visibility, velocity tracking, forecasting and win or loss analysis that leadership can trust and roll up nationally
- Own standardised customer facing reporting so it is produced consistently rather than hand built by individual reps
- Provide rep and branch performance dashboards giving leadership and reps a consistent view of performance
- Design, administer and continuously improve commission plans and quotas nationally, in partnership with Finance and Payroll
- Handle disputes and plan changes fairly and consistently
- Lead handling quotes, proposals, and contract and order processing
- Experience in sales operations, revenue operations or a closely related commercial function, ideally from a multi region, field based B2B business
- Proven ability to operate neutrally across competing regional or divisional interests, holding central standards while still being seen as a service partner rather than head office overreach
- Strong command of CRM platforms and the wider sales tech stack, with the judgement to prioritise a roadmap across competing regional demands
- Genuine analytical fluency, comfortable owning forecasting, pipeline analytics and reporting, and translating data into decisions leadership will actually act on
- A builder's mindset, able to stand up a function from a phased starting point and perform several pillars personally before scaling a team under you
- Excellent stakeholder management, with the credibility to influence regional leaders and present confidently to executive and board audiences
- A newly created, high visibility role.
- A genuine mandate to build a national function from the ground up, not inherit someone else's half finished version of it
- Based in Homebush with a small, dedicated team from day one.
- Broad exposure across systems, commercial strategy, finance and executive stakeholders, with a clear path to shape how the whole sales organisation operates
- Attractive salary package
- Hybrid work environment
Frequently asked questions
Who is hiring for the Head of Sales Operations role?
Arkadia Search is hiring for the Head of Sales Operations position, a Shazamme client. Apply directly on the employer's career site.
Where is the Head of Sales Operations job located?
The Head of Sales Operations role with Arkadia Search is based in Homebush, NSW, AU.
Is the Head of Sales Operations role full-time or contract?
This is a full time position at Arkadia Search.
What experience level is the Head of Sales Operations role?
The Head of Sales Operations position is aimed at director-level candidates.
How do I apply for the Head of Sales Operations role at Arkadia Search?
Apply directly on Arkadia Search's career page via the Apply button on this listing. ZammeJobs links straight through to the employer's ATS — no third-party form, no resume database.