Senior Operations Lead, Research Services

Qualtrics, Provo, Utah, United States

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The Challenge:

The Senior Operations Lead of Research Services will enable the expansion of Qualtrics through the Research Services sales organization. Responsibilities will include developing the overall sales, coverage and territory strategy, performance management analytics and reporting, and general sales leader support. In owning this remit, the Senior Operations Lead will leverage resources across all global offices and the Global Sales Operations team.

The position will be located at one of our US Offices or Remotely in the US, will report directly to the COO of Global Sales in Provo, Utah with a dotted line relationship to the Head of Research Services.

A Day In the Life: 

  • Evaluate, improve and then coordinate the sales forecasting, planning, and budgeting processes used within the Research Services organization. Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. As needed, coordinates planning activities with other functions and stakeholders
  • Define and manage the process for sales territories allocation across the Research Services organization
  • Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all partners and channels
  • Embraces the speed of evolution the organization is currently going through and establishes self as trusted cross-functional thought leader
  • Works to ensure all Research Services organization objectives (OKR’s) are assigned and completed in a timely fashion
  • Proactively identifies opportunities for ecosystem process improvement. Works closely with Research Services, sales management and Global Senior Operations Leads to inspect ecosystem process quality and prioritize opportunities for improvement. Assists ecosystem management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement
  • Monitors the accuracy and efficient distribution of ecosystem KPI reporting and other intelligence essential to the ecosystem organization & Qualtrics as a whole. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed
  • Monitors the Ecosystem organization’s compliance with required standards for maintaining CRM data
  • Works closely with Research Services management to optimize the effectiveness of the technology investments (salesforce.com, Clari, etc.)
  • Coordinates training delivery to sales, sales management, and sales support personnel across the Research Services organization
  • Provides input to senior leadership in the development and administration of sales incentive compensation programs
  • Working with Accounting, Finance, and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures
  • Support senior Research Services leaders in creating annual business plans to hit and exceed revenue, delivery and hiring goals. Develop the analysis and content to communicate these plans and their results to senior executives within Research Services and Global Sales organization
  • Proactively work with senior sales leaders to identify areas to improve bookings and sales productivity within sales teams, geographic regions, and market segments. Help sales leaders identify, prioritize, and make trade-offs among opportunities, while avoiding programs and practices unlikely to generate results
  • Prepare plans and presentations for quarterly and annual business reviews, sales kick-offs and other company meetings
  • Lead special strategic projects on behalf of the Head of Research Services
  • Design, evaluate, and advise on systems and internal processes to support a rapidly evolving sales organization 

The Expectation for Success:

  • 5+ years Research Services or Sales Operations experience at a B2B software firm (SaaS preferred)
  • 5+ years Research Services or Field Sales experience at B2B technology firm
  • Experience running Research Services or Sales Operations that have grown at pace and expanded global 
  • Working knowledge of international business
  • World Class collaboration skills
  • Undergraduate degree in Finance, Economics, Business, or other quantitative field
  • Expert ability in Microsoft Excel, particularly structuring, analyzing, and reporting on large data sets, using pivot tables, etc
  • Proficiency with Salesforce.com
  • Strong verbal and written communication skills, with high proficiency in Microsoft PowerPoint (e.g. ability to structure, create, and present to senior management)

Even Better if You Have:

  • Master’s degree in business, sales management, marketing, strategy, or finance
  • Proficiency in Tableau, SQL, and data warehouse environments
  • Experience at both a top-tier management consultancy and sales operations experience the B2B software industry


What differentiates us from other companies:

  • Work life integration is deeply important to us - we have frequent office events, team outings, and happy hours
  • Qualtrics Experience Program - $1,800 for an experience of your choosing (eligible after a year)
  • We take pride in our offices design aiming at fostering creativity from our rooftop views to an open and collaborative work space.
  • 30 paid days off - 15 PTO + 5 Personal Days + 10 Holiday Closures (additional after a year)
  • On top of standard benefits package (medical employees and their families, dental, vision, life insurance, etc) we provide snacks, drinks, and free lunches in our office
  • We believe in sharing Qualtrics success which is part of the compensation for all employees



To learn more about what we value read about it directly from our employees Qualtrics Life stories

About Qualtrics

About us Qualtrics is a single system of record for all experience data, also called X-data™, allowing organizations to manage the four core experiences of business—customer, product, employee and brand experiences—on one platform. Over 8,500 enterprises worldwide, including more than 75 percent of the Fortune 100 and 99 of the top 100 U.S. business schools, rely on Qualtrics. To learn more, and for a free account, please visit www.qualtrics.com.


Want to learn more about Qualtrics? Visit Qualtrics's website.