Director, Sales Operations

The Company You’ll Join Carta is a platform that helps people manage equity, build businesses, and invest in the companies of tomorrow. Our mission is to unlock the power of equity ownership for more people in more places.  Carta is trusted by more than 40,000 companies and over two billion people in nearly 160 countries to manage cap tables, compensation, and valuations. Carta also supports nearly 7,000 funds and SPVs, and represents nearly $130B in assets under administration. Carta’s liquidity solutions have returned $15B to shareholders in secondary transactions. Today, Carta’s platform manages nearly three trillion dollars in equity globally.  Companies and funds like Tribe and Pipe build their businesses on Carta. The company has been included on the Forbes World’s Best Cloud Companies , Fast Company's Most Innovative list, and Inc.’s Fastest-Growing Private Companies . We’ve also been recognized as a 2023 Built In Best Place to Work in the U.S. , a Muse VIBE Award winner in the Vacation and Time Off category and certified as a Great Place to Work . For more information about our offices and culture, check out our Carta careers page . The Team You’ll Work With You’ll be joining our GTM Operations team as Sr. Director of Sales Operations that leads all systems, data and strategy across the GTM function (marketing, sales and CS).   This team includes operations, strategy and enablement and works closely to drive revenue, efficiency and the customer experience.  The Problems You’ll Solve You will help us Constantly improve our sales funnel through data, systems, strategy and process Deliver the best tools and data to our sales teams Equip our sales leaders and executives with the insights to make key investment and people decisions Key responsibilities of this role Leverage tools, data and enablement to drive continuous improvement in our sales funnel, including: Lead Conversion:  Lead disposition, speed of response, conversion rates from lead to pipeline Outbound Efficiency:  Outbound performance (e.g., sequence effectiveness), coverage ratios with AEs/SDRs Sales Attainment:  Pipeline coverage, territory balancing, capacity planning, headcount in seats Forecast Accuracy:  Forecasting and pipeline management Win Rate/Deal Cycle:  Pipeline conversion (overall, team, segment, rep, source), time in stage, competitive insights ACV:  Op size, attach, discounting Lead the sales tools and sales data strategy, including: Tool strategy, purchase, implementation, administration and budget management  Data enrichment through vendors and intake of actionable feeds to ensure our GTM teams have quality data to drive right actions Routing (leads, accounts, territory changes) Lead cross-functional initiatives to drive improvements in processes through: Sales systems (including CPQ, Salesforce….) Finance Product integrations (i.e. PLG offering) Sales compensation Segmentation and rules of engagement Partners and Stakeholders Sales teams and leaders (your stakeholders) New business sales team Growth/expansion sales teams SDR team In our broader GTM Ops org (your team partners) GTM strategy and analytics (including pricing) GTM enablement Marketing, CS/Delivery and BD Operations In our broader GTM org (your GTM partners) Business Technology leads Salesforce administration, QTC and system-to-system integrations Additional partners with SOPS (your Company partners) Deal desk - partner with finance Incentive compensation - finance About You Cross-functional communication Nose for technical details… comfortable with architecture and systems (embraces complex architecture discussions) to allow you to support and amplify the team Experience leading Sales Operations teams at scale for SaaS companies Experience with high-volume, low ACV models a plus In-depth understanding of overall business operations and excellent project management skills; a track record of working with multiple stakeholders across the business to build consensus and drive decisions.  Experience leveraging data and a modern data stack to drive improvements throughout the sales funnel Sharp attention to detail and analysis; strong communication skills.  Salary Carta’s compensation package includes a market competitive salary, equity for all full time roles, exceptional benefits, and, for applicable roles, commissions plans. Our minimum cash compensation (salary + commission if applicable) range for this role is:   $230,000 - $285,000 in San Francisco, CA Final offers may vary from the amount listed based on geography, candidate experience and expertise, and other factors. We are an equal opportunity employer and are committed to providing a positive interview experience for every candidate. If accommodations due to a disability or medical condition are needed, connect with us via email at recruiting@carta.com . As a company, we value fairness, helpfulness, transparency, leadership and build our teams around these values. Check out our careers page to get to know us better as you think about your next step at Carta. Interested in our candidate privacy policy? Find out more here and here .