Sr. Principal, Sales Operations Strategy

Overview

Esri’s Sales Operations team helps our sales organization work effectively, make informed decisions, and scale as the business evolves. As a Sr. Principal, Sales Operations Strategy you will shape operational strategy and lead complex initiatives that strengthen Esri’s direct sales organization. You will work with sales leaders and cross-functional partners to define long-term approaches, solve critical business challenges, and develop scalable practices that help our teams better serve customers and support sustainable growth.

You will serve as a principal advisor and subject matter expert, connecting business strategy with operational execution to guide decisions and improve sales performance. You will lead through expertise and influence while remaining closely connected to the work.

Responsibilities

• Shape sales operations strategy and planning. Partner with sales leadership and central operations teams to translate enterprise direction for territory and coverage, goal setting, and resource planning into clear priorities for the direct sales organization. Identify gaps and elevate channel needs to inform broader strategy.
• Deliver business insights and strengthen forecast execution. Facilitate regular pipeline reviews and provide actionable insights through consistent reporting and performance metrics. Partner with sales leaders to identify risks, reinforce forecast discipline, and elevate issues requiring operational support.
• Advance scalable sales operations capabilities. Partner with central operations, analytics, and business technology teams to improve the practices, processes, data, and technology that support direct sales. Represent business requirements and help ensure solutions are practical, connected, and scalable.
• Lead complex initiatives and change. Set direction, build alignment, remove barriers, and guide cross-functional work through ambiguity. Develop practical approaches that support adoption of new processes, systems, and ways of working.
• Strengthen operational governance and standards. Partner with sales leadership and central operations teams to clarify decision frameworks, operating rhythms, and measures of success for the direct sales organization. Monitor effectiveness, surface emerging risks, and recommend adjustments as business needs evolve.
• Build trusted partnerships and capability.Serve as a principal advisor to senior leaders and a resource to colleagues across the organization. Share expertise, practical tools, and relevant industry perspectives that strengthen strategic thinking and execution.

Requirements

• 15+ years of experience in sales operations, revenue operations, business operations, sales strategy, or a related field
• Demonstrated success shaping strategy, solving complex business problems, and leading high-impact cross-functional initiatives within a large or highly complex sales organization
• Deep expertise in sales planning, forecasting, territory and coverage strategy, capacity planning, and developing scalable operating practices
• Strong business and financial acumen, with advanced understanding of CRM platforms, sales technology, analytics, data governance, and reporting ecosystems
• Strong influence, facilitation, and communication skills, with the ability to advise senior leaders, determine approaches for critical assignments, and lead through uncertainty
• Ability to travel domestically up to 50%
• Bachelor's degree in business administration, operations, finance, analytics, or a related field
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Recommended Qualifications

• Master's degree in business administration, operations, finance, analytics, or a related field
• Experience implementing scalable sales operations practices or leading transformation across complex sales organizations, multiple channels, or business units
• Advanced experience with financial modeling, performance analytics, and business intelligence tools
• Evidence of leadership and expertise in sales operations, revenue operations, go-to-market strategy, or a related discipline

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