Sales Operations Director

Sales Operations Director

WalkMe, an SAP company, pioneered the Digital Adoption Platform (DAP) to enable business leaders to fully harness technology in today's complex digital landscape. By leveraging WalkMe's features—guidance, engagement, insights, and automation—employees boost efficiency, executives gain greater visibility into digital usage, and organizations maximize their digital assets, driving successful digital transformation.

Together, SAP and WalkMe form a powerful partnership that revolutionizes the digital transformation journey. This collaboration allows businesses to unlock the full potential of SAP's robust ERP solutions while seamlessly enhancing user experience and productivity with WalkMe's intuitive digital adoption platform.

What You'll Own

• Strategic Sales Operations Leadership
• Define and lead the overall regional sales operations strategy, ensuring alignment with broader company goals and revenue plans.
• Partner with senior sales, marketing, finance, and customer success leaders to drive go-to-market efficiency and alignment.
• Serve as a trusted advisor to sales leadership by providing insights and operational rigor to support strategic decisions.
• Regional Forecasting and Revenue Predictability
• Own the regional sales forecasting process, delivering accurate, data-backed forecasts including reporting to the parent company, SAP.
• Establish models and analytics frameworks to support pipeline visibility, conversion metrics, and risk/opportunity assessment.
• Drive continuous improvement in forecasting accuracy and cadence.
• Sales Process Optimization and Infrastructure
• Design, implement, and evolve standardized, scalable sales processes and workflows across the full sales cycle for the region aligned with global processes.
• Lead CRM governance, ensuring system integrity, streamlined workflows, and adoption across the sales org.
• Champion automation and process improvements that reduce friction and increase productivity.
• Quota and Territory Planning
• Lead the annual planning cycle for quota and territory assignments, working closely with sales and finance to balance growth goals with rep-level attainability.
• Oversee territory design, account segmentation, and performance modeling to support equitable and strategic coverage in line with direction given by SAP.
• Sales Compensation Execution and Performance Management
• Support governance and validation of commission calculations, ensuring accuracy, transparency, and timely payouts.
• Serve as escalation point for compensation disputes and ensure resolution with data-backed clarity in conjunction with the sales compensation team.
• Advise sales leaders on performance of sales employees including identification of areas of improvement.
• Performance Analytics and Reporting
• Oversee the development and delivery of executive dashboards and KPI tracking across the revenue engine.
• Translate complex data into clear insights to drive action across sales, marketing, and customer success.

What You Need To Succeed

• 8+ years of experience in sales operations or revenue operations, with at least 3+ years in a leadership role.
• Deep expertise in sales process design, CRM systems (e.g., Salesforce), forecasting, and analytics.
• Proven track record in managing quota setting, sales comp plans, and commission operations.
• Strong cross-functional collaboration skills with experience influencing at the executive level.
• Strategic thinker with excellent problem-solving and analytical capabilities.
• Proficient with tools such as Salesforce, Clari, Tableau, Anaplan, Excel/Google Sheets, and compensation platforms (e.g., Xactly, CaptivateIQ).
• Experience in high-growth SaaS environments.
• Japanese speaker not required but would be a plus.

What Sets Us Apart

• At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more. We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace.
• Hybrid Work Arrangement: We offer a hybrid work schedule to perfectly combine the benefits of remote work and the essential connections and collaborations of onsite work.
• Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
• Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering.
• Stay healthy and happy with Wellness@WalkMe! Enjoy quarterly wellness reimbursements, daily BrightBreaks to recharge, and WalkMe's annual Wellness Month every July—because your well-being matters all year long.
• WalkMe provides health coverage options, where applicable, to ensure employees have access to essential medical benefits. Our offerings are designed to support the well-being and diverse needs of our global workforce.
• WalkMe offers a generous annual leave policy tailored to meet regional standards, ensuring all employees enjoy sufficient time off to rest and recharge.
• WalkMe offers RefreshMe Days throughout the year to further strengthen our commitment to work/life balance.
• Robust Retirement Contributions: Ask HR about the specific offerings for your region!
• SAP's acquisition of WalkMe highlights a commitment to enhancing user experience and streamlining software interactions, offering opportunities to work with cutting-edge technology that drives efficiency and innovation in the workplace.