iCIMS - Inhouse Director, Sales Operations in Matawan, New Jersey


This position will be a key leader within the Sales organization reporting to the VP of Sales. The position will have the responsibility to define Sales process for each segment of the business and work closely with Sales leaders and across the business to implement that process. In addition, the individual will need to quickly understand issues, perform analysis and implement scalable solutions. These include planning, reporting, sales process optimization, organizational design, sales job design, sales training, sales program implementation, quota setting and management, sales compensation design, and recruiting and selection of sales force talent.

iCIMS is a high-growth Software-as-a-Service (SaaS) company that’s voted one of the Best Places to Work in New Jersey. We are the industry's premier recruitment software provider – delivering technology that supports more than 3,500 contracted customers around the globe. Committed to both growth and stability, come grow with us. Apply today!


  • Partners with the VP of Sales to define Sales process for each segment of the business.

  • Proactively identifies opportunities for sales process improvement and compliance.

  • Partners with sales management to understand process bottlenecks and inconsistencies.

  • Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is put in place.

  • Partner with Sales VP to develop annual strategic account plans and new recurring revenue projections.

  • Work closely with sales leadership to define and drive the optimal performance measurements and performance management programs required to ensure sales organization success.

  • Align reporting, training, and incentive programs with performance management priorities.

  • Works closely with sales management & Infrastructure Shared Services team to optimize the effectiveness of Sales systems and tools.

  • Ensures sales organization compliance with required standards for maintaining CRM data.

  • Ensures organizational adoption of and data integrity associated with CRM utilization.

  • In conjunction with VP Sales, defines the optimal Sales Organizational Structure & job design to meet Sales objectives.

  • Partner with Total Rewards Team annually to define compensation plans, quotas, and commissions and SPIFFS for the each Sales teams that drive optimal results.

  • Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.

  • Partner with Talent Development to create and operate effective onboarding programs to support new hire development and retention.

  • Partners with Sales Leadership to identify opportunities to improve new hire success ramp.

  • Coordinate and drive cross functional initiatives, proactively identifying dependencies and driving issues to resolution.

  • Conduct research and draw conclusions that support key strategic decisions across the sales team on everything from organizational structure and vertical assignments to process gaps to quota and compensation.

  • Escalation point to ensure contracts are within established compliance requirements.

  • Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.

  • Partners with Sales Leadership & and Talent Acquisition team to establish recruitment processes and profiles to ensure an available vibrant pipeline of sales talent.

  • Ensure that business is conducted with integrity at all times and that behavior aligns with iCIMS policies, procedures, and core competencies.


  • Minimum five years in sales operations, or sales process management role in a business-to-business SaaS sales environment.

  • Proven sales experience at enterprise businesses to C-level executives.

  • Proven ability to define sales process and training curriculum.

  • Strong process improvement methodologies and practices.

  • Proficient with Salesforce.

  • Strong analytical and data management skills.

  • Excellent judgement.

  • Experience working in a fast-paced, data-driven environment.

  • Experience modeling compensation and quota structures.

  • Strong ability to nurture great working relationships with various teams and leaders.

  • Ability to influence other teams to collaborate and support your initiatives.

  • Excellent communication (written and verbal), with the proven ability to effectively translate complex ideas and tailor key messages to multiple audiences.

  • Must have an ability to effectively translate data into actionable insights/strategies.

  • Ability to drive and manage change agenda as required.

  • Demonstrated commitment to exceptional customer experience.

  • A valid U.S. work authorization.

  • Travel: 10%

  • BS/BA degree required

ID 2017-3145

# of Openings 1

Location US-NJ-Matawan

Category Sales

Department Sales

Posting Level Management