Senior Director, Sales Operations

| Austin, TX, USA
Employer Provided Salary: 188,000-235,000 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.
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About us

At Udemy, we’re on a mission to transform lives through learning. We’re a leading online skills marketplace and learning platform, serving more than 69 million learners and 15,700 organizations globally. Our goal is to provide flexible and effective skill development, empowering individuals and organizations to keep pace with innovation and prepare for the future of work.

We believe that talented people are everywhere, but oftentimes, those dream opportunities are hard to come by. That’s why we’re focused on revolutionizing learning, leveraging the deep expertise of Udemy’s 75,000 instructors and the power of our platform, to help individuals sharpen their skills and harness their full potential.

This hybrid position requires two days per week in our Austin office.

About you 

We are seeking a highly skilled and experienced Senior Director of Sales Strategy and Operations to join our mission at Udemy to improve lives through learning. In this role, you will be responsible for leading and executing initiatives to drive sales growth, optimize operational efficiency, and enhance overall sales performance. The ideal candidate will have a strong background in sales strategy development, sales operations management, people leadership and a proven track record of driving profitable revenue growth in the SaaS industry at scale of $1B+ ARR.

About this role 

The Senior Director of Sales Operations will play a pivotal role in driving business results, profitability, forecasting accuracy, and creating scalable processes within the Udemy Business organization. This position requires a proactive leader with strong analytical capabilities, critical thinking, problem-solving skills and operational excellence mindset. The ideal candidate will collaborate closely with sales leadership and be the ops partner to the Global Sales leader of Udemy Business, while ensuring alignment with other key business functions such as Marketing, Customer Success, Partners and Finance.They will lead a direct team of Sales ops partners aligned to Regions and Business Development function, and Sales compensation.

Key Responsibilities:

  • Sales Strategy:
    • Develop and implement a comprehensive sales strategy including segmentation and coverage model aligned with the company's goals and objectives.
    • Analyze market trends, customer insights, and competitive landscape to identify growth opportunities and market positioning strategies.
    • Collaborate with executive leadership to define sales targets, forecast sales performance, and track key metrics to measure success.
  • Sales Operations Management:
    • Support sales leadership to deliver the financial and operational results every quarter.
    • Lead the sales operations team to ensure rigor and efficiency in sales processes, including sales forecasting, pipeline management, and deal reviews.
    • Optimize sales workflows, systems, and technologies to streamline operations and enhance productivity.
    • Support sales enablement programs to empower the sales team with the necessary tools, resources, and training to drive revenue growth.
  • Performance Analytics and Reporting:
    • Establish OKRs and metrics to evaluate sales performance, productivity, and revenue growth.
    • Conduct regular performance reviews including weekly forecasting, MBR (Monthly Business Review), QBR (Quarterly Business Review), etc., analyze sales data, and generate actionable insights and recommendations for continuous improvement.
    • Prepare and present comprehensive sales reports, forecasts, and dashboards to executive leadership and stakeholders.
  • Cross-Functional Collaboration:
    • Collaborate closely with marketing, customer success, and finance teams to align sales strategies with overall business objectives, pricing strategies, opex budget guidelines, etc.
    • Drive cross-functional initiatives to improve customer acquisition, retention, and upsell opportunities through data-driven insights and customer feedback.
  • Leadership and Team Development:
    • Provide strong leadership, mentorship, and guidance to the sales strategy and operations team, fostering a culture of accountability, innovation, and continuous learning.
    • Recruit, onboard, and develop top talent within the sales operations function, ensuring a high-performing and engaged team that is results oriented.

What you'll be doing

  • Lead change by introducing best practices for operational excellence at scale.
  • Act as the primary business partner to the Udemy Business SVP of Sales, providing strategic guidance and support.
  • Ensure alignment of sales operations with strategic business objectives.
  • Provide insights to the business based on data analysis of historical performance to identify opportunities for improvement.
  • Ensure successful sales execution by implementing and optimizing core sales processes.
  • Evolve the sales technology stack to meet the evolving needs of the business with an eye on simplification and cost optimization.
  • Own all aspects of quota and capacity planning, including managing and iterating on compensation and quota design to drive desired behaviors. 
  • Implement accurate and consistent forecasting practices for sales in order to enable informed decision-making.
  • Develop and lead all Sales Revenue, and compensation operation teams, including providing coaching & development to managers and individual contributors. 

What you’ll have

  • Proven experience of 8+ years of building and leading a sales operations team.
  • Track record of scaling high-growth B2B SaaS sales organizations of $1B+ ARR.
  • Experience developing and implementing compensation, territory, and capacity models.
  • Strong analytical skills with the ability to translate data into actionable insights.
  • Excellent verbal and written communication skills, with the ability to effectively communicate with senior leaders.
  • Ability to influence sales execution and lead change management initiatives.

We understand that not everyone will match each of the above qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!

Life at Udemy 

We aspire to be as vibrant and dynamic as the communities we serve, as inquisitive as those who use our platform, and as revolutionary as the future we strive to open for everyone. Here are some of the things we love about life at Udemy:

  • We’re invested in creating an inclusive environment that welcomes a diverse range of backgrounds and experiences. From creating employee resource groups, ensuring we’re a Fair Pay Workplace, and building a flexible work culture, our belonging, equity, diversity, and inclusion (BEDI) initiatives always put our people first. We want you to be able to bring your authentic self to work because when we all do, we’re better for it.

  • Learning is what we do – inside and out. Our Learning & Development team is second to none, helping ensure your journey is one of continuous progression. You’ll also have unlimited access to Udemy courses, monthly UDays (meeting-free professional development days), and a generous annual professional development stipend.

  • Our reason to exist is to revolutionize learning – that calls for taking risks and learning from failures. Whether it’s our hackathons (a company-wide effort to envision new possibilities for our product) or sharing our prototypes, we see experimentation as a crucial step on the path to success.

  • We’re committed to creating world-class employee experiences and are proud of the recognition of this by Great Place to Work.

Of course, the best thing about being part of Udemy is knowing your work makes a difference for people and organizations around the world. You’ve got the skills; why not use them to help others develop theirs?

At Udemy, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability. We will consider for employment qualified applicants with arrest and conviction records.

Our Benefits Start With U

Our benefits package at Udemy “starts with U” and is grounded in mission-driven benefits that intentionally align with our core values. Here’s a sneak peek at just a few highlighted benefits if you’re a full-time Udemate based in the United States:

  • Core Benefits: Comprehensive medical, dental, vision, life/AD&D, and disability coverage

  • HSA/FSA/Commuter: Pre-tax savings/spending plans, including HSA employer contributions

  • Transgender Benefits: Expanded medical coverage for gender-affirming care

  • Parental Benefits: Financial assistance for fertility (including egg-freezing), adoption, and surrogacy expenses; twelve weeks of paid family bonding for birth, surrogacy, adoption, and foster placement (plus up to six to ten weeks of paid disability leave for birthing parents) as well as a two-week “ease-back” program that enables parents to return part-time at full pay

  • Whole U: Fully paid memberships for meditation/mindfulness, therapy/coaching visits, financial planning, fertility and family building, maternity and newborn care, parenting and pediatrics, menopause care, breastmilk shipping, and caregiving support

  • Learning: Free access to Udemy and Udemy Business plus a yearly stipend to spend on professional development

  • Retirement: Pre-tax and Roth 401(k) plan with an employer contribution

  • Charitable Giving: Corporate charitable match for eligible nonprofits and charities

  • Vacation: Flexible vacation for salaried Udemates and fifteen days per year for hourly

  • Holidays: Twelve paid holidays throughout the year

Information regarding data privacy is available within the Udemy Careers Privacy Notice.

At Udemy, we strive to be transparent around compensation. Actual compensation for this role is based on several factors, including but not limited to job-related skills, qualifications, experience, and specific work location due to differences in the cost of labor. In addition to a base salary, this role is also eligible for benefits, equity and a bonus. 

Hiring Compensation Range

$188,000$235,000 USD

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Technology we use

  • Engineering
  • Sales & Marketing
    • JavascriptLanguages
    • KotlinLanguages
    • PythonLanguages
    • RLanguages
    • SqlLanguages
    • jQueryLibraries
    • ReactLibraries
    • Twitter BootstrapLibraries
    • Angular.JSFrameworks
    • DjangoFrameworks
    • HadoopFrameworks
    • KafkaFrameworks
    • Node.jsFrameworks
    • MemcachedDatabases
    • MySQLDatabases
    • RedisDatabases
    • AWS (Amazon Web Services)Services
    • WordpressCMS
    • LinkedIn SalesNavigatorCRM
    • SalesforceCRM
    • SalesLoftCRM
    • GainsightCRM
    • BoostupCRM
    • HighSpotCRM
    • LookerCRM
    • MailChimpEmail
    • MarketoLead Gen
    • ZoomInfoLead Gen
    • VidyardLead Gen
    • 6senseLead Gen

Location

823 Congress Ave, Suite 502, Austin, TX 78701

An Insider's view of Udemy

What's the biggest problem your team is solving?

I think my colleagues would all have different answers. For me, I think that we help drive organizations towards developing a more intentional learning approach. Intentional learning fosters a growth mindset, which can be tied to team and/or business goals.

Stacee

Corporate Account Executive

How does the company support your career growth?

For a company who preaches the importance of career development and growth, Udemy walks the talk. In just six months, I've seen multiple team members earn promotions, and it's talked about during every review I've ever had with leadership. I'm confident I have the resources, support, and training I need to make leaps and bounds internally.

Miller

Corporate Account Executive

How do you empower your team to be more creative?

We ask team members to spend at least 10% of their time on a project of their choosing, that could help achieve Udemy's OKRs. This is an opportunity for them to do something that will feed into their interests while making an even bigger impact on our company. One partners with The Last Mile, helping incarcerated individuals reenter the workplace.

Han Hong

Senior Manager, Customer Success

How does the company support your career growth?

From day one, Udemy has provided me numerous opportunities to lead high-visibility engineering projects that improve our customers' experience. My team always encourages me to pitch ideas for product enhancements and tech-platform improvements while ensuring I have the time and resources to make those ideas a reality.

Stephen

Senior Software Engineer

What are Udemy Perks + Benefits

Udemy Benefits Overview

Through a partnership with Alliant Employee Benefits, Udemy offers a competitive benefits package. A selection of comprehensive medical plans are available as well as family building services, dental, vision coverage, a competitive 401k, commuter benefits, life & disability insurance as well as parental leave and vacation days.

Udemy also recognizes the importance of mental health among the workforce and partners with Modern Health to ensure support is available as required.

Culture
Volunteer in local community
Udemy employees volunteer at A Precious Child, Spark, Tusla, LÖSEV, and more.
Partners with nonprofits
Udemy's partnerships include The Last Mile, Upwardly Global, AnnieCannons, SV Academy, and Sentinels of Freedom.
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Employee resource groups
Employee-led culture committees
Hybrid work model
In-person revenue kickoff
President's club
Flexible work schedule
We offer a 2-week ease-back program to help new parents slowly return to work.
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Employees learn what unconscious bias is, how unconscious bias harms people and companies, and how to identify your own unconscious biases.
Mean gender pay gap below 10%
Diversity employee resource groups
Udemy currently has 10 employee resource groups. Our groups focus on different races, genders, the LGBTQIA+ community, neurodiversity and mental health, parents, and more.
Hiring practices that promote diversity
Our balanced hiring strategies focus on strategic partnerships, events, and resources to broaden our reach and create equitable and inclusive recruiting practices.
Diversity recruitment program
Health Insurance + Wellness
Flexible Spending Account (FSA)
Employees can contribute up to $2,850 annually to their healthcare FSA and up to the $5,000 annual household limit for dependent care FSA.
Disability insurance
Short-term disability covers 66.67% of your regular pay, capped at $2,500 per week for up to 26 weeks. Long-term disability covers 66.67% of your regular pay, capped at $20,000 per month.
Dental insurance
Our dental plan covers $2,000 of expenses per year with an option to buy up to a plan covering $3,000.
Vision insurance
In-network eye exams on our vision plan have a $10 copay with a $180 annual limit for contact lenses and frames.
Health insurance
We have PPO, HDHP, and HMO options available.
Life insurance
Udemy provides Basic Life and AD&D benefits at no cost to employees. AD&D pays 2x your annual salary, capped at $500,000. Employees can purchase additional life and AD&D insurance.
Pet insurance
PlanPet offers employees a 10% discount on pet insurance plans.
Wellness programs
As a part of our Whole U program, Udemy is proud to offer Modern Health to provide Udemates across the globe with comprehensive mental health support.
Mental health benefits
Benefits include and coaching through Modern Health, meditation and mindfulness through Headspace, and Employee Assistance Programs for mental health support, resources, and more.
Transgender health care benefits
Financial & Retirement
401(K)
401(K) matching
We offer an annual match of 25% of your contribution, up to the first 6% of your salary (capped at $500 annually). Any match vests 50% after one year of employment and 100% after two years.
Company equity
Udemy offers restricted stock units. New hires will vest 25% of their RSUs on the first anniversary of the grant date, then in equal quarterly installments for an additional 3 years.
Employee stock purchase plan
Eligible employees can purchase company shares at a 15% discount and are capped at an annual maximum of $21,250 USD.
Performance bonus
Charitable contribution matching
Udemy matches dollar for dollar (up to $100), per full-time employee per year, to eligible nonprofits and charities that carry a 501(c)(3) tax status (or equivalent internationally).
Child Care & Parental Leave
Childcare benefits
We offer a care concierge through Wellthy and parenting support through Maven. Our Flexible Spending Accounts can also cover daycare expenses for children and mentally/physically disabled dependents.
Generous parental leave
In addition to state and federal parental leave, we offer 12 weeks’ parental leave at 100% base salary.
Family medical leave
Adoption Assistance
We provide a combined $25k lifetime benefit for eligible fertility, adoption, and surrogacy expenses.
Return-to-work program post parental leave
Fertility benefits
Vacation + Time Off
Unlimited vacation policy
Generous PTO
Full-time hourly employee accrue 5 hours per pay period (15 days per year). Salaried employees have non-accrued and flexible Discretionary Time Off.
Paid holidays
Paid sick days
Flexible time off
Bereavement leave benefits
Office Perks
Commuter benefits
We offer commuter benefits through Twic, allowing employees to set aside pre-tax dollars from their paychecks to use on eligible parking and/or transit expenses (up to $280 per month pre-tax each).
Company-sponsored outings
Our Workplace team and Culture Club set up on-site and off-site events, such as monthly happy hours, annual summer picnics and holiday parties, tickets to a local baseball game, and more.
Free daily meals
Employees in the office get free lunch twice a week.
Free snacks and drinks
Snacks and beverages are available at all times in our office kitchens.
Some meals provided
Lunches are served every week on Wednesday and Thursday.
Company-sponsored happy hours
Udemy hosts monthly happy hours at their offices.
Onsite office parking
Relocation assistance
Home-office stipend for remote employees
Upon hire, a one-time $500 work-from-home reimbursement is available to employees who do not have access to a desk in one of our offices. They are also eligible to submit a monthly $35 WFH expense.
Professional Development
Job training & conferences
Udemy offers free access to the entire Udemy and Udemy Business course libraries. We also offer an internal mentorship program, career development programs, DEI learning paths, and more.
Lunch and learns
Learning Walks combine photography, Udemy mobile, and inspiration to encourage employees to get away from their desks to learn. Guest Voices bring perspectives outside of Udemy to inspire and teach.
Promote from within
Mentorship program
MentorU connects people who want to learn from more experience employees across the organization so both mentor and mentees develop a deeper understanding of how to be successful at Udemy.
Continuing education stipend
We offer up to $1,500 annually for external learning opportunities after six months of employment.
Continuing education available during work hours
Our UDays allow employees to dedicate one work day per month for personal and professional learning. Udemy DEAL hour encourages everyone to spend one hour each month for learning.
Online course subscriptions available
Personal development training
Virtual coaching services

Additional Perks + Benefits

Udemy has a robust culture of continuous learning and a commitment to democratizing education for all. We not only promote professional growth and development, but create the space and provide the resources so our employees can actively learn and develop their skills.

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