IDC is seeking a highly driven and experienced VP of Sales Excellence to lead strategic initiatives that elevate the performance and productivity of our global sales organization. This role is a cross-functional leader focused on embedding a culture of high performance, operational discipline, and data-driven execution. You’ll partner with Sales, Sales Operations, Marketing, Product, Customer Success, HR, and IT to define and implement world-class sales processes, tools, metrics, and methodologies that accelerate growth and improve sales efficiency. This leader will be a key driver of enterprise transformation, fostering new ways of working and leading organizational change efforts that shift behaviors, mindsets, and culture from the top down. The role requires a proactive change agent with a passion for continuous improvement, strong stakeholder engagement, and demonstrated success in executing large-scale transformation programs.
Candidates must be based in the Eastern Time Zone to ensure alignment with global teams and key executive stakeholders.
Why IDC?
IDC is the most respected global technology market research firm. We are changing the way the world thinks about the impact of technology on business and society. Our people, data, and analytics create global technology insights that accelerate customer success. IDC was recognized by the Institute of Industry Analyst Relations (IIAR>) as the 2024 Analyst Firm of the Year for delivering critical, timely insights in coordinated efforts around the world, during a time when our customers faced unprecedented challenges.
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Responsibilities Define and lead the Sales Excellence strategy to drive consistent execution, productivity, and performance across the global sales teamEstablish and monitor performance metrics and KPIs to identify bottlenecks, uncover insights, and implement continuous improvement initiativesDrive the implementation and optimization of sales methodologies, processes, and playbooks in collaboration with Sales Operations and Product MarketingBuild and maintain a roadmap for sales process maturity and excellence across regions, segments, and teamsPartner with Sales Ops and Revenue leaders to assess sales productivity, identify improvement areas, and implement scalable solutions that drive conversion and velocityLead the evolution of sales onboarding and professional development programs to ensure salespeople are ramping quickly and consistently achieving targetsOversee the rollout of sales tools, CRM enhancements, and automation solutions that streamline workflows and enhance selling effectivenessDevelop and execute initiatives that support the growth of front-line managers through targeted coaching, frameworks, and performance accountability systemsDrive adoption of best-in-class sales practices through consistent communication, stakeholder engagement, and performance transparencyCreate frameworks for sales competency assessment and career progression, ensuring long-term talent development and succession planningAct as a change agent across the sales organization, ensuring new tools, processes, and strategies are adopted and embedded into daily operationsCollaborate with Marketing and Sales Leadership to ensure alignment on messaging, targeting, and campaign execution as part of the go-to-market motionQualifications BS/BA required; Master's or MBA preferredMinimum of 10 years in Sales, Sales Operations, or Sales Excellence roles, ideally within global B2B organizations.Proven experience leading field sales teams and driving measurable improvements in sales productivity and performanceStrong background in sales process design, methodology deployment, and performance optimizationDeep understanding of CRM systems (Salesforce, Oracle/NetSuite) and sales technology platforms (e.g., Seismic, Highspot, Gong).Experience managing change across complex organizations and influencing cross-functional stakeholdersStrong analytical and data storytelling skills; able to turn performance insights into actionExcellent communication, leadership, and interpersonal skillsOperates with urgency, agility, and a mindset of continuous improvementProficient in Microsoft Office and productivity tools
IDC, Inc. is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.
At IDC US, we are committed to fair and equitable pay practices. We pay our employees equitably for their work, commensurate with their individual skills and experience. Salary range and additional compensation, including discretionary bonuses and incentive pay, are determined by a rigorous review process. This process considers the experience, education, certifications, and skills required for the specific role, equity with similarly situated employees, as well as employer-verified US region-specific market data provided by an independent 3rd party partner. The expected total annual compensation, depending on location and experience, is between $290,000.- $325,000. USD and is inclusive of base salary and variable compensation.
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