Head of Sales Operations and Performance

Head of Sales Operations (Australia & Singapore)

Purpose

The Head of Sales Operations is responsible for leading the operational performance, governance, and continuous improvement of the commercial sales function across Interprit and TVIP throughout Australia and Singapore.

The role is accountable for ensuring the sales organisation consistently achieves revenue and profitability targets by providing leadership across sales operations, forecasting, pipeline management, commercial governance, partner engagement, sales enablement, coaching, reporting, and continuous improvement.

Working closely with Executive Leadership, Marketing, Delivery, Finance, Recruitment, Microsoft, and strategic partners, the Head of Sales Operations & Commercial Excellence builds a disciplined, scalable, and high-performing commercial organisation that supports the growth of both businesses.

We are looking for leaders who have proven success leading sales for BPO's or Global IT Professional Services.

Reporting Lines

Reports To: Managing Director / General Manager

• Executive Leadership Team
• Sales Representatives
• Marketing
• Finance
• Delivery & Professional Services
• Recruitment & Workforce Planning
• Customer Success

• Microsoft
• Strategic Technology Partners
• Sales Enablement & Training Partners
• Referral Partners
• Customers & Prospective Customers
• Legal & Commercial Advisors

High-Level Responsibilities

• Own the operational performance of the commercial function across Interprit and TVIP.
• Drive achievement of revenue, gross margin, and sales performance targets.
• Establish and manage the sales operating rhythm, including weekly, monthly, and quarterly business reviews.
• Identify performance risks and implement improvement strategies.
• Foster a high-performance sales culture focused on accountability and continuous improvement.

• Own and continually improve the end-to-end sales operating model.
• Maintain accurate sales forecasting and pipeline reporting.
• Ensure CRM data integrity, reporting accuracy, and process compliance.
• Develop and optimise sales workflows, governance, approval processes, and operational standards.
• Produce executive reporting that provides visibility into sales performance, forecasts, and commercial risks.

• Ensure sufficient qualified pipeline exists to achieve growth objectives.
• Review opportunity progression and conversion performance.
• Improve forecasting accuracy and sales velocity.
• Support strategic opportunity planning and executive deal reviews.
• Monitor pipeline health across both business brands.

• Build and maintain a high-performing sales capability across both businesses.
• Develop and maintain sales playbooks, methodologies, and standard operating procedures.
• Coordinate internal coaching and external sales training initiatives.
• Leverage Microsoft and strategic partner programs to improve sales capability.
• Drive consistent adoption of best-practice sales methodologies.

• Oversee commercial quality and governance across proposals, quotations, pricing, contracts, and approvals.
• Ensure commercial documentation is accurate, compliant, and professionally presented.
• Coordinate with Finance and Legal to manage commercial risk.
• Improve proposal quality, turnaround times, and customer experience.

• Develop strong relationships with Microsoft and strategic technology partners.
• Maximise partner-funded programs, co-selling initiatives, and sales enablement opportunities.
• Coordinate partner engagement activities across both businesses.
• Identify opportunities to increase partner-generated revenue.

• Own operational administration of the commercial function.
• Maintain contract templates, proposal assets, pricing documentation, and sales collateral.
• Improve efficiency through standardisation and automation of sales processes.
• Ensure commercial systems remain accurate and effective.

• Contribute to annual commercial strategy and business planning.
• Identify market trends, competitive positioning, and growth opportunities.
• Support expansion initiatives across Australia and Singapore.
• Recommend improvements to organisational structure, capability, and commercial maturity.

Key Outcome Ownership

The Head of Sales Operations & Commercial Excellence is accountable for:

• Revenue growth across Interprit and TVIP.
• Gross margin performance.
• Sales forecasting accuracy.
• Pipeline health and conversion.
• CRM quality and reporting integrity.
• Commercial governance and contract quality.
• Sales process maturity.
• Sales capability development.
• Partner engagement effectiveness.
• Proposal quality and turnaround times.
• Executive sales reporting.
• Continuous improvement of commercial operations.

Performance Indicators

Success in the role will typically be measured through:

• Revenue achievement
• Gross margin performance
• Gross profit growth
• New customer acquisition
• Customer expansion revenue

• Pipeline coverage
• Opportunity conversion rate
• Forecast accuracy
• Sales cycle duration
• Win rate
• Average deal value

• CRM data quality
• Reporting accuracy
• Proposal turnaround times
• Contract processing efficiency
• Sales process compliance

• Coaching cadence achieved
• Sales training completion
• Playbook adoption
• Sales competency improvements
• Team performance improvement

• Partner-generated opportunities
• Co-sell engagement
• Partner incentive utilisation
• Joint sales initiatives

Performance Incentive

This role participates in the company's performance incentive program.

The incentive structure is designed to reward both organisational commercial success and operational excellence rather than individual sales activity alone.

The program may include performance measures relating to:

• Achievement of company revenue and gross margin targets.
• Commercial performance across Interprit and TVIP.
• Pipeline health and forecasting accuracy.
• Sales capability development and coaching outcomes.
• Commercial governance and operational excellence.
• Strategic contribution to significant customer opportunities.

Where the role directly originates or materially contributes to strategic customer wins, additional commission or incentive payments may apply in accordance with the company's sales incentive framework.

Role Boundaries (Explicitly Out of Scope)

The Head of Sales Operations & Commercial Excellence is responsible for building and operating a high-performing commercial organisation but is not primarily responsible for:

• Carrying an individual sales territory or personal sales quota, except where supporting strategic opportunities.
• Marketing strategy, campaign execution, or brand management.
• Technical solution architecture or project delivery.
• Customer delivery or operational service management.
• Finance, payroll, or business operations unrelated to the commercial function.
• HR policy ownership outside leadership and development of the sales organisation.