Head of Sales Operations

About the Team

At GOAT Group, the Business Development team is central to the strategic growth of our company. Composed of individual teams that handle Strategy, New Business Initiatives, Partnerships and Account Management, the department leads a global supply-focused initiative that works with brand partners, retailers and power sellers to secure new inventory and widen exposure for GOAT Group. As our company continues to expand both at home and abroad, you will play an integral part in this exciting next chapter.

Role Overview

As the Head of Sales Operations, you will be the strategic architect behind our growth engine. You won't just manage traditional dashboards; you will actively integrate AI-driven automation, predictive analytics, and machine learning into our sales workflows to directly influence top-line growth.

The ideal candidate thrives at the intersection of data, technology, and human motivation, turning complex marketplace dynamics into actionable sales plays.

Our mission for this role is to eliminate friction for our sales team, maximize lead velocity, and build a scalable infrastructure that predictably doubles our seller and listing footprint year-over-year.

In this role, you will:

Process Architecture & Lead Management

• Pipeline Engineering: Design and manage the end-to-end sales funnel for seller acquisition (Lead > Prospect > Onboarded > Active Listing).
• Lead Generation Strategy: Operationalize inbound and outbound lead flows. Implement tools and workflows to ensure the sales team is targeting the highest-value sellers with the right product categories.
• Friction Reduction: Audit the seller onboarding journey to identify and remove bottlenecks, ensuring sellers can list products as quickly as possible.

Performance Reporting & Analytics

• Single Source of Truth: Build and maintain dashboards that track KPIs, including seller acquisition costs (CAC), conversion rates per stage, and Time to First Listing.
• Forecasting: Provide leadership with accurate supply-side growth forecasts based on pipeline velocity and historical data.
• Listing Health: Track not just the number of sellers, but the volume, quality of products listed and pricing to ensure marketplace liquidity.
• KPI Reporting: Define, track, and report on key performance indicators (KPIs) for individual reps and the broader sales organization.

Sales Incentives & Compensation

• Plan Design: Create and manage sales incentive programs (SIPs) that align rep behavior with business goals.
• Quota Setting: Establish fair, challenging, and data-backed quotas for the sales and account management teams.
• Contests & SPIFFs: Design short-term incentives to drive immediate action during seasonal peaks or new category launches.

Tech Stack & Enablement

• CRM Ownership: Serve as the primary administrator for our CRM, ensuring data hygiene and building automation that saves reps time.
• Sales Enablement: Equipping the team with the playbooks, scripts, and competitive intelligence needed to convert savvy sellers.

We are looking for:

• Experience: 7+ years in Sales Operations, with at least 2–3 years in a marketplace or platform-based business.
• You understand the unique challenge of "selling" a platform to sellers (brands, retailers, individual sellers).
• Analytical Mindset: You look at a spreadsheet and see a story, you capture the “why” behind the numbers.
• You are deeply analytical but can translate complex data and insights into simple, executable strategies for the sales team.
• AI & Automation Expertise: Hands-on experience implementing and managing AI-powered sales tools.
• Strong understanding of how to leverage predictive analytics and machine learning models for forecasting and pipeline health.
• Incentive Expert: You understand the psychology of sales reps and know how to build comp plans that motivate without creating perverse incentives.
• Builder Mentality: You are comfortable moving from high-level strategy to deep into the weeds to fix a broken automation or clean a lead list.