Careers at i4cp

Ranked by Inc. Magazine as one of the 5,000 fastest-growing private companies, the Institute for Corporate Productivity (i4cp) is the leading authority on next practices in human resources. We produce more research than any other human capital research firm in the world, and many of the world’s most prominent organizations and HR (Human Resources) leaders turn to i4cp to better capitalize on emerging workforce trends. Supported by a powerful community of human capital practitioners, we provide insights that help organizations better anticipate, adapt, and act in a constantly changing business environment.

The i4cp Senior Director of Member Development is responsible for attracting new member organizations, typically Fortune 1000, to join the i4cp member network. Successful candidates will have a proven track record of overachievement in selling HR-based solutions to Fortune 1000 organizations and C-level executives. This individual will be comfortable interacting with CHROs and senior level HR buyer, and will be results-oriented, input-focused, entrepreneurial, and a team player.

• Geographic territory management
• Discover needs, architect and offer solutions that are in alignment with prospect’s business objectives
• Create and manage sales opportunities with top prospects in territory
• Exceed new business quarterly sales objectives ($500K quarterly)
• Build and manage a pipeline of Fortune 1000 opportunities that support achievement of quota
• Submit accurate new business forecasting on a weekly basis
• Lead insightful conversations about salient business and human capital issues across all industries and particularly how i4cp’s High Performance Organization and Next Practice research supports and increases organizational effectiveness
• Plan and execute annual territory strategy with supporting account and opportunity plans
• Manage post sale strategic account relationships to uncover upsell and cross-sell opportunities
• Enter and maintain data accurately through salesforce.com CRM
• Develop and maintain in-depth understanding of i4cp’s complete value proposition across all services and solutions
• Become an expert in i4cp research and offerings and serve as a go-to source for members and prospects who want more information concerning our solutions
• Observe, understand and communicate current business and human capital management trends

• Accountable – Proven ability to meet goals, effective hunter and farmer
• Transparent – Exchange thoughts and ideas effectively (both written and verbal), with strong credibility, conciseness, and storytelling ability
• Member-driven – Trusted, strategic partner and thought-leader with strong industry knowledge
• Growth Mindset – Effectively leverage tools, data and technology to enable growth.

• 5+ years of proven Fortune 1000 new business sales success (exceeding a $1.5M quota)
• Proven ability to initiate and develop conversations/relationships with C-level Human Resources executives of major corporations
• Demonstrated success selling human resources solutions
• Compelling written and persuasive oral communication skills
• Track record of success in executing complex sales cycles

In addition to the impactful, industry-leading work and wonderful team, i4cp also shares the following:

• World-class medical, dental, and vision benefits
• Paid time off benefits, including company holidays
• Remote work environment
• Equity compensation benefits
• Opportunities to annually attend the i4cp Next Practices Now Conference and participate in professional development
• Access to a network of the world’s leading human capital thought leaders, researchers, and practitioners

Ranked by Inc. Magazine as one of the 5,000 fastest-growing private companies, the Institute for Corporate Productivity (i4cp) is the leading authority on next practices in human resources. We produce more research than any other human capital research firm in the world, and many of the world’s most prominent organizations and HR (Human Resources) leaders turn to i4cp to better capitalize on emerging workforce trends. Supported by a powerful community of human capital practitioners, we provide insights that help organizations better anticipate, adapt, and act in a constantly changing business environment.

The Director, Sales Operations oversees and optimizes the systems, processes, and strategies that support the sales team. This role ensures the sales organization operates efficiently and effectively by leveraging data, technology, and cross-functional collaboration to drive revenue growth, improve productivity, and enhance customer experience. A strong focus on generative AI capabilities and Salesforce expertise will be key to success in this role. This role reports to the VP of Membership.

There are several pillars as the focus of this role:

Strategic Leadership:

• Develop and implement a comprehensive sales operations strategy to support the organization’s sales goals.
• Collaborate with sales leadership to identify priorities, address challenges, and improve overall performance.

Sales Process Optimization:

• Design, document, and refine sales processes to improve efficiency and effectiveness.
• Identify and remove bottlenecks in the sales process to streamline the customer journey.

Data and Analytics:

• Analyze sales data and KPIs to provide actionable insights to leadership.
• Develop and maintain dashboards, reports, and forecasts to track sales performance and trends.
• Use analytics to identify opportunities for growth and areas of improvement.

Generative AI and Innovation:

• Implement and leverage generative AI tools to enhance sales forecasting, content creation, and personalized customer outreach.
• Identify and deploy AI-driven solutions to automate workflows and improve operational efficiency.

Sales Enablement:

• Partner with sales leaders to design and execute onboarding programs, training initiatives, and resources to support team success.
• Ensure sales teams have the tools, materials, and support needed to achieve targets.

Forecasting and Planning:

• Drive accurate sales forecasting and planning processes in collaboration with sales and finance teams.
• Monitor and report on pipeline health, quota attainment, and resource allocation.

Cross-Functional Collaboration:

• Work closely with marketing, finance, and product teams to align sales efforts with organizational objectives.
• Act as a liaison between sales and other departments to improve communication and collaboration.

• Collaborative – Work effectively with others, build strong relationships, and foster a collaborative culture within the organization.
• Communicative – Exchange thoughts and ideas effectively (both written and verbal), with strong credibility, conciseness, and storytelling ability.
• Sales Process Optimization and Enablement – Ability to design and advance sales initiatives and projects through the critical stages while delivering on tasks (with a keen attention to detail) as well as facilitating input from stakeholders across the organization.
• Insight driven – Ability to convert data from multiple sources into usable insights and to create compelling stories for practitioner-ready sales resources.
• Innovative, systems thinker – Ability to understand and prioritize investments of i4cp resources in advancements in process and solutions to improve the prospect and member experience.

• 7+ years of experience in sales operations, sales enablement, or a related role.
• Proven track record of optimizing sales processes and managing teams.
• Strong analytical and problem-solving skills.
• Proficiency in CRM platforms (e.g., Salesforce), with Salesforce certifications (e.g., Administrator, Advanced Administrator, or Sales Cloud Consultant) preferred.
• Experience implementing and leveraging generative AI tools for sales operations.
• Excellent communication (verbal and written), well-developed presentation skills, and collaboration abilities.
• Ability to lead change and drive alignment across multiple teams.
• Human capital experience working as a practitioner/consultant along with an interest in human resource research and emerging practices, preferred.
• Bachelor’s degree in Business Administration, Marketing, or a related field (MBA preferred).

• World-class medical, dental, and vision benefits.
• Paid time off benefits, including company holidays.
• Remote work environment.
• Bonus opportunity and equity compensation benefits.
• Opportunities to annually attend the i4cp Next Practices Now Conference and participate in professional development.
• Access to a network of the world’s leading human capital thought leaders, researchers, and practitioners.