Director - Sales Analytics & Enablement

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What We'll Bring:

Beyond the traditional business of furnishing credit reports for consumer lending, TransUnion provides clients with leading data, analytics and risk management solutions that help make efficient, informed and accurate decisions. We offer a broad array of solutions customized to each aspect of our clients’ business: credit risk management, background investigations, marketing segmentation, fraud and ID management. We pride ourselves on our ability to bring innovative ideas and solutions to market, leveraging our extensive experience in credit data and analytics. Our team represents a dynamic blend of industry experience, risk management solutions and analytics expertise.

What You'll Bring:

Sales Analytics, Revenue Operating Rhythm, Certainty & Performance Governance

• Establish and run a disciplined revenue operating rhythm for the South Africa business that improves forecast accuracy, execution consistency, and leadership confidence (e.g., weekly pipeline cadence, monthly forecast governance, quarterly business reviews).

• Create a single, trusted “source of truth” for performance by defining standards for data integrity, opportunity hygiene, and pipeline governance across Salesforce and supporting systems.

• Lead proactive analysis to improve revenue predictability—e.g., understanding the “why” behind performance variance, quantifying risk, and proposing interventions that improve consistency.

• Establish a robust forecasting framework that improves predictability through disciplined inputs, consistent validation, and transparent assumptions.

• You will extract and analyze revenue trends, insights and perform analysis of results and actionable data from internal systems, such as SalesForce, PeopleSoft, Tableau and other key databases.

• You will identify directional trends (upward or downward) and determine strategies to offset, mediate or repurpose into other markets (depending on the trend)

• Design and support performance deep-dives when trends shift (upward/downward), ensuring corrective action plans are implemented early and measured to closure

• Drive client segmentation insights and deepen understanding of top revenue-driving customers, growth whitespace, and share-shift opportunities to inform sales strategy and execution focus.

• Possess deep knowledge of TransUnion’s CRM system and other systems supporting sales operations activities.

• Require exceptional analytical and quantitative skills and ability to structure analyses to form data-driven solutions to ambiguous challenges.

• Lead the preparation of global revenue assurance and performance reporting decks for executive and board-level audiences.

• Synthesise complex sales and financial data into clear, compelling narratives that support strategic decision-making and stakeholder alignment.

• Drive consistency and excellence in storytelling across sales reporting, ensuring insights are communicated with clarity, relevance, and impact.

• Annually, you will be required to assist with compensation modelling for sales incentive programs, sales quotas and approvals; and your deep understanding of driving results will help inform this process.

• You will be involved in client segmentation, understanding our top revenue-driving clients, developing deep insights to key global accounts and helping with our Share Shift efforts to ensure International success.

• Primary liaison with finance to align performance reporting, quota attainment, and forecast assumptions and administering into the sales excellence programs for CRO.

• Creatively engage and influence global teams towards sales enablement best practices.

• Maintain a detailed understanding of theTransUnion solutions, services, software and systems

• Partners within business to maximize commercial efficiency

• Create improved overall coordination in analytics and reporting between SA and Africa Regions, including playing critical ‘link’ role, enabling One TUAfrica.

• Build practical frameworks for deal inspection and deal qualification, stage integrity and close-plan discipline, probability calibration and next-step governance.

• Enable sales leaders to operate with rigor by equipping them with: weekly insights, coaching prompts and standardised operating templates that uplift consistency and execution maturity.

Sales Enablement & Sales Support

You will lead the sales enablement & operations function to uplift seller productivity and execution quality

• Lead sales operations thought leadership—proactively identifying execution gaps, introducing best practices, and driving adoption across leadership layers. Lead sales operations/technology projects that improve operational efficiency, seller productivity, insights quality, and execution consistency

• Own and evolve the sales training curricula, ensuring content is aligned to the sales strategy and the realities of the South Africa market

• Drive the development of sales training and enablement content

• Partner with Solutions to facilitate product readiness and GTM activities that improve seller confidence and customer-facing effectiveness

• Facilitate training on business processes and standard ways of working that improve consistency, reduce friction, and strengthen execution discipline

• Partner with HR to sales skills and capability development

• Drive continuous improvement initiatives across sales processes and support teams to improve effeiciency and quality of execution

• Support and own day-to-day CRM administration and governance to ensure adoption, quality, and value generation from Salesforce

• Partner with business to facilitate and support the optimization of the contracting process to reduce seller operational burden

• Support CRO and sales special incentive design and modelling process

• Lead, coach and manage the sales enablement resource/s to support the sales organisation in delivering TransUnion’s strategy and customer value proposition.

• Performs other duties as assigned

Impact You'll Make:

As the Director Sales Analytics & Enablement, you will operate as a strategic partner to the Chief Revenue Officer (CRO) and sales leadership team, enabling greater speed to revenue and strengthening the commercial engine through rigorous analytics, insights, disciplined execution, and scalable enablement. The role has accountability for building revenue certainty, predictability, and consistency for the South Africa business and supporting alignment with Africa Regions. You will lead an integrated capability spanning Sales Analytics, Sales Enablement, and Sales Support, ensuring the CRO and sales teams have a clear line of sight to performance, early risk detection, and disciplined operating rhythms that drive execution, while also embedding a robust and structured sales training framework that builds core selling capabilities, strengthens commercial acumen, and drives consistent, high-quality execution across the sales organisation. The role is forward-looking and with proactive analysis that create confidence and believability in the pipeline, forecasts, sales execution, and performance commitments

You’ll bring your tenacity and leadership expertise along with at least 8-10 years’ experience supporting sales within a relevant environment (commercial, sales operations, analytics, enablement, or financial services), with demonstrated ability to lead teams and drive performance outcomes. Bachelor’s degree in Finance, Accounting, Economics or a related commercial field

• Strong financial background with the ability to interpret revenue performance, sales forecasting, margin dynamics, and commercial drivers.

• Demonstrated experience working with financial models, budgeting, and revenue analytics to support strategic planning and performance tracking.

• Commercial and analytical excellence: Exceptional analytical and quantitative skills, with the ability to structure data-driven solutions to ambiguous challenges and draw actionable insights

• Business maturity: Strong ability to understand, articulate, and confirm key business questions that require analysis and insights; comfort operating with senior leadership and across cross-functional stakeholders.

• Forecasting and performance acumen: Demonstrated experience in trending, forecasting, analysing sales metrics, and driving actions that improve predictability and performance.

• Problem-solving and rigour: Excellent troubleshooting and problem-solving skills, paired with strong attention to detail and a natural curiosity to connect the dots across data and commercial context.

• Proven ability to build, motivate, and inspire a team—setting standards, uplifting capability, and embedding a high-performance culture.

• Advanced skills with Salesforce.com, MS Word, Excel, and PowerPoint. Familiarity with ETL and data visualization tools.

• Ability to communicate complex ideas effectively – both verbally and in writing

• Strong ability to work independently in a fast-paced environment, prioritizing tasks according to business needs and seeking to contribute significantly.

• Must have advanced skills using Microsoft Office tools such as manipulating complex Excel formulas, pivot tables, and charts to provide detailed analytical reports.

• Ability to collaborate and work with peers globally to provide support, input and assistance as needed to meet the requirement of the role

• Proven ability to extract insights, trends and themes from data and able to communicate the storyboard and guide the direction of the end user in a succinct and efficient manner.

• Business and financial acumen which includes reporting, budgets, ROI, strategy and forecasting.

This is a hybrid position and involves regular performance of job responsibilities virtually as well as in-person at an assigned TU office location for a minimum of two days a week.

TransUnion Job Title

Director, Sales Enablement