Navigating Sales Ops Challenges: Insights from Netflix’s Isha Dhar

The Strategy Gap

In this episode of The Strategy Gap, Jonathan Morgan and Joe Krause sit down with Isha Dhar, a talented leader currently heading Global Sales Strategy and Operations for Netflix's new ads platform. With over 15 years of experience in sales operations, business development, and analytics at big names like Meta Platforms and Dell Technologies, Isha offers a treasure trove of insights. She’s got an MBA from UNC and an engineering degree from India, and she’s now based in Austin, Texas.
The conversation kicks off with Isha sharing why sales operations is so vital. She highlights its close connection to business metrics and customer needs. Isha’s passion for her field shines through—she got into sales operations almost by chance, and those experiences have been incredibly rewarding. She underscores the importance of data-driven insights for making strategic decisions and aligning sales strategies with the broader business goals.
Another big topic of discussion is how to handle failure with a “fail fast” mindset. Isha emphasizes learning from mistakes to continually improve processes. She also talks about the importance of cross-functional collaboration, urging listeners to break down silos within organizations so strategies can be executed effectively across departments. Drawing from her diverse experiences, she notes how approaches can vary depending on corporate culture and the growth stage of an organization.
Before wrapping up, Isha shares some great leadership tips: trust your instincts, build solid relationships, and prioritize data-driven decisions. These principles have been key to her success and are sure to resonate with anyone looking to grow in their career.
In this episode:
00:00 Passionate About Understanding and Influencing Business Success
05:45 Variations in Sales Operations: Revenue, Planning, Execution Strategies
07:02 Key to Success: Right Jobs, Data-Driven Insights
11:39 Turning Failure into a Learning Opportunity in Leadership
16:20 Evaluating Data to Set Precedents for Business Interests
19:21 The Importance of Building Relationships and Effective Communication
22:31 Embracing Good Intentions in Every Conversation
24:29 Impact of Organizational Structure on Decision-Making and Collaboration
27:58 Trusting the Process: Embracing Growth and Learning