Director, Global Sales Operations

| Cambridge
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Devo is the only cloud-native logging and security analytics platform that releases the full potential of your data to empower bold, confident action. With unrivaled scale to collect all of your data without compromise, speed to give you immediate access and answers, and clarity to focus on the signals that matter most, Devo is your ally in protecting your organization today and tomorrow. Headquartered in Cambridge, Mass., Devo is backed by Insight Partners, Georgian, TCV, General Atlantic, Bessemer Venture Partners, Kibo Ventures and Eurazeo. Learn more at www.devo.com

Devo is proud to be recognized as a Great Place to Work®

Responsibilities:

  • Partner closely with our Sales, Customer Success, and Marketing Operations leaders and their teams, serving as subject matter expert in revenue operations to monitor and report on the sales funnel from lead generation through to deal.
  • Determine and direct operational priorities connected to new business and customer acquisition, growth, customer success (retention) to effectively achieve revenue goals
  • Establish high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales, marketing, and finance organizations.
  • Partner with GTM management to oversee day-to-day process execution and identify problems, recommend/take corrective action, and communicate performance results and/or changes throughout the sales organization and cross-functional business unit team.
  • Develop process, systems and productivity metrics to ensure our teams are hitting their performance targets. Incorporate early detection and identification into the process to ensure timely actions are taken.
  • Evolve the methods and tools to measure, report and recommend improvements on sales effectiveness and enablement.
  • Partnering with Sales Leadership, Strategy, Finance, and Legal on pricing optimization, contract standardization, and quote-to-contract efficiencies.
  • Equitably assign salesforce quotas and territories while ensuring the firm's financial objectives are optimally allocated to all sales channels and resources through the quota program. Accountable for the timely assignment of all sales organization objectives.
  • Own the tech stack of the Revenue org: evaluate, implement, adopt and improve. Prioritize investments in enabling technologies in support of sales organization productivity including enhancements to the company Customer Relationship Management technology and Sales Engagement platforms.
  • Maintain data governance and quality assurance
  • Optimally deploy sales personnel, making recommendations for sales roles, coverage models, or team configurations in order to maximize sales productivity.
  • Manage and provide inputs to senior leadership in the development and administration of sales incentives and compensation programs.

Basic Qualifications

  • 8+ years of sales/business operations or sales management experience in a high-growth tech SaaS environment.
  • Experience successfully managing analytically rigorous corporate initiatives leveraging sales metrics and benchmarking.

Preferred Qualifications

  • Ability to hire and train new employees and provide ongoing developmental support to all team members
  • Strong communication, listening, and negotiation skills; able to convey important messages in a clear and compelling manner
  • Effective at communicating "what is possible" and what will have the biggest impact on the business
  • Proven ability to identify and lead growth enabling initiatives for rapidly scaling organizations
  • Well-organized, strong communication skills and ability to manage and influence direct and indirect reports with high motivation for continuous improvement and ability to drive impact.
  • Experience architecting and managing revenue systems from ground up - CRM, Marketing Automation (Salesforce ideal)
  • Business Intelligence, Analytics and Data experience
  • Enjoy a fast-paced environment and can pivot quickly

How we'll measure success

  • Accountable for the on-time implementation of sales organization quotas, territory planning, and performance objectives.
  • Accountable for the establishment, improvement and measurement of a repeatable quote-to-contract process.
  • Accountable for forecasting accuracy, and achievement of sales, profit, and strategic objectives.
  • Responsible for the efficient allocation and deployment of technology, support, and training resources impacting the sales organization.
  • Responsible for achievement of strategic objectives defined by company management.

What you will do

  • Partner closely with our Sales, Customer Success, and Marketing Operations leaders and their teams, serving as subject matter expert in revenue operations to monitor and report on the sales funnel from lead generation through to deal.
  • Determine and direct operational priorities connected to new business and customer acquisition, growth, customer success (retention) to effectively achieve revenue goals
  • Establish high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales, marketing, and finance organizations.
  • Partner with GTM management to oversee day-to-day process execution and identify problems, recommend/take corrective action, and communicate performance results and/or changes throughout the sales organization and cross-functional business unit team.
  • Develop process, systems and productivity metrics to ensure our teams are hitting their performance targets. Incorporate early detection and identification into the process to ensure timely actions are taken.
  • Evolve the methods and tools to measure, report and recommend improvements on sales effectiveness and enablement.
  • Partnering with Sales Leadership, Strategy, Finance, and Legal on pricing optimization, contract standardization, and quote-to-contract efficiencies.
  • Equitably assign salesforce quotas and territories while ensuring the firm's financial objectives are optimally allocated to all sales channels and resources through the quota program. Accountable for the timely assignment of all sales organization objectives.
  • Own the tech stack of the Revenue org: evaluate, implement, adopt and improve. Prioritize investments in enabling technologies in support of sales organization productivity including enhancements to the company Customer Relationship Management technology and Sales Engagement platforms.
  • Maintain data governance and quality assurance
  • Optimally deploy sales personnel, making recommendations for sales roles, coverage models, or team configurations in order to maximize sales productivity.
  • Manage and provide inputs to senior leadership in the development and administration of sales incentives and compensation programs.

Education:
We prefer college-educated applicants, but at minimum, high school diploma or equivalent is required for employment.

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Location

255 Main St Suite #702, Cambridge, MA 02142

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