Director, North America Sales Operations

| Greater Boston Area
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Company Description

 

 Rapid7 (NASDAQ: RPD) is helping organizations around the globe advance securely. Our technology, services, and community-focused research simplify complexity for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. With more than 9000 customers across 120+ countries, Rapid7 is a recognized leader in cybersecurity that has proudly earned numerous industry accolades and strong recognition for our technology and culture. Learn more at www.rapid7.com.

 The Opportunity

 

Rapid7 is recruiting an experienced Sales Operations leader for the position of Director, NA Sales Operations. The Director will lead impactful and highly strategic operational programs to drive Forecast accuracy and visibility as well as Sales productivity and efficiencies across our North American sales organization, and in proactive alignment with our International Team. S/he will interact at all levels of the organization and will have a key leadership role working with Go-to-Market Executives as well as other cross functional stakeholders. The Director, NA Sales Operations will lead a team of sales operations professionals that spearhead sales forecasting, territory planning, incentive planning, sales process optimization, sales policies, and overall resource allocation. This role will also be a meaningful and active member of building Technology and Data infrastructure to enable and empower the Sales Organization, The Director of Sales Operations will also participate in the development, reporting and analysis of the Sales Organization metrics, goals and overall performance. The ideal candidate will be a highly energetic leader with significant sales operations and analytics experience. Qualified candidates will have experience building and scaling Sales Operations in a high growth environment.

Responsibilities
  • Design, implement, and manage sales forecasting, planning, and budgeting processes, establishing a high level of quality, accuracy, and process consistency.

  • Facilitate pipeline review and create standardized leading indicators and metrics (standardized) that can be acted upon to improve overall sales performance. 

  • Be an advocate of the field and champion an “easy to do business with” approach; drive continuous improvement on all related sales processes, documents and tools to ensure ongoing standardization and simplification of the Sales process. 

  • Coordinate sales process improvement, management and visibility - while partnering with Sales leadership.

  • Manage territory planning and sales resources optimization.

  • Provide comprehensive analysis of territory alignment decisions; advise and drive sales quota setting process.

  • Provide guidance, insight and recommendations to the leadership team focused on increased revenue growth while improving overall sales team performance and effectiveness. 

  • Oversee and administer variable incentive compensation plans. 

  • Work cross functionally with Finance and People Strategy to establish rules, policies, and procedures related to sales compensation and recognition and facilitate dispute resolution 

  • Support sales strategy and enablement initiatives around sales process and methodology focused on improving productivity, win rates, and visibility, and track performance against goals. 

  • Assists sales enablement in transition planning of new sales team members and on-boarding process. 

  • Ensure sales team readiness and operational process as it relates to new product / feature rollouts: capabilities, sales strategy, goals.

  • Identify areas for improvement, and design and facilitate successful implementation and adoption of new processes

  • Work cross functionally with marketing, finance, product, and business analytics teams to solve complex business problems and drive strategic planning. 

  • Lead and counsel sales leadership in implementing objectives and define success metrics that align with go-to-market business goals. Responsible for leading short-term and long-term planning operating mechanisms that drive continuous improvement and growth strategies. 

Requirements 


● Bachelor's degree or equivalent in Finance, Management, Marketing, Business Administration. 

● Sales experience a strong benefit. 

● MBA a plus. 

● 8-10+ years of experience in an analytical leadership role, and providing strategic guidance and operational oversight in Sales Operations within a software sales environment. 

● Demonstrated ability to be comfortable in a fast-paced environment with changing priorities. 

● Passion for leading a team and developing talent. 

● Willing to roll up your sleeves, and pick up the shovel.

● Quick learner, curious and strong analytical skills; ability to dig into data, surface actionable insights and sound decision-making skills 

● Results-oriented and demonstrated record of develop initiatives that impacts productivity

● Demonstrated ability to identify root causes of problems, generate and evaluate creative solutions, implements fact-based resolutions quickly and effectively. 

● Strong communication skills, including establishing credibility and trust with customers and building influential relationships with partners in the business. 

● Strong work ethic and customer service mentality 

● Adaptable, strong team player with outstanding communication skills and ability to work with all functional areas 

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
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Location

Rapid7 is conveniently located between the North End and West End of Boston, with plenty of restaurants, bars and public transport close by.

An Insider's view of Rapid7

What does your typical day look like?

For the majority of the day it’s a mix of weekly check-ins with various teams, project updates, and the occasional brainstorm.

When I’m not in meetings I’ve got headphones in while planning, writing, or designing — at my desk or perched somewhere around the office.

Grace

Senior Brand Storyteller

What are some things you learned at the company?

When we talk about being a moose and impact together, what we are saying is that we support each other on our journey forward. We actively look for ways to collaborate, strengthen our ideas and learn from each other, no matter what department you may be in at Rapid7.

David

Global Director of Sales Engineering

What are Rapid7 Perks + Benefits

Culture
Volunteer in local community
Once a year, Rapid7 offices across the globe close for the day so employees can volunteer.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Rapid7 is led by a diverse management team that represent the security community we serve. We believe that we all have a responsibility to continuously improve our DE&I efforts.
Unconscious bias training
We believe in continuous learning, our in-house trainers conduct consistent diversity trainings. We advocate for diverse thinking and strive to cultivate a workforce that mirrors the best minds.
Diversity Employee Resource Groups
We have so many amazing and organically created employee resource groups! These internal Rapid7 communities allow for an authentic experience where diverse employees and allies can come together.
Hiring Practices that Promote Diversity
We've taken the Parity Pledge, we reinforce strategic recruitment, we are committed to diversity partnerships, and we understand the importance in training around unconscious bias.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Our remote work program includes full-time remote for specific positions, Work remotely on occasion as needed.
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Our employees receive unlimited hours per year of paid volunteer time.
Paid Holidays
Paid Sick Days
Employees receive unlimited hours per year of paid sick leave.
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Rapid7 has a fully stocked kitchen including unlimited snacks, coffee, tea and all of the flavored sparkling water you can handle.
Some Meals Provided
Employees get free lunch during quarterly in-office Town Halls and some team meetings.
Happy Hours
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Continuing Education stipend
Variable.
Time allotted for learning
Online course subscriptions available
Paid industry certifications
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