Director of Sales Operations
We’re united by a mission: to make the world a safer place. Corvus Insurance uses artificial intelligence to better understand commercial insurance risk. Our software empowers brokers and policyholders to better predict and prevent complex risks through data-driven tools and Smart Commercial Insurance® policies. This allows us to reduce or eliminate the impact of adverse events, creating a safer world for everyone. Drawing inspiration from the intelligent, tool-building corvid family of birds, we are a team of high-flying collaborative builders. We’re excited to meet you. Spread your wings, and soar with us.
Corvus is looking for a Director of Sales Operations. As our Sales Operations Leader, you will be tasked with ensuring we have the processes, people, and technology in place to execute our go-to-market strategy and fuel our next phase of growth. This is a new and high visibility role reporting to our SVP of Finance. Our ideal candidate is an experienced, forward thinking individual who understands how to shape and scale a sales operations function in a high-growth environment.
Responsibilities
- Work with our Sales, Underwriting and Marketing teams to develop and refine a target list of prospects and prioritize opportunities through our three distribution channels.
- Develop strategies for our Capacity, Territory and Quota Planning. Work with Sales, Underwriting and Finance teams to create coverage models to ensure balanced, equitable and targeted territories. Manage and implement detailed assumptions for capacity, hiring and ramp, quota targets, productivity metrics, and attrition.
- Leadership and facilitation of cross-functional initiatives, collaborating with Marketing, Product, Sales and Underwriting.
- Managing the sales technology stack and building for scale. In 2021 design, build, and implement a new customer relationship management system, commission platform and sales and underwriting reporting performance tools.
- Managing the process for the monthly/quarterly/annual commission process for the Sales and Underwriting teams, understanding and applying the commission plan consistently, working with Finance to ensure commission calculations are accurate and comply with the plan, managing exception requests versus policy.
- Centrally responsible for the administrative support to the Sales and Underwriting teams on quota, commission and territory questions/disputes. Review, analyze and resolve all disputes from management to ensure they are resolved in accordance with policy. Provide recommendations to the leadership team regarding exceptions requests and escalations.
- Identify trends in incentive compensation plan, quota, capacity and territory plan execution, suggesting improvements based upon data and analysis. Develop incentive program spiffs by working with Sales, Underwriting and Finance.
- Generate standard Sales and Underwriting Performance Scorecards to drive efficiency on a monthly/quarterly/annual basis.
- Establish and document standardized business policy, process and procedure through sales process documentation, rules of engagement, and other policies.
- Prepare, communicate and deliver training to the Sales and Underwriting teams when appropriate on compensation, and sales process
Requirements:
- 10 years+ of proven experience in Sales Operations, Revenue Operations or relevant Sales Managerial positions.
- Ability to analyze, prioritize critical actions, understand trends and comfortable driving sales and revenue discussions to drive results.
- Thorough understanding of project/program management techniques and methods.
- Outstanding leadership and organizational skills.
- Excellent communication skills, ability to facilitate and manage large cross functional meetings.
- Ability to build relationships and work collaboratively to drive results.
- Data analysis, modeling and/or financial analysis experience, including advanced skills in MS Excel.
- Experience with Sales tools and Systems, Hubspot, SalesForce, Marketo, Zoom info, Outreach, and Dun and Bradstreet,
- Experience working within a high-growth company.
Qualifications
- Exceptional verbal and visual communication skills with an ability to execute on a vision.
- Balanced individual who is naturally creative but also skilled at manipulating, analyzing, and presenting data.
- Highly organized, detail-oriented, and process-driven professional who leverages strong relationships to manage multiple stakeholders (e.g. Sales, Underwriting, Product Marketing) in driving results.
- Operates efficiently to manage multiple tasks, priorities and projects simultaneously and successfully.
- Has a flair for ambiguity and an infectious ‘can do’ attitude.
- Self-motivated to excel and continuously improve in an environment of fast-paced change.
- Interest in progressing and continuously expanding a role within a high-growth business.
Our Commitment:
Corvus provides a seriously safe nest for people who come from all paths. Our flock represents a variety of backgrounds, perspectives, and skills. Although confidence can sometimes hold us back from applying for a job, we believe there's no such thing as a 'perfect' candidate. Corvus is a place where everyone can grow. So however you identify and whatever background you bring, please apply if this is a role that would make you excited to come into work every day.
Disclaimer: Bird puns are highly encouraged!