Senior Director, Sales Operations at Acquia

| Greater Boston Area
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Acquia, is transforming the digital strategies of companies all over the world with our open cloud platform. We are passionate and relentlessly committed to helping our clients create digital experiences that are more relevant, personalized, and built for a fast-changing, always-connected, mobile-first world. Headquartered in the US, we have been named as one of North America’s fastest growing software companies as reported by Deloitte and Inc. Magazine, and have been rated a leader by the analyst community and named one of the Best Places to Work by the Boston Business Journal. We are Acquia. We are building for the future of the web, and we want you to be a part of it. 

The Senior Director Sales Operations manages support functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales job design, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent. This role is responsible for the overall productivity and effectiveness of the assigned sales organization. Reporting to the VP FP&A and Sales Operations, the Director of Sales Operations also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.

JOB RESPONSIBILITIES

  • Partners with sales leadership to set sales and partner strategies, focus investment and growth for the business. Includes internal and external research and analytics for data driven decision-making.
  • Oversees, implements, and manages sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency.
  • Drives the Global Sales Business Plan framework and its individual key components - coverage model, compensation strategy, go-to-market framework and predictive analytics – through the quarterly planning cycles.
  • Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
  • Drives the GTM Planning process, working in close co-operation with Marketing, Product Management, Services, Finance, and Sales leadership.
  • Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
  • Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.
  • Works with Accounting, Finance, and Human Resources to provide input in the development of sales incentive compensation administration. When required, arbitrates or clarifies the application of sales compensation program policies and procedures.

ORGANIZATIONAL ALIGNMENT

  • Reports to the VP, FP&A and Sales Operations.
  • Manages a Sales Operations staff focused on Sales Process & Analytics.
  • Fosters close, cooperative relationships with peer leaders, sales management, and sales and support personnel.

REQUIREMENTS

  • 7+ years of experience at senior management level, driving sales, partner, and/or marketing strategies for enterprise technology organizations
  • Strong presentation and communication skills a must
  • Experience managing both small and large teams
  • Knows how to work cross functionally
  • Thrives in a fast-paced environment

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Technology we use

  • Engineering
  • Sales & Marketing
    • GolangLanguages
    • JavascriptLanguages
    • PHPLanguages
    • PythonLanguages
    • jQueryLibraries
    • ReactLibraries
    • AngularJSFrameworks
    • Ember.jsFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • SymfonyFrameworks
    • MemcachedDatabases
    • MySQLDatabases
    • DrupalCMS

Location

Acquia is in the Financial District near Faneuil Hall and Post Office Square with tons of great restaurants and fun after-work venues to choose from!

An Insider's view of Acquia

What are some social events your company does?

For the past five years, the Boston office has partnered with the Wonderfund (www.wonderfundma.org) to pair Acquians with the holiday wish lists of local children. We sponsored 250 kids in 2019 and look forward to continuing our partnership in 2020!

Amy H.

Senior Talent Operations Partner

What projects are you most excited about?

There are a number of different projects we are always working on from maintenance and performance optimizations to new customer features. For me, the most exciting and rewarding projects are where we release a piece of functionality that excites and delights our customers and makes their jobs easier.

Rok

Senior Director, Engineering

How does the company support your career growth?

Our culture of continuous, lifelong learning allows every Acquian opportunities to learn, stretch and grow. With support and coaching from their managers and Global Learning Programs, Acquians have access to a robust online learning platform, a mentor program, and more. Every day offers the opportunity to take on unique challenges.

Amy P.

Senior Director, Global Talent Development

How do you empower your team to be more creative?

The trick to empowering creativity is encouraging frequent communication and iteration. Embrace behaviors, not platitudes, that remind the team there is no such thing as failure. Embed creativity and make it more than a tagline. Show that nothing is unsalvageable; focus on ‘why’ things occurred, and make everything a learning opportunity.

Brian

Manager, User Experience Research

How do your team's ideas influence the company's direction?

We are able to influence how content is delivered and monetized by global businesses in 2 ways. Acquia's founder created Drupal, the leading open source CMS in the world and we are proud of our close relationship with the Drupal community. We have also pivoted towards DXP capabilities and offer a full suite of solutions to our customers.

Charley D.

Vice President, Products

What are Acquia Perks + Benefits

Acquia Benefits Overview

Work/life balance is important to us. Employees take time off when they need it, and come back to work feeling refreshed. We offer up to 13 weeks of maternity and six weeks of paternity, partner and adoption leave, all paid at 100 percent. Our returning-parent transition program allows new parents to ease back into work. Office amenities include snacks and beverages, common areas, a game room, Friday afternoon Happy Hour, and Mac computers.

Culture
Volunteer in local community
In Boston, Acquia has partnered with Cradles to Crayons, Pine Street Inn, Wonderfund, TUGG (Tech Gives Back), Bow Market, Horizons for Homeless Children, and the Maurice J. Tobin School in Roxbury.
Friends outside of work
Eat lunch together
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K)
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Family Medical Leave
Adoption Assistance
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Happy Hours
Fitness Subsidies
Professional Development Benefits
Lunch and learns
Promote from within
Mentorship program
Online course subscriptions available
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