Company Description

As the industry leader in compensation data and technology, Payscale helps organizations #getpayright. Payscale is the only technology solution for managing compensation that provides multiple streams of fresh, transparently curated and validated salary data. Combined with modeling engines that learn continuously and generate recommendations and insight, Payscale empowers HR to price jobs and adjust compensation to reflect real-time changes in the market — all on one trusted data platform. With Payscale’s Adaptive Compensation Advantage, teams operate with efficiency, focused on outcomes rather than manual data management. To learn how companies like The Washington Post, Perry Ellis International, United Healthcare and The New York Times rely on PayScale to attract and retain top talent, motivate and engage employees and plan their future workforce, visit payscale.com.

Job Description

We are looking for a sales operations Leader to build an operations team and infrastructure that will scale with our growing sales organization. This is a key leadership role in the company and will have a prominent seat at the table with executive leadership. This role will lead all sales operations efforts for PayScale and will report directly to the Chief Revenue Officer.

You are an expert in sales automation, process and productivity. You're analytical with the ability to make data sing for purpose and truly see around corners. You are experienced in ground breaking change during critical junctions of company growth -- Think process innovation meets clean-through-the-clutter. You will be responsible for bringing order to the organics without making it feel too rules based. You have an excellent understanding of sales incentives plans and sales enablement techniques. You currently lead operations for a large inside sales team with thousands of marketing qualified leads coming in every month.

Primary Responsibilities:

• Commercial Operations
  • Upsell and Cross sell coordination, definition of process and plays, and continuous improvement of install base sales program
  • Revenue Pricing Lead - develop, implement, and refine current and future global pricing and packaging strategy
  • Deal strategy - deal construct and negotiation process for complex deals (multi-solution, internal/external business case, discounting optimization, etc.) 
  • Deal review and approval process across all segments
  • Market analysis of existing and emerging products for key opportunities of growth and improvement
• Value Selling
  • Value based sales process, including formal proposal and business case development and delivery
  • Scaling of value selling tools across sales teams
• Sales Planning
  • BOD storyboard development and support
  • Lead headcount planning for sales and team configurations to maximize productivity, including international expansions (verticals, capacity planning, etc.)
  • Quota and compensation planning in alignment with company objectives and financial goals
• M&A Revenue evaluation lead
  • Analyzing potential M&A targets to determine potential business impact and develop business case for purchase

The Person:

• You're comfortable with the task of up-leveling and building out the capabilities of the team to deliver better processes, enhanced reporting & analytics.
• You're a natural innovator who can design new processes, automate and simplify complexity and get results with a high degree of consensus from sales leadership and sales teams.
• A real analytic mind with a deep understanding of data, processes, and technology to drive sales improvement at PayScale.
• Experience seeing the story behind the data and making recommendations that aren’t based on “what we’ve done before” in ways that contribute to all parts of the sales organization.
• Experience working with large sales teams, including Inside Sales (75-100 quota carrying AEs), that sell to multiple market segments with different products and selling motions by segment or experience with smaller teams experiencing rapid growth.

Qualifications

• 10+ years of Sales Operations experience
• Minimum 3 years experience leading sales operations teams, preferably with a SaaS company
• SalesForce.com experience in complex sales environments
• Expertise in MS Excel and Google Sheets
• Proficiency in Outreach/SalesLoft, Connect&Sell, Gong.io, DiscoverOrg, ZoomInfo, LinkedIn Sales Navigator or other sales automation/enablement tools

Additional Information

Benefits and Perks – The Highlights:

All around awesome culture where together we strive to:

• Pursue excellence every day
• Create customer value
• Compete to win (and lose!) as a team

As part of our culture of transparency and commitment to employee engagement, we have several programs and resources such as:

• Regular virtual company meetings
• Coffee chats
• Table for 4 Executive conversation
• Spirit Week
• Pulsing tools for continuous conversations to drive performance and career growth
• Strengths based tools designed to help employees engage with peers and managers, supported through a program called StandOut
• Access to top notch learning courses for all employees through LinkedIn Learning
• As well as constant re-evaluation of what our employees need to be successful at work!

Our more standard benefits include:

• Discretionary Paid Time Off – Giving employees the flexibility they need to rest, relax and recharge away from work
• 15 paid holidays including Independence Week, Juneteenth and World Mental Health Day
• 3 comprehensive health plans to fit your unique needs; plans have up to 100% company-paid premium coverage for employee Medical, Dental and Vision
• Access to Premera’s Healthcare Services including an Employee Assistance Program (EAP), 24-hour Nurse Hotline, Telehealth (Doctor on Demand), Talkspace, and other virtual care options
• FSA and HSA options for pre-tax employee allocations towards: Medical, Dependent Care, Parking, and Transit
• Company Paid Short Term Disability, Long Term Disability, and Life Insurance
• Comprehensive Paid Parental / Adoption Leave program
• 401k program with fully vested, immediate company match

Additional highlights:

• Voted Seattle’s and Boston’s best places to work according to Built In 2022.
• Voted one of Seattle’s companies with the best benefits according to Built In 2022.

Equal Opportunity Employer: We embrace equal employment opportunity.

PayScale is committed to a policy of equal employment opportunity for all applicants and employees. It is our policy that employees will not be subjected to unlawful discrimination on the basis of race, color, religion, sex, age, national origin or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to: recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs.