Position Overview

As part of the Sales and Customer Success Organization reporting to the CCO (Chief Customer Officer), the Sales Operations team helps deliver predictable, profitable bookings, high levels of customer retention and overall revenue growth for Bitsight. These contributions include the following:

• The evaluation, planning and administering of the Sales strategy and methodology 
• Defines the Sales Process as embedded procedures and practices
• Training, development and ongoing certification of Sales and associated functions to include Partners and the Channel
• The assessment and administration of the technology platform stack to include CRM, analytics and prospecting support tools
• Data analytics and metrics reporting for both sales and retention functions 
• The development and administration of processes and procedures to streamline internal sales velocity
• Supporting M&A activity, including due diligence, alignment and integration 
• The development of a Revenue Operations role within Bitsight to evolve data usage and transparency across the customer lifecycle. 

Responsibilities:

Strategy

• Establish, implement and support a revised sales methodology which identifies and contemplates type of selling, our customer engagement model, and institutes a common lexicon to successfully drive Sales achievement 
• Refine and support Bitsight’s go-to-market strategy, incorporating both planning and execution requirements / considerations
• Set compensation strategy for sales roles including fixed/variable mix, incentive plan design, communication, and execution
• Evolve commission plan structures to drive the right sales behaviors to achieve company revenue goals and budget
• Interpret market data to present coverage models to leadership that align with revenue optimization, customer retention and bookings against budget
• Collaborate with product management in developing new pricing structures focused on repeatable solutions and predictability in addition to relevant data to assist in guiding the business
• Oversee deal integrity on new and renewal deals of complexity and those with unique requirements – collaborate with Sr. Leadership on large deal strategy and composition
• Supporting functions to include forecasting and monthly operations reviews

People

• Determine success profiles for customer facing roles which establish quantitative and qualitative criteria for sales achievement
• Collaborate with talent acquisition to best identify, screen, and select best candidates; complimenting the overall sales talent mix 
• Create and deliver a Sales onboarding and orientation program that most effectively reduces time to efficacy and initiates the continuous learning cycle 
• Develop and oversee the administration of a robust sales training program designed specifically for Bitsight’s sales methodology, market environment and customer base

Process(es)

• Define, outline, communicate, and embed stages of the selling process
• Allocate accounts and territories to best utilize Sales resources and talent mix
• Oversee the successful cadence of lead, pipeline, bookings and renewal reporting and forecasting
• Develop and deploy effective proposal templates that best support and facilitate Sales success 
• The development of required metrics to provide insight to leadership on value creation items (i.e. Sales Rep productivity, pipeline acceleration, capacity, CAC and LTV)
• Collaborate within Sales and cross functionally to develop and implement required sales reporting and SFDC dashboards
• Oversee the commission payment process and administration including the verification of accuracy and conflict resolution

Qualifications:

• 7+ years experience in technology or technology adjacent sales 
• 8+ years experience in Sales Operations
• BA/BS Degree, MBA preferred
• Leadership experience leading and/or influencing teams in strategic sales 
• Established pattern of success building or refining a successful sales operations function
• Strong track record of recruiting, developing and retaining a high performing sales organization 
• Proven success working within a highly matrixed organization and establishing strong relationships across all functions 
• Advanced proficiency in the design and optimization of SFDC