$150K — $200K *
Aternity’s mission is to unleash the digital experience for every enterprise. At Aternity, we help global enterprises optimize digital experiences for all of their customers, consumers and employees as they transact, collaborate and interact with technology. Our SaaS solution delivers actionable insights on end user experience at every device, app and click, enabling the digital enterprise to understand its pulse constantly and at every endpoint.
Aternity is backed by Thoma Bravo, headquartered in Boston, MA, with offices globally. Our team is growing with world-class thinkers who are ready to empower the digital enterprise and share our passion for innovation, collaboration and digital connection. Your ideas matter, are valued and should be shared. Join us!
The Director, Sales Operations will partner with executive management (Chief Revenue Officer, Regional Sales VPs, CMO, and VP Product) in driving business management and operational issues essential to sales force productivity and report to the Chief Revenue Officer.
This position will spearhead the business management, planning, and process development of Aternity’s global sales model to ensure the greatest market share acquisition, and driving accurate sales reporting and forecasting methodologies. This role will serve as the trusted advisor to the global sales team and excels at balancing strategic thinking with pragmatic execution.
About the Role:
Participate in go-to-market (GTM) strategy development and implementation and reinforce focus on creating value for customers.
Manage the Deal Desk including deal structuring, discount approval, purchase order, and booking.
Own the forecasting, analytics process, and metrics for global sales.
Collaborate with stakeholders in Sales, Finance, Marketing, Legal and leadership team to drive customer deals that drive customer value
Scale and automate the growth of go-to-market programs through processes, systems, and operational excellence.
Drive effective compensation strategy, including partnering with People Operations and Finance, and facilitate annual sales compensation cycle, process, analysis, and overall management.
Administer and communicate commission plans and SPIFFs.
Track attainment and calculate payouts in partnership with Finance.
Facilitate global strategic sales planning process and modeling with monthly, quarterly, and annual updates.
Provide standard and ad-hoc sales forecasting and sales reporting capabilities, managing worldwide splits between geographies.
Refine the existing processes to improve sales productivity, troubleshoot current processes to ensure sales has a champion within the company to get answers for customers with a sense of urgency, and effectively document a process for future continuous improvement.
Partner with marketing to support an articulated lead management and sales handoff process.
Support the company’s chosen sales methodology and find ways to it into day-to-day sales deal development, and quickly onboarding new sales team members into the sales process.
Drive the end-to-end quote to cash process to optimize the customer, partner, and sales experience.
Process Driven: You help align sales leadership to develop, implement and evolve processes, sales strategies, training, and tools with a focus on scalability and automation.
Technologist: Oversee key elements of sales deals automation (SFDC) and configure, price quote to optimize sales deals processing and close.
Enable Others: Partner with Learning and Development and Marketing teams to equip sales teams with the information, tools, and training needed to drive sales productivity and effectiveness.
Financially Minded: Partner with Finance and HR to develop and continually improve sales incentive compensation strategy including plan design and implementation.
Data-Driven: Provide leadership with actionable insights through the assessment of operational information.
Results-driven: You are a leader who is not afraid to dig into the details with teams and build a culture of excellence and accountability that sets the bar high and delivers results.
7-10 years of sales operations management experience in enterprise global B2B SaaS sales environment.
5+ years of knowledge of sales forecasting, pipeline analysis, and reporting/analytics.
5+ years of people management experience in supporting and coaching a team.
Strong working knowledge of CRM systems and processes (salesforce.com, quoting systems) and other sales productivity tools, including best practices for use, integrations, and reporting.
Salesforce Advanced Administrator certification is preferred.
Bachelor's degree or equivalent practical experience.
Valid through: 10/20/2021