Senior Manager/Director of Sales Operations

Outreach   •  

Seattle, WA

Industry: Professional, Scientific & Technical Services

  •  

8 - 10 years

Posted 33 days ago

This position reports to the VP of Revenue Operations and has high visibility with CRO, Customer Success leaders, Sales Leaders, COO and the whole executive team. It is a leadership position where you work cross-functionally to define and improve processes and data insights and you work with our enablement team to implement training and coaching. You will recommend and oversee new/improved processes, optimize our GTM model and also define requirements for compensation plans.We are looking for someone who passionately understands sales and customer success motions in SaaS, is committed to continuous improvement, is a very analytical and a creative problem solver with a bias for action and has a relentless focus on getting things done.

Your Daily Adventures Will Include

      • 1) Product Management Stakeholder Engagement:
      • Helping us imagine, via data, how to continuously evolve and de-risk every component of our business and explore new efficiencies/areas to increase ARR/MRR
      • Communicating and coordinating with other teams and business leadership to ensure appropriate integration and adoption of processes across the revenue organization
      • Driving the design and implementation of new/improved business processes with organizational structure and required CRM configurations - must be able to coordinate across teams to align operations toward stated goals and objectives
      • Functional understanding of CRM (salesforce.com) capabilities including integration with various systems (Outreach, Zuora, forecasting tools, enablement platforms, etc…)
      • Engaging with the Business Intelligence & Analytics team and other key stakeholders to develop and build reporting, and track KPI’s through Salesforce and/or Tableau dashboards
      • Creating executive level documentation, reports and analysis, ensuring stakeholders and executives are provided with clear, concise data and recommendations

    • 2) Continuous Improvement:
    • Drive for process improvement, adoption and effectiveness at each and every level of the organization
    • Support the on-going development of our CRM as a sales, success, and marketing platform, as well as engaging across the aisle to optimize e.g. financial data management and funnel visibility and measurement
    • Partnering with Sales and Customer Success teams to improve processes (e.g. pipeline management and forecasting) related to landing new logos, expanding existing accounts and retention across all customer segments
    • Engage key stakeholders (executive team, sales, success, marketing, finance, IT, product, etc.) for timely and meaningful feedback to leverage information for better process and system adoption and enhancements

Basic Qualifications

    • 7+ years in a Business/Sales/Success Operations role or similar role with solid project management experience
    • Solid understanding of the tech industry and GTM models in the SaaS world
    • Demonstrable knowledge and understanding of sales and customer success disciplines and the strategies associated to it
    • Excellent analytical thinking skills; able to breakdown ambiguous problems into concrete, manageable components and think through optimal solutions
    • Outstanding project management and communication skills, ability to design, develop and deliver fully executed projects, programs and resources
    • Solid verbal and written presentation, communication and influencing skills, ability to work across diverse approaches and backgrounds
    • Very strong problem solving, analytical and troubleshooting skills with the ability to exercise leadership judgment
    • Possess solid judgment and ability to work autonomously from established goals and strategic direction, must be able to effectively cope with ambiguity
    • Possess strong strategic thinking and can look ahead and respond proactively
    • Commitment to see things through toward actionable outcomes and results
    • Possess demonstrable change management and leadership skills
    • Ability to work in a high growth matrix environment with strong focus to create broad buy-in and implement processes
    • Comfortable working with a wide range of stakeholders, leadership and cross-functional partner, and build appropriate rapport
    • A team player, capable of high performance and flexibility in a fast paced environment
    • Ability to balance sharp focus on measurable outcomes with deep and genuine empathy for people, customers and the business
    • Experience working in Salesforce including the creation and maintenance of dashboards, list views and reports

Preferred Qualifications

    • Salesforce certified
    • PMP certified
    • Experience with Tableau