Imagine yourself here!
OpenGov is a mission driven fast-growth, Series D, venture backed startup (includes Andreessen Horowitz, Formation 8, & Emerson Collective). Our Board of Directors includes iconic Silicon Valley executives John Chambers (former Cisco Chairman & CEO) & Marc Andreessen (Time Magazine's list of the 100 most influential people in the world).
OpenGov is the leader in modern cloud ERP software for our nation's cities, counties, & state agencies. We have surpassed 1,000+ governments (and growing fast!) using our products in our mission to power more effective & accountable government.
OpenGov is a 2021 Top Workplaces USA award winner!
OpenGov seeks to expand its Business Operations team with a highly organized & self-motivated Senior Director, Field Operations. The Senior Director of Field Operations will work with cross functional leaders to maximize sales, marketing, & professional services efficiency. You will manage several teams including sales operations, professional services operations, & order management, while also providing direct support to the GTM leadership team (including sales development, marketing, sales, sales engineering, professional services, & executive leaders), drive planning & leverage our business intelligence team to plan & maintain a predictable business.
•Develop thorough territory structure & plans backed by data & program needs to develop a clear, multi-year GTM strategy
•Align lead management lifecycle between marketing & sales to drive program performance, follow-up, & cross-functional execution
•Maintain & improve forecasting & target versus actuals, align teams to focus on areas of improvement
•Identify areas of focus & develop programs to increase per rep attainment & retention, align with sales, sales development, marketing, & customer success to develop, execute, & measure results
•Sponsor the business systems program for the Field Operations function (drive business requirements, testing & change management activities)
•Drive acquisition integration workstreams related to Field Operations
•Drive go-forward sales commissions plans, create & manage special incentive programs (SPIFs), & ensure cross-functional compensation alignment
•Drive & enhance field support from order management & renewals
•Ensure Sales & Finance are tightly aligned on Closed Won-to-order flows
•Ensure Order Management & Customer Success are tightly aligned on Renewals flows
•Ensure Sales & Product are tightly aligned on pricing / packaging / bundling details & implications for selling teams
•Ensure Sales & Business Development organizations are tightly aligned on opportunity management, tracking, & order flows
Professional Services Operations:
•Align Professional Services Operations to support a healthy & predictable, professional services business
•Ensure Sales & Professional Services are tightly aligned on estimating/scoping & contracting processes for PS to expedite healthy deal structure that aligns to our business plan
•Serve as the owner for GTM data integrity across sales, marketing, & professional services
•Maintain visibility & awareness on key metrics, dashboards, KPIs with field leadership
•Drive cross-functional programs linked to Field Operations
Requirements & Preferred Experience:
•6-10 years of experience in field operations roles; sales operations, order management, professional services, and/or marketing operations
•Strong understanding of what good looks like & the path to get there from a process, workflow, & visibility perspective
•Ability to execute at a strategic level & coach & train with a roll-up-the sleeves mentality; easily able to shift from one approach to the other
•Strong analytical experience with a strong aptitude for understanding systems, process, & how to maximize available data
•Experience working with management & leadership teams to provide actionable insights
•Detail-oriented person who is passionate about quality & enthusiastic about new technology
•Self-motivated, creative, results driven, solution oriented, driven to succeed
•Ability to remain focused & flexible during rapid change
•Organized & can manage multiple projects that meet the needs of multiple stakeholders within the organization
•Solid project management skills, having managed & successfully delivered multiple, complex projects on time & on budget
•Ability to drive change & lead through influence in a matrixed environment
•Ability to learn new systems & technology quickly; experience with BI preferred & leveraging to assist teams with performance management & actionable insights
•Crisp written communication & verbal communication skills; ability to highlight & collaborate on areas for improvement
•Build strong relationships with all department leaders & stakeholders by improving visibility, making strategic suggestions, & partnering on initiatives to drive results
•Quantitative Skills; Proficiency in Microsoft Excel & experience using multiple datasources, enriching data to complete analyses
•BA/BS degree in Business, Finance, Computer Science, or other related field