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SecurityScorecard // security grading service for orgs
Sales, Full Time    New York City    Posted: Tuesday, December 10, 2019
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About This Role

The Finance & Operations team is expanding to include a new role reporting to our CFO. The Senior Director, Sales Operations & Business Intelligence role includes strategic sales operations, forecasting, analysis & dashboarding & requires a mix of sales strategy, process leadership, sales optimization & business support.

This individual will provide analysis, decision support, sales comp planning & oversight, deal forecasting & oversee the documentation review & deal desk for the SecurityScorecard sales organization. They will be responsible for driving the prioritization of projects as well as helping to build a business intelligence platform.

This person will be the primary business partner of the Chief Revenue Officer, & partner closely with sales leadership, finance & revenue accounting, marketing, & the executive team to drive sales effectiveness & achieve SecurityScorecards growth goals.

The Sales Ops leader will lead analysis & make recommendations on: go-to-market strategy, customer segmentation, sales coverage & investment prioritization. Operationally, the focus will be on forecasting, rep performance & trend analysis, business performance tracking, & formulation of actionable recommendations. The successful candidate will regularly brief executives & own various cross-functional initiatives. This person must feel comfortable interacting with senior management on a regular basis. This role will have a minimum of four direct reports, but will require the ability to zoom-in & zoom-out (be highly strategic, but also roll-up-the-sleeves & get stuff done).

What You'll Do

You are a leader with functional experience in sales operations across multiple organizations, preferably with experience within the enterprise SaaS / technology industry. You are comfortable working in an environment that is constantly changing, with the ability to prioritize & juggle multiple tasks while working cross-functionally. You have a strong analytical background, with an ability to use data to be an agent for change & progress in aligning the sales strategy with the direction & needs of the organization.

  • Define the strategy & leads the process for setting sales targets.
  • Work with the CRO, CFO & other key stakeholders in developing the annual revenue plan based on historical trends, industry growth expectations & execution priorities
  • Partner with sales executives on all operational & analytical requests: team restructuring, quota setting, territory planning, business performance analyses, etc.
  • Maintain relationships with sales personnel to ensure timely, accurate & prompt forecast submissions
  • Design & implement sales compensation plans & deal desk policies, including approval of sales deal flow & administration of monthly & quarterly sales commissions.
  • Own responsibility for defining the business intelligence strategy, define metrics & KPIs for sales team; build reporting/monitoring tools. This includes providing thought leadership & operational support for: pipeline & business metrics analysis; M&A integration. Etc.
  • Participate in designing the companys sales incentive & compensation plans in partnership with our People Operations team
  • Define strategy & process for calculating & delivering sales incentives
  • Be responsible for the design & implementation of technology initiatives to increase sales productivity & automate sales & operational activities (i.e. business intelligence, Salesforce (SFDC) automation, customer relationship management)
  • Manage, mentor & inspire a team of 4-5 sales operations & business intelligence professionals

What You'll Need

  • Undergraduate degree required (Finance, Accounting or Technical/Engineering preferred)
  • 10+ years progressive experience in sales operations role. Preference for candidate with experience working in multiple companies with the ability to bring best practices to bear on complex business problems
  • Experience managing the sales operations function for a B2B enterprise SaaS company
  • Demonstrated experience in sales process design & associated methodologies.
  • Experience with the strategic design of back-office systems (i.e. ERP, CRM, SFA) required to support a large & globally dispersed Sales operation; ability to translate business needs into technology requirements
  • Specific experience with Salesforce (SFDC) required & experience with a Business Intelligence Platform such as Tableau, Looker, Domo is preferred
  • Demonstrated experience in the design & execution of scalable Sales compensation models


  • Excellent project management, organizational, & people management skills; proven ability to deliver projects & manage multi-project complexity
  • Outstanding communication verbally, written & presentation
  • High EQ & the ability to work well across multiple countries, continents, teams & personalities in a highly matrixed corporate environment
  • Professional presence & demeanor & the ability to rapidly gain the respect of C-level executives & other key leaders throughout the company
  • Extreme detail orientation & ability to instill that value in others

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