Director of Sales Operations
Financial Services Startup Serving Asset and Investment Management Companies
Right now, in the Financial Services galaxy, Asset and Investment Management companies are in a competitive battle like never before. In a post-pandemic world and unrelenting competition previously unseen, deal teams and investor relationship leaders are looking for competitive weapons to drive new growth opportunities and ways to stay closer to their current customers. But how can leadership create new competitive initiatives in an environment of disparate and manually driven systems?
Just at the right time, our client has developed an automated workflow solution to bring investment management firms closer to their customers while automating workflows to collaborate and synchronize disparate systems they now struggle to use in their demanding day-to-day work environment.
Our client is empowering financial services companies across all sectors with collaborative workflow solutions that drive personalized customer engagement and lifetime value. Serving over 150 clients, 25 of the top 50 Alternative Asset Managers, and over $3.5 trillion of assets, we are the only solution that integrates deal flow management, fundraising, reporting, and investor services into one cloud-native platform. Our client just raised $30M in venture funding, and we are looking to scale our go-to-market team across North America.
Our client is empowering financial services companies across all sectors with collaborative workflow solutions that drive personalized customer engagement and lifetime value. Serving over 150 clients, 25 of the top 50 Alternative Asset Managers, and over $3.5 trillion of assets, we are the only solution that integrates deal flow management, fundraising, reporting, and investor services into one cloud-native platform. Our client just raised $30M in venture funding, and we are looking to scale our go-to-market team across North America.
Our client is looking for a proven, experienced sales operations professional with sound go-to-market acumen to be a strategic business partner to our VP of North American Sales and our executive leadership team. You will be responsible for overall sales alignment to the global strategy by developing insightful and actionable plans, overseeing day-to-day sales process execution, collaborating with cross-functional teams, as well as the ability to question processes to drive change and impact team efficiencies. To that end, the ideal candidate for the Director of Americas Sales Operations is one who is passionate about making the world of selling work better for sales. We are a "no-ego" collaborative culture based in Menlo Park, California.
COMPENSATION
Recognizing this person's impact on our company, our client is offering an attractive compensation package consisting of a $200k-250k+ salary based on seniority, plus bonus, benefits, and equity participation.
ROLE
- Lead US Sales Operations to maximize future revenue growth.
- Identify business trends and shifts and recommend data-driven strategies to US Sales Leadership.
- Establish and manage an operational cadence for the sales organization, including sales forecasting, account reviews and planning, QBRs, and performance management checkpoints.
- Work with the sales team to automate key processes that increase deal velocity and enable the field to spend more time focused on selling activities.
- Lead the deal qualification process, working with customers and exec management.
- Become an SME on pricing and discounting data advising field leadership on best practices to improve contribution margin.
- Implement a rigorous management cadence and develop KPIs and dashboards that help US Sales focus on forecast accuracy and pipeline hygiene.
- Responsible for the weekly assembly and delivery of sales performance insights: dashboards, revenue forecasting, pipeline analysis, all market segmentation, account assignments, win rates, etc.
- Collaborate on compensation plans with Finance to design incentive programs that reinforce desired behaviors.
- Define, drive, and track sales programs to meet the rapid growth of the business and corporate goals.
- Work with sales leadership to understand process gaps or opportunities for improvement.
- Manipulate and analyze data and build custom reports to surface key insights that can be shared with GTM executive leadership.
- Operational planning for sales commission plans, quota/target assignment, account assignment, territory creation, and headcount planning.
- Create dashboards/reports for the Senior Leadership team to effectively communicate operational initiative tracking and business unit performance.
- Low on ego, high on interest to contribute to the benefit of your peers.
REQUIREMENTS
- 10+ years of progressive experience in Sales Operations
- Five years of related experience with a Bachelor's or Master's degree
- Combination of strong intellect, creative problem-solving, and effective communication with colleagues
- Ability to build and design compensation plans
- Experience in strategy, analytics, and refining and implementing business processes
- Adept in sales program design and execution
- Possess a comfort level in working with leaders to create and lead strategic GTM initiatives
- Track record creating repeatable, scalable processes and best practices in high-growth organizations
- Strong executive presence and presentation skills
- Solid financial/analytical background with an operational mindset
- Demonstrated history of managing data inputs to raise the quality of decision making
- Problem solver identifying solutions to complex business issues and takes action on those solutions
- Proficient in optimizing Salesforce and Looker/Tableau/Excel environments
- Must be able to roll up sleeves and be hands-on in a fast-paced, ever-changing startup environment
- A genuine passion and hunger to win, succeed and strive for excellence
- Nice to have: systems implementation: (i.e., Salesforce.com, NetSuite, Marketo, Tableau)
- Bachelor's degree or Master's/MBA desired, paired with a high level of intellectual curiosity
- Location: This person can work in our Menlo Park, CA office location, as well as from home.
Our client is an equal-opportunity employer dedicated to building an inclusive and diverse workforce. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
