Senior Manager, Sales Operations

Summary

Join CARET's remote-first team as a Senior Manager of Sales Operations, partnering with the sales team and SVP of Sales to ensure accountability within established sales processes. You will be a highly analytical and data-driven leader, proactively identifying opportunities for improvement and growth. This pivotal role involves scaling sales processes, optimizing performance, and driving revenue. Reporting to the VP of Finance and Revenue Operations, you will play a key role in the company's success. The ideal candidate possesses extensive experience in sales operations within a SaaS or technology environment and demonstrates strong leadership and analytical skills. This position offers a competitive salary and a comprehensive benefits package.

Requirements

• Minimum of 7-10 years of experience in sales operations in a SaaS or technology-driven environment
• Proven experience in leading sales operations initiatives, with a focus on results (pipeline quality and coverage/bookings) vs. having the perfect sales process
• Proven ability to partner with sales leadership to drive improved pipeline quality and coverage and bookings growth
• Strong leadership and project management skills
• Enthusiasm with being a strategic and hands on individual contributor
• Excellent communication, interpersonal, and problem-solving skills
• Advanced proficiency in data analysis and sales forecasting
• Deep understanding of sales KPIs, compensation models, and go-to-market strategies
• Highly proficient with Excel
• Strong understanding of salesforce.com and sales automation tools
• Ability to work cross-functionally with leadership in Sales, Marketing, Product, and Finance
• Bachelor's degree in Business, Marketing, or related field

Responsibilities

• Own pipeline quality: Establish and enforce pipeline conversion and stage exit criteria, as well as closed lost motion based on opportunity aging and buying decision making team engagement
• Manage pipeline coverage ratios: Proactively manage rolling quarterly pipeline coverage gaps by working cross functionally to provide target prospects within an ICP for new logo, expansion, and migration sales
• Lead recurring cross functional deal desk reviews of large and/or unique opportunities, ensuring timely engagement and alignment from Exec Team and stakeholders as required
• Instill a sense of urgency in the sales team and stakeholders to accelerate deal closure
• Lead sales forecasting efforts by analyzing pipeline data, sales cycles, and trends
• Provide regular bookings and sales KPI reporting to the executive team, highlighting opportunities for improvement and growth
• Support the sales leadership in aligning the sales organizational structure, territory design, compensation plans, and targets with business objectives
• Develop territory strategies, sales forecasts, and proactive go-to-market execution plans
• Collaborate with cross-functional teams (Product, Marketing, Finance, etc.) to ensure sales strategy is aligned with the overall company vision
• Design and implement scalable sales processes along with rules of engagement and workflows that enhance sales productivity and efficiency
• Identify gaps and inefficiencies in current processes and work cross-functionally to drive improvement and efficiency with a focus on end results
• Own the annual sales compensation plan development and approval process, ensuring plans alignment of sales team and company goals
• Sales compensation plan administration: Drive cross functional alignment on commissions payments, quota attainment, claw backs, etc., ensuring timely and accurate compensation and reporting
• Partner closely with the business systems team to optimize sales tools (salesforce.com, hubspot, etc.). and to ensure proper implementation, integration, and usage of the go to market tech stack. Identify opportunities to simplify the administration of go to market software tools and integrations
• Develop training programs and materials to ensure the sales team is fully equipped to sell effectively
• Lead ongoing sales coaching, onboarding, and development programs

Preferred Qualifications

MBA or advanced degree

Benefits

• Flexible PTO
• Summer Fridays
• No meeting Fridays
• Medical, Dental, Paid Sick Days, Vision, and Supplemental Coverage
• Flexible Spending Account
• Health Savings Account
• 401(k) match