Company Summary:

Bugcrowd is the world’s #1 crowdsourced security company. Our award-winning platform combines actionable, contextual intelligence with the skill and experience of the world’s most elite hackers to help leading organizations solve security challenges, protect customers, and make the digitally connected world a safer place.

Job Summary:

As part of the Revenue Operations & Deal Desk team, you will thrive in a highly collaborative environment and will be working with a diverse group of talented people continuously innovating and improving. Our Revenue Operations & Deal Desk team provides consulting and guidance to all levels of Bugcrowd, from sales to customer success, legal, finance, partner to all that support the quote to cash process.

Essential Duties and Responsibilities:

Revenue Operations

Simplify and optimize reports/dashboards or related infrastructure – make consumption of reports/dashboards accessible and relevant for leaders
Audit data integrity in Salesforce, and other systems and assist with pipeline and forecast management cadence
Drive best practices in sales forecasting processes, including coaching sales leaders, and staying closely connected with overall pipeline movement and large deal activity
Identify opportunities to improve sales effectiveness. Coordinate cross-functionally to deliver process improvements, playbooks, toolkits, and skills development
Partner with colleagues across Customer Success, Delivery, Legal, Marketing Channels and Finance to drive cross-functional improvements
Provide proactive, data-driven insights and recommendations on pipeline, segmentation and targeting, and sales motion
Support annual GTM execution, including business modeling, territory planning, and quota setting

Deal Desk

Guide revenue team to best pricing and deal structure to maximize revenue and delivery of offering
Become a trusted advisor to the sales team and work with sales reps to structure deals that best meet customer and Bugcrowds business objectives.
Ensure Sales teams are operating within the Rules of Engagement, directly partnering with cross-functional teams to ensure policies are adhered to and enforced. Depending on complexity you will be the point person helping manage cross-functional teams to quicken quotes to customers.
Help develop a process for non-standard deals to be reviewed, approved, tracked and actioned
Primary point of contact for all the departments involved in the completion of non-standard deals
Participate in pricing, packaging, new product introduction initiatives and ensure policies, guidelines and end to end process are in place to handle new product/offering releases
Manage price lists, products and quotes in Salesforce
Support in developing a deal desk playbook
Partner with Finance, Product and Enablement on changes in processes, policies, best practices and develop/execute on a rollout and training plan
Order processing; responsible for processing all orders secured by the sales team

Pay Range Disclosure:

The base pay range for this role takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to Qualifications, Geographical Location, Education/certifications, Experience, Skill Sets, Training, and other business and organizational needs.

A reasonable estimate of the current range for the position of Senior, Revenue Operations & Deal Desk Analyst is: $86,000 - $ 120,000.

This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

Education, Experience, Knowledge, Skills, and Abilities

4+ years of Deal Desk, FP&A, Finance, Legal, and/or Sales Operations background
Bachelor’s degree in Finance, Business, Law, or similar fields required, Master’s degree a plus
Experience with data analysis, excel power user, comfort with BI tools (e.g., Tableau) as well as Salesforce and Clari
Strong communication skills
Giving support and assistance to other deal desk managers as required
Advanced Excel and PowerPoint skills
Strong organizational and time management skills

Culture

At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work.
We regularly hear from both customers and researchers that Bugcrowd feels like a family, and we strive to maintain that internally as well.
Our team consists of a broad range of people: musicians, adventure sports junkies, nature lovers, parents, cereal enthusiasts, night owls, cyclists, artists—you get the point.

At Bugcrowd, we are solving security threats and vulnerabilities that are relevant to everyone, therefore we believe solving these problems takes all kinds of backgrounds. We value the perspectives and experiences people from underrepresented backgrounds bring. We are a supportive & collaborative team who understand that reaching Bugcrowd’s potential depends on the happiness of the employee.

The company is authorized to obtain background checks for employment purposes under state and federal law. Background checks will be conducted for positions that involve access to confidential or proprietary information (including trade secrets).

Background checks may include Social Security verification, prior employment verification, personal and professional references, educational verification, and criminal history. Applicants with conviction histories will not be excluded from consideration to the extent required by law.

This position has access to highly confidential, sensitive information relating to the technologies of Bugcrowd. It is essential that the applicant possess the requisite integrity to maintain the information in the strictest confidence.

Equal Employment Opportunity:

Bugcrowd is EOE, Disability/Age Employer.

Individuals seeking employment at Bugcrowd are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.

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Senior, Revenue Operations & Deal Desk Analyst (East Coast)