Manager Sales Operations

At Curriculum Associates (CA), we believe a diverse team leads to diversity in thinking, making our products better for teachers and students. If you read this job description, feel energized by what you see here, and believe you could bring passion and commitment to the role, but you aren’t sure you meet every qualification, please apply! Above all, we are looking for the right person!

Do you want to make an impact on classrooms that lasts a lifetime? Curriculum Associates is a rapidly growing EdTech organization committed to this mission in serving our 10-million-plus customers. Located outside Boston, we are an innovative, collaborative, and mission-driven company that has been consistently recognized as a Boston Globe Top Workplace and a Boston Business Journal Best Place to Work.

We are looking for a talented individual to join our growing Sales Operation Team as the Manager of Sales Operations reporting to the VP of Sales and Service Ops. In this role you will work cross functionally across the Sales, Service, and Finance teams, supporting the company’s need for a robust Revenue Forecast that reaches various audiences across the company. In addition to the Revenue Forecast, you will also be responsible for all things related to pipeline management, territory alignment studies, training, and annual quota setting. You will further develop your analytical and data-driven problem-solving skills while gaining an understanding of the K-8 educational industry. In this role, you will interact with a variety of other departments, including Sales, Account Management, Professional Development, Inventory Management, and IT Business Systems. This role will have one direct report to assist you in this function.

The impact you will have on:

System Enhancements & Data Hygiene:

Ongoing territory upkeep in SFDC for the Sales Team including all Field, Inside, and Jr Sales rep roles.
Perform routine audits on pipeline data to ensure accuracy and call out any trends.
Perform routine audits on territory structure and alignment from Sales Rep to VP levels – ensure accuracy.
Generating a clean renewal base and maintaining an accurate view of Annualize Contract Value (ACV).
Monthly/Quarterly reporting on top opportunities and their status.
Prepare and load renewal opportunities on a rolling quarterly basis.
Provide intel and design ideas for future SFDC enhancements that will further the efficiency and accuracy of the pipeline. Translate those ideas into Business Requirements and work with the IT team to roll out new initiatives.

Territory Optimization:

As we grow, we need to continue to revise territories and build out more territories. In this role, you will be responsible for driving this effort from beginning to end and will be expected to provide guidance and analytics. You will work closely with the sales leadership team to come to a consensus on new territories.
The end-to-end process includes, but is not limited to:
- Providing analytics and tools for the sales team to carve out new territories
- Annual and ongoing updates process to align SFDC to the new territories
- Ensuring new accounts and assigned to the correct reps.
- Routinely audit orders to ensure they are credited to the correct rep.
Resolve any disputes regarding account ownership

Forecast Management:

Plan and facilitate the monthly sales forecast calls with the field teams, including proactive communication with the Sales Reps to ensure the pipeline is up-to-date and accurate.
Responsible for the monthly forecast roll-up and communicating the key callouts from the forecast calls. Work with the FP&A team to provide input on variance analysis and the 5-year plan modeling.
Assist our service and inventory teams with providing accurate forecast data for resource and inventory planning.
Lead the effort to collect precise data that can be used to better understand and serve the needs of the company.

Annual Target Setting:

Own the annual target setting process beginning to end which includes:
- coordinate with sales leadership on setting annual growth targets by territory & product
- maintaining and revamping, as needed, the target model.
- roll-up and report on the company targets to Exec team, FP&A, commissions, etc.
- updating Salesforce with the annual targets and related metrics

Training

Create and maintain SFDC training materials for the Sales Team.
Lead the SFDC training for new Sales/Support Team members and any ongoing/adhoc training as needed.
Communicate SFDC enhancements to the Sales/Support Team and training as needed.

Management

There will be one Sales Ops Analysts reporting into this role and they will be responsible for supporting the efforts of the Forecasting/Pipeline Hygiene and ACV/Annual Target Base setting.

Why you will want to join our team:

A supportive, collaborative, and welcoming working environment
Opportunities for growth and learning in an expanding team
See your voice and efforts affect positive change for educators and our company
Gain insight into operations across the company
Supportive Champions of a data driven culture

What we are looking for:

8–10 years of relevant work experience
An organized, detail-oriented individual with excellent time management skills.
Analytic, critical thinker who enjoys solving problems and working with data.
A clear and concise communicator both verbally and in writing.
Someone with a growth mindset who is curious, ambitious, and loves to learn.
A person who thrives in a fast-paced environment, and adapts well to change
Tech savvy with expert Excel skills
Previous use of SQL and SFDC/Domo experience is a plus.
Previous management experience

Curriculum Associates

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Manager, Sales Operations