Hivebrite is an all-in-one community management and engagement platform - We power communities, help them thrive, and maximize their impact. That's our mission.

Our SaaS platform serves customers across a variety of industries including higher education, non-profit, and corporate. Founded in 2015, today we count more than 900 customers worldwide - including Boeing, Kraft Heinz, Pokemon, Adidas, WWF, the United Nations, New York Stock Exchange; as well Stanford, MIT, Columbia, and Princeton Universities.

We employ more than 160 people across our offices in Paris, New York, and Sydney, and 30 nationalities are represented in our team!

In 2023, we won BuiltIn's Best Hybrid Place to Work in the US and in 2020, we were awarded five Great Place to Work labels, were recognized as a G2 High Performer, and won the International Prize by EY, SYNTEC Numerique, and TECH IN France.

And we have no intention of slowing down!

We are looking for a detail oriented, process driven, analytical sales operations leader who can create and drive continuous improvement of the entire sales organization. This role reports directly to the Chief Revenue Officer (CRO), and will be responsible for all sales reporting & analytics, forecasting and budgeting, developing departmental goals and objectives for further sales effectiveness. While the role is based in the US, the role will have global outreach and responsibility towards the below responsibilities. This is our first Sales Ops Manager role, and we’re looking for someone who can roll up their sleeves, hit the ground running, and build efficiently while gaining buy-in from stakeholders.

It is required for this role to be based in the NYC-tri state area. We have a flexible hybrid work policy, where employee’s come to the office 2 days/week (Tuesdays and Wednesdays). As the CRO is also in the NYC-tri state area, this will provide ample opportunity for collaboration.

The Responsibilities include:

REPORTING AND ANALYTICS

- Define and create metrics, reports and dashboards from CRM, marketing automation and other sales tools.
- Understand rough requests for insights and determine the correct sources and report design to address those requests quickly and accurately.
- Narrow the focus and purpose of reporting down to specific outcomes required by sales at various levels and recommend revisions to existing reports, or assists in the development of new reporting tools, as needed.
- Ensure adoption & compliance of metrics, reports and dashboards across all members of the sales team. Own accurate and efficient distribution of sales reports and other intelligence essential to the sales organization.
- Operationalize weekly, fortnightly and monthly cadences bringing strong insights, drive and enforce quick decisions.
- Efficiently evaluate the flow of leads through the process, identify potential bottlenecks and advise the leadership team on how to address them.
- Collaborate with sales management to monitor team and individual performance, pipeline metrics, pricing effectiveness, quota attainment and proactively identifies and assists with continuous efficiency improvements.

KNOWLEDGE GATHERING & GO-TO-MARKET STRATEGY SUPPORT

- Assist the marketing and revenue enablement team to operationalize go-to-market strategy, use case based selling methodologies, and pricing & packaging improvements.
- Inform ongoing refinement of market and customer segmentation with customer and pipeline data, conversion & win/loss analysis, deal velocity trends and intelligence gathered from interactions with sales, customer success, prospects & customers.
- Proactively monitor trends and identify opportunities for growing the business, improving targeting, messaging etc.
- Ensure that knowledge is captured in every step in the lead and opportunity process, to ensure robust and timely feedback to the marketing and revenue enablement teams.

FORECASTING, PIPELINE MANAGEMENT, & ACCOUNT PLANNING

- Develop structured forecasting and pipeline processes with detailed agendas, deliverables and timelines.
- Apply tools and techniques to maximize data quality and process consistency throughout the pipeline and forecasting process to ensure accurate forecasts.
- Coordinate the forecasting and reporting process with relevant stakeholders such as finance and the executive team.
- Use pipe sufficiency metrics to monitor number of opportunities, coverage, and activity needed to get to goal; collaborate closely with sales managers and reps to maintain a healthy pipeline.
- Proactively collaborate with sales leadership to develop account planning tools to support management of complex deals; review and challenge account plans to ensure that they are comprehensive and complete.
- Understand discounting authority levels and is able to to assist sales reps in proposal creation, commercial negotiation strategies and configuration of complex deals.

TERRITORY, QUOTA, AND COMPENSATION DESIGN

- Implement the fundamentals of territory planning best practices.
- Successfully manage the equitable assignment of sales force quotas and ensure that quotas are optimally allocated to all sales channels and resources.
- Build comprehensive compensation plans that drive GTM organization behavior using best practice design principles.
- Partner with Finance, and HR to provide assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures.

PROCESS AND TOOLS MANAGEMENT & COLLABORATION

- Drive the implementation and adoption of sales methodology tools to increase sales effectiveness.
- Develop processes, reporting and strategy to penetrate and navigate large Enterprise accounts for new and expansion sales.
- Operationalize data augmentation and alignment across sales systems to empower the sales organization, drive efficiencies and reduce the burden on sales reps.
- Develop and manage lead routing strategies for inbound leads working closely with marketing and sales management teams.

SUPPORT SALES TEAM TRAINING AND COACHING

- Ensure the availability of proper sales onboarding and training materials.
- Support sales managers in onboarding and ramping new hires efficiently.
- Coach and motivate team members on an ongoing basis.

REQUIREMENTS

- Proven success as a Sales Operations leader in the B2B SaaS industry for 7+ years with a scientific approach to sales planning and management.
- Experience in a high growth start-up environment, scaling businesses from 20M to 50M+.
- Experience in or with companies based in the US, UK, Europe, APAC.
- Based in the NYC-tristate area.
- Deep experience working in scaling a high volume inbound sales business.
- Exceptional analytical skills and a passion for insights that result from analyses.
- Experience in analyzing complex information and data, translating findings into actionable deliverables, strategies, targets, messages, and presentations.
- Experience building forecasting cadences for sales teams and understands how to run an effective forecasting call.
- In-depth understanding of marketing and sales ops tech and tools.
- Strong ability to obtain buy-in and collaborate cross-functionally to support the attainment of mutually agreed upon targets.
- Experience in designing elements of compensation plans such as gates, decelerators, accelerators and caps.
- Understand the universe of targets, sales segmentation, skill sets and capacity planning models, ramp times and quotas required to achieve sales targets.
- Familiar with standard sales methodologies such as BANT and MEDDPIC

BENEFITS

- Competitive salary package + variable bonus
- Open PTO policy
- 11 paid holidays
- Matching 401K
- 16 weeks 100% paid maternity leave (12 weeks 100% paid caregiver leave)
- Employer contributions towards medical, dental, and vision insurance (95% for employee and 75% for dependents).
- Short-term disability, Long term disability, and basic life insurance covered 100% by Hivebrite
- FSA / HSA options
- Commuter benefits
- Flexible schedule and remote policy
- Yearly off sites (the last one was in Marrakech)
- An international work environment, with an office in Paris, New York and Sydney.
- The latest in Apple’s equipment
- Check out our instagram page here to discover our team

QUALIFICATIONS

- Proficient with hands-on skills in salesforce and associated ecosystem of modules supporting all rep and management processes.
- Expert spreadsheet modeling and analysis skills and other.
- Well versed in Hubspot and marketing automation platforms.

COMPETENCIES

- Has a persistent, “not give up” attitude and recovers from setbacks.
- Able to adapt and deal with high stress situations not in the playbook.
- Customer-focused and have a passion for serving others.
- Committed to win – performs at a high work rate over an extended period-of-time.
- Not arrogant, yet confident and assertive in their role through consistent demonstration of confidence & clear communication with internal and external stakeholders
- Willing to have difficult conversations with the CRO & senior leadership on organizational design and strategy.
- Be self-motivated and inspire the same in their team, be a problem-solver and thought-leader, have strong strategic and thinking skills, have a collaborative attitude, and an ability to maintain composure in stressful and uncertain situations.

RECRUITMENT PROCESS

- A 30-minute screen with our in-house recruiter
- A 45-minute videocall with the Hiring Manager (our CRO) to go deeper on the job description and for you to understand the expectations of the role.
- A 30-minute values-based video-call with members of the team
- A 1-hour presentation to the members of the team to understand your previous work experience
- Pending availability, an in-person meeting or lunch with members of the team
- Our recruitment process lasts about 15 business days and we'll deliver a high-touch recruiting experience throughout your entire process

CORE VALUES

- We believe in the Power of Community: We strongly believe that communities can spark - and accelerate - positive change. We are passionate about empowering our customers to create impactful and thriving communities.
- We are a positive force: We believe that a positive mindset leads to better relationships, resilience, and happiness. We bring enthusiasm to everything we do, inspire each other, and thrive in tackling challenges together.
- We embody diversity and belonging: Diversity is in our DNA and is core to our success. We share core values and embrace our differences. We value an open and inclusive work environment, and practice empathy. We’re team players and we’ve got each other’s back.
- We innovate with purpose: We question the “why” and challenge the “how.” We create solutions for today while growing our technology for the demands of tomorrow.

Hivebrite's Core Values:

1. We believe in the power of Community - We strongly believe that communities can spark - and accelerate - positive change. We are passionate about empowering our customers to create impactful and thriving communities

2. We are a positive force - We believe that a positive mindset leads to better relationships, resilience, and happiness. We bring enthusiasm to everything we do, inspire each other, and thrive on tackling challenges together.

3. We embody diversity and belonging ‍‍‍ - Diversity is in our DNA and is fundamental to our success. We share core values and embrace our differences. We value an open and inclusive working environment, and practice empathy. We’re team players and we’ve got each other’s back.

4. We innovate with purpose - We question the “why” and challenge the “how”. We create solutions for today while designing our technology for the growing demands of tomorrow.

Hivebrite's working principles:

Caring and Inclusive
Accountable
Customer obsessed
Company and team-player

Hivebrite

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