We are seeking an experienced sales leader to run our Sales Operations team through a period of high growth and change. MarginEdge has been growing at 80+% year over year and adding sales, marketing, and partnership team members to drive that growth. Our leaders are moving quickly and we have the opportunity to give them better insights.

What are we looking for in a leader? We are seeking someone with Director of Sales Operations experience in the SMB space who has experience managing a team of Salesforce analysts.

What is the role? First and foremost, providing the data and insights our sales and marketing leaders need to make good decisions. Secondly, managing our CRM systems (ChurnZero and Salesforce) and the U.S. and offshore teams that support them, ensuring users across MarginEdge are utilizing our systems well, and enforcing data hygiene.

About MarginEdge: Where hospitality meets technology

As a team built by former (and current!) restaurant operators, our culture is deeply rooted in service, partially because that’s where so many of our team come from (including everyone on our Business Development team), but also because we believe it is just the right way to run a business. We design our software with profound empathy for the complexity of running a restaurant and the goal of taking the complex (read: very annoying) back office tasks off operators’ plates while empowering them with real-time data.

Our product allows restaurants to automate their invoice processing, streamline their inventory process, manage their recipes, consolidate their ordering, pay their bills, and get a daily controllable P&L so they can make timely decisions that impact their profitability. Payment automation is a key focus of driving revenue growth, so we differentiate our payments platform with our unique industry knowledge and solve pain points that other platforms ignore.

Our founders share a deep history in both owning and operating restaurants and building successful tech startups. We are venture-backed, post-series C, and serve 5,500+ restaurants across the US and Canada. We grew 80% in the last year and aim to accelerate that growth through the introduction of new product lines.

Responsibilities

Data analytics and thought leadership to drive sales efficiency - be the oracle of sales

Analyzing data to find the highest value lead targets to funnel into the system
Identifying trends that are strongly positive or negative to drive the business
Developing reliable reports for sales, marketing, and finance related to sales data
Using data in Salesforce, Gong, and other systems, driving sales rep efficiency through actionable reports for sales reps and sales managers
Ensure seamless integration and alignment of various systems to optimize data flow, enhance reporting capabilities, and increase overall efficiency.

Sales Operations

Active participant in discussions about sales compensation and incentives
Ensuring commission data is 100% accurate and working with Sales Managers and Finance to resolve any issues ongoing
Owner of the sales policy manual and regular updates/training related to sales policy changes
Escalation POC for Rules of Engagement issues that cannot be resolved by Sales Managers

Manage the CRM systems: ChurnZero and Salesforce

Voicing a strong opinion about how Salesforce and other sales tools (Gong etc.) are used
Enforcing how the sales team and sales managers use Salesforce so we have reliable data across all sales reps
Partnering with sales and marketing management to ensure the team has the best tools for the team - are there better tools than the ones we’re using today?

People Management

Managing a 3 person stateside team and a small offshore sales data entry team
Collaborating with stakeholders to ensure the highest priority items are done on time and to the delight of the stakeholders

What qualifications are required?

3-5+ years of experience in Sales Ops as a Senior Manager or above
3+ years of people management experience
Salesforce administration experience–able to lead the team in report writing and decisions about the data architecture (must be Salesforce certified)
Fluency with demand gen/marketing metrics
Comfortable driving sales and marketing leaders to the outcomes we need as a business

Nice to Haves:

Experience with ChurnZero

Benefits (because hospitality means taking care of our people too):

We believe that top talent (that’s you!) should feel deeply connected to their work, appreciated for the time they give to building our organization and have the balance necessary to give their best during work hours and all those after-hours too. We strive to provide the foundation for a career you love and a life outside of work you love just as much with:

Unlimited paid time off (with manager approval) we encourage your healthy work-life balance!
Medical, dental, vision, and short/long-term disability insurance (preventative care for the win)
Health Savings Account with 100% employer match (dependent upon your medical plan selection)
Commuter benefits with employer contribution (excluding limos and helos - for now)
Generous life insurance plan
11 company-paid holidays
401(k) and matching 100% on the first 3% of compensation
Stock options to buy into everything we are doing to support this industry
12-weeks fully paid parental leave
Lunch catered twice a week at our HQ in Arlington (we exclusively cater from our clients, too!)
A wellness program that sponsors healthy activities such as step challenges and provides discounts to gyms and fitness classes

Check out our 100% “Recommend to a Friend” rating from anonymous employee reviews on Glassdoor.

Oh, and our recognition in the Washington Post as a top small businesses to work for in 2021, 2022 and 2023!

And most important, what our customers think about our work on Capterra and G2 Crowd.

Our Fine Print is Bold: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran, marital, disability status or any other characteristic protected by law. You be you. While we are proudest of our commitment to exceptional culture and creating a truly excellent work environment, we see our benefits as an extension of that belief. Our benefits package is designed to be exceptionally competitive and a reflection of our commitment to a best-in-class workplace for all.

MarginEdge

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Director, Sales Operations