OPSWAT is a global cyber security company providing solutions for enterprises since 2002 to identify, detect, and remediate advanced security threats from data and devices coming into and out their networks. Trusted by over 1,000 organizations worldwide and with over 30 anti-malware engines, 100+ data sanitization engines and more than 25 technology integration partners, OPSWAT is a pioneer and leader in data sanitization, vulnerability detection, multi-scanning, device compliance, and cloud access control.

OPSWAT. Protecting the World’s Critical Infrastructure

The Position

OPSWAT is looking for Sr. Manager of Sales Operations who can roll up their sleeves and drive our day-to-day Europe Sales Operations, Revenue Intelligence, & Sales Engineering. The individual should be agile and able to work directly with sales leadership and our sales team. This role requires someone who is detail oriented and comfortable in Salesforce, MS Excel, PowerBI & Revenue Intelligence tools. We are growing rapidly, and it is a very exciting time to be in the cybersecurity industry.

This role requires rolling up sleeves and getting work done both strategic and day-to-day transaction execution. The role will primarily focus on working with the European sales organization however, the Revenue Intelligence role is worldwide in scope. The role will report to our Vice President of Revenue Operations based in San Francisco and work with Revenue Operations peers in Vietnam, Israel, Tampa, & New Jersey.

What You Will Be Doing

Leads sales forecasting every week across the Europe region on calls with the sales organization and aligning with worldwide revenue operations on the commit, upside, and downside. Drives forecast accuracy to achieve internal target objectives on pipeline coverage and forecast accuracy for Europe.
Working with sales leaders on quota and territory plans during annual planning across the GTM engine (channel, sales engineers, CSM, etc.).
Act as a trusted advisor for the leader of Europe Sales in support of strategic analysis, incremental opportunity segments, and growth to achieve the overall targets for the region.
Act as a trusted advisor for the leader of Worldwide Sales Engineering in support of strategic analysis, activity tracking, operations, metrics/analysis, etc.
Accountable for the data quality of the CRM system within the sales region and working on improvements both systematic and process that ensure accurate data.
On going Revenue Intelligence tools for use in forecasting, deal intelligence, call intelligence, sales cadences, & prospecting tools, on a worldwide basis. Admin the tools that plug into SFDC and the feature roadmap/enhancements together with GTM enablement create and rollout training / documentation for widespread adoption and maximization of the business outcomes from these tools.
Work with peers in APAC, META, AMER, OEM, Israel, Channel to support their deployments. Preform testing and UAT for new features and enhancements to the SFDC instance and how it interfaces with Revenue Intelligence tools.
On a monthly basis, review sales commissions for the region to ensure complete, timely, and accurate commission payments within CaptivateIQ, our commission system.
Handling day-to-day corporate bookings and compensation bookings updates for any opportunity splits when needed. Ensuring closed won deals are coded to standards for analytics, reporting, & sales compensation purposes across finance & go-to-market.
First line for triage of quoting issues and systems/tools questions from the sales organization.
Handle day to day operations ensuring closed won opportunities have accurate data quality
Identify any gaps or process issues creating sales drag and work with our process and tools team to support creating Jira tickets and UAT for your enhancements.
Work on data cleanup projects that consolidate accounts and contacts.
Execute the DocuSign e-signature process for customer contracts and sales compensation goal sheets eliminating sales drag.

What We Need From You

Experience leading sales operations including quota planning, territory planning, sales forecasting, and SFDC reporting.
Experience handing day to day inbound questions around reporting, quote support, opportunity management, sales forecasting, and commission questions across Field Sales, Inside Sales, Channel Sales, Technical Sales/Sales Engineering.
Comfortable within our Salesforce Sales Cloud, CPQ, and Service Cloud environment.
Excels in a fast-paced environment with a passion for being consistent and accurate.
You have a passion for continuous learning and want to grow your career.
Industry expertise in cybersecurity, cloud, or SaaS preferred.

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

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