About Xage

Cyberattacks on critical infrastructure, government, and private enterprises are at an all time high – and only growing more urgent by the day. Xage is a global leader in zero trust access and protection at the forefront of solving this pressing issue. We are pioneering a secure tomorrow by empowering organizations worldwide to connect anyone to anything, while delivering unparalleled defense against every cyber threat.

We have built tremendous momentum across governments and commercial enterprises around the world, and it’s just the beginning. Recognized by Forbes as one of America’s Best Startup Employers, Xage prioritizes creativity, collaboration, and innovation in pursuit of our mission. We are headquartered in Palo Alto, CA and have global teams across North America, EMEA, and APJ .

We’re passionate about solving problems that have positive, real-world consequences for the lives of everyday people. We hope you’ll join us in the fight against cyberattacks and safeguarding critical infrastructure.

About The Role

The Senior Manager of Sales Operations is a crucial role for achieving optimal sales performance to exceed the company’s financial goals. Your responsibilities will include reporting and analyzing key metrics of sales performance, executing on revenue operations responsibilities, as well as driving continuous initiatives to accelerate revenue growth. This position will be involved in key projects and deliverables of the Sales Operations team: yearly business planning, forecasting, board meeting data preparation, pipeline analysis, planning and scheduling quarterly business reviews (QBR’s) with guidance from CRO, go-to-market strategy and execution, addressable market analysis, etc. This position will also coordinate with marketing, product management, accounting and finance departments as end to end sales operation processes are defined, automated, and maintained such as order processing and other sales functions. It is desired that the candidate be based in the San Francisco Bay area region.

You are an analytical rock-star who can balance operations with strategy and planning and not be afraid to ask difficult questions and proactively seek the answers for them. Be inquisitive by nature and drive process improvement in everything you do with a focus of getting details right the first time. You have a hypothesis-driven approach to solving problems and are able to analyze large quantities of data, derive insightful recommendations and confidently present to our senior leadership team. Last but not least, a rolling up your sleeves attitude is very important – Xage is still a startup and a very lean and ambitious company – in our team, we balance the high-level strategic view with actual deep-dive analysis. Xage is in a high growth stage and our go-to-market teams are expanding rapidly.

Responsibilities

Track long term sales data, goals, and objectives such as sales performance KPIs, progress to revenue goals, pipeline analysis, and forecasts
Analyze the health of the business and interpret key performance metrics to derive recommendations and action plans to address areas of opportunities
Work with finance to jointly execute on revenue operations responsibilities as well as track key revenue metrics such as ARR, NRR, TCV, ACV
Prepare Board of Directors presentation material (data and formatting) on sales operations and revenue metrics
Implement and manage business operations such as quoting, order process, licensing renewals, and customer agreements
Update the corporate CRM (Hubspot) as necessary to reflect business operational changes including development of dashboards and automated workflows
Lead cross functional projects across product, marketing, service, and finance to achieve sales objectives to include making recommendations for operational changes and investments to improve business outcomes
Assist marketing teams to operationalize customer outreach methods such as account based marketing and pipeline generation
Train staff and new employees on operational procedures, sales materials, and technologies (CRM)
Ensure repeatability in sales functions through training, business process definition, enablement, and deal flow
Support account management needs of the sales organization as required
Manage CRO and global sales teams weekly forecasting meetings

Skills and Experience

Bachelor's degree
Minimum 10+ years experience in a sales organization with a track record of increasing responsibility
Excellent project management skills and experience with business process definition and implementation
Experience with CRM management software (Hubspot preferred)
Managing sales pipeline funnel including data analysis for annual and quarterly forecasts
Strong interpersonal skills with the ability to negotiate, communicate, and present effectively with various departments from individual contributors to corporate executives
Strong organizational skills to manage multiple projects and tasks simultaneously
Strong numeracy and analytical skills, including the ability to use Excel, numerical tools and systems

Perks

Competitive salary and Equity
Full health, dental, vision insurance
Work with founders and executives closely and participate in all aspects of company building
Continuous training, support and focus on your career goals
Mid-stage startup opportunity in a massive sized market with proven traction and growing rapidly

Awards and Recognition

Xage Security has experienced explosive growth and received numerous awards and recognition, including:
Named by Forbes one of America’s Best Startup Employers 2024
$17 million contract awarded by U.S. Space Force’s Space Systems Command (SSC) to offer its zero trust access control
Named in Gartner research on Cyber-Physical Systems Protection Platforms, Zero Trust Network Access, Remote Privileged Access Management, and CPS Secure Remote Access
Named in Forrester research on Operation Technology Security Solutions, and Microsegmentation Solutions
Named a Gold winner for Identity & Access Security Solution in the 2024 American Business Awards
Named a 25 Hottest Edge Security company by CRN 2023
Named a Top 10 Security Solution in the CRN Internet of Things 50 list 2024
Named Industrial IoT Innovator of the Year in 2023 IoT Breakthrough Awards
SC Awards “Best Identity Management Solution” finalist 2022
ISO 27001:2022, IEC 62443, and FIPS 140-2 Certified

Xage Security

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Senior Manager of Sales Operations