At Varicent, We’re Not Just Transforming The Sales Performance Management (SPM) Market—we’re Redefining How Organizations Achieve Revenue Success. Our Cutting-edge SaaS Solutions Empower Revenue Leaders Globally To Design Smarter Go-to-market Strategies, Maximize Seller Performance, And Unlock Untapped Potential. Varicent Stands At The Forefront Of Innovation, Celebrated As a Market Leader In The 2023 Forrester Wave Report For SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, And G2. Our Solutions Are Trusted By a Diverse Range Of Global Industry Leaders Like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker And Hundreds More. Here’s Why You’ll Thrive At Varicent
- Innovate with Purpose: Build impactful solutions for customers worldwide.
- Join Excellence: Work in a diverse, collaborative, and innovative team.
- Shape the Future: Lead in redefining revenue optimization.
- Grow Together: Unlock your potential in a supportive environment.
Join us at Varicent—where your talent and ambition meet limitless opportunities for success!
This role is central to driving growth and scalability by ensuring the operational backbone of our GtM teams is strong and well-aligned.
What You'll Do - Market segmentation. Implement robust data management & accuracy protocols and partner with Marketing to ensure continued enrichment of ICP datasets. Partner on the maintenance and improvement of:
- Total addressable market analysis
- ICP definitions and campaign datasets
- Whitespace analysis
- Capacity Planning: Build and manage the capacity & productivity plan for all GtM teams partnering with FP&A and GtM leaders.
- Territory Management: Structure sales territories and ensure ongoing optimization across the year.
- Quota Assignment: Manage the assignment of quota for GtM teams.
- Compensation Plan Design: Facilitate the annual compensation plan design and costing process for GtM teams.
- Compensation Administration: Lead the comp admin function ensuring accurate calculation and payment of monthly commissions. Run the compensation exceptions process and monthly approvals meeting.
- Forecasting & Opportunity Management: Support the Sales and Success forecast process ensuring opportunities are correctly managed through the sales cycle.
- Business Partnering: Be the primary business partner for day-to-day operational requirements for GtM organization leaders (Sales, Success, Presales, Partners & Alliances, BDRs).
- Process Adoption & Efficiency: Working with the Sales Excellence function, ensure that required processes & operational working practices are fully understood and adopted by GtM teams. Be the feedback loop from field to operations and facilitate ongoing improvements and efficiency
- Operational Cadence Management: Structure and support the weekly, monthly, quarterly cadences for the GtM organizations, covering:
- Forecast calls
- Sales activity reviews
- Pipeline creation & progression reviews
- QBRs – at the region and global level
What You'll Bring
- Experience: Typically, 7+ years of experience in sales operations, revenue operations, or related fields, with a focus on both sales and customer success.
- Leadership: Strong leadership skills, with experience managing and developing high-performing teams.
- Analytical Mindset: Ability to analyze large datasets and derive actionable insights to drive decision-making.
- Communication: Excellent verbal and written communication skills, and the ability to collaborate across departments.
- Technical Skills: Proficient in CRM platforms (e.g., Salesforce, HubSpot), analytics tools (e.g., Tableau, Excel), and productivity tools (Clari, Outreach).
- Problem Solving: Adept at identifying operational bottlenecks and inefficiencies and driving continuous improvements.
Varicent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email accomodations@varicent.com
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