Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today’s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn, X and Facebook.
Job Description
The Senior Sales Operations Manager will act as a business partner for the Americas Sales team. You will support sales leaders in managing their forecast, pipeline, and rep performance. You will partner with Deal Desk and other backend operations on any issues relating the deals raised by the field sales team, and planning.
Responsibilities and Expectations
- Business partner with Sales Leader(s) to become a trusted advisor to the leader(s) and their teams
- Lead operating rhythm including forecasting, pipeline reviews, and business reviews in partnership with Sales leadership
- Manage the forecasting process and drive accuracy and predictability improvements
- Manage the evolution of the sales pipeline from creation to closure
- Partner with Channel/Partner, marketing teams to optimize lead generation and qualification processes
- Design new KPIs and leverage existing reporting, dashboards, and analytics on key metrics such as pipeline creation and progression, sales productivity, sales velocity, etc; to identify insights, implications, and actions to optimize performance
- Prepare and present analyses on go-to-market effectiveness, including QBR presentations, leadership reviews, etc
- Work cross-functionally to design and implement new processes related to account segmentation, data management, productivity and effectiveness enhancements, etc
- Act as an advocate on behalf of the field sales organization to ensure field requests and feedback are captured and acted upon to resolve issues and ensure continuous improvement
- Partner with other functions such as HR, Finance, Legal and various other teams at to assist in addressing issues, building plans, and delivering programs
- Apply a data-driven approach to optimize territory assignment and quota planning, in partnership with Sales leadership, Sales Planning
- Lead and develop a team of Sales Operations professionals
Qualifications
- 8+ years of experience in related roles (e.g, Sales Ops, Rev Ops, Strategy & Planning)
- Deep and broad understanding of Sales strategy and operations, and alignment with Channel, Marketing and Customer Success in high-growth SaaS environment
- Ability to structure and execute complex analyses and synthesize into clear, actionable insights with business impact
- Familiar with Business Intelligence & Data visualization tools and Sales technology such as SFDC and Clari platforms, etc
- Excellent verbal and written communications skills, including presentation skills to all levels and roles across teams within the organization
- Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen
- Experience interacting with senior stakeholders within the organization
- Strong project management skills and drive for ownership and results
- Ability to prioritize and multi-task and to work independently in a dynamic environment
- Proven track record creating solid cross-functional partnerships across Finance, Sales, Legal, Business Systems/IT, and other Operations teams
- Experience working with remote sales and business partner teams
- Ability to lead without authority
- Ability to travel as required
The pay range for this position is expected to be between $144,000 and $201,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
