About BeyondTrust
BeyondTrust is the worldwide leader in intelligent identity and access security, empowering organizations to protect identities, stop threats, and deliver dynamic access to empower and secure a work-from-anywhere world. Our integrated products and platform offer the industry's most advanced privileged access management (PAM) solution, enabling organizations to quickly shrink their attack surface across traditional, cloud and hybrid environments.
Learn more at www.beyondtrust.com.
Job Summary
The sales Operations Manager is a highly detail-oriented and analytical leader responsible for driving strategic insights & planning excellence. The leader will work closely with sales leadership and be responsible for being proactive in providing data-driven insights and forward-looking indicators for continuous improvement of sales forecasts and rep efficiency analytics.
The leader will drive the annual sales planning and GTM strategy process including Compensation program design, Quota modeling, OKR & Other initiatives. This role will also work with leaders across the business to design, develop and evolve reporting and analytics solutions. This role will lead and develop an analyst.
The ideal candidate will have experience in both direct and channel sales operations, preferably in high-growth SaaS businesses, and have advanced systems knowledge in Salesforce.com and BI tools. Prior experience leading a team of data analytics and/or finance functions is desirable. This role is reporting to the Sr. Director of Sales Operations within the office of the CFO.
Essential Duties and Responsibilities
- Responsible for providing data driven insights and forward-looking indicators for continuous improvement of sales forecasts and rep efficiency analytics, opportunity pipeline analysis and conversion trends.
- Analyze current-state trends to historical and develop analysis and metrics around forward-looking indicators to provide insights to sales leadership and provide recommendations on business process improvement.
- Develop, design and drive compensation program:
- Design including quota modeling and other compensation initiatives such as OKR, Beyond Elite and Spiffs and align with GTM strategy based on feedback from field and analysis of performance against current structure.
- Create equitable sales force quotas, ensuring the firm's financial objectives are optimally allocated to all sales channels and resources through the quota program.
- Optimal deployment of sales personnel, making recommendations for changing sales roles, coverage models, or team configurations to maximize sales productivity.
- Develop and own all KPIs & sales metric reporting and analysis and manage ad-hoc analyses and special projects where needed.
- Lead and develop a Sales Analyst to strengthen partnership with sales at all levels.
Requirements
- Bachelor's degree in finance or equivalent practical experience; IT experience a plus
- 5+ years of Sales Operations and/or Business Intelligence Experience
- Strong experience with Power BI and/or Salesforce including Tableau and Einstein
- Experience with designing Sales Compensation and incentive programs
- Excellent financial modeling and analysis skills and experience with SaaS business financials and key metrics
Don't meet every single qualification? Studies show people are hesitant to apply if they don't meet all requirements listed in a job posting. BeyondTrust is focused on building an inclusive and diverse workplace – so if there is something slightly different about your previous experience, but it otherwise aligns and you're excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.
BeyondTrust is an EEO/AA/Disability/Vets Employer and an equal opportunity employer, offering a competitive salary with excellent benefits. We welcome all candidate applications who meet the minimum qualifications listed above.
What truly makes BeyondTrust special are the people – people who keep the culture strong and make working here exciting, rewarding, and ultimately fun!
Search @beyondtrust and #beyondtrustlife on Twitter and LinkedIn to find out more.