CloudPassage is looking for a talented and ambitious Sales Operations Manager to join our revenue team in a critical growth role. You will be an integral part of day-to-day sales operations, helping grow and scale our sales operations and increase sales efficiency through improving sales processes. This is a multi-faceted role where you will work with our sales team, finance, marketing, and customer success teams.
We are seeking candidates who are highly organized, have exceptional execution skills, are detail-oriented, and who have very strong technical and process skills. Success in this role will require self-motivation, an eagerness to take on a variety of projects, and a desire for continuous improvement through expanding personal knowledge and skills. Successful experience working in a very fast-paced and rapidly changing startup environment is critical. This role also requires proven problem solving and communication skills and a quantitative or analytics background. Location in our San Francisco HQ is preferred.
General Sales Operations Management
Provide comprehensive sales operational support, including but not limited to territory, account and opportunity management
Generate customer quotes and order forms, ensure deal closing requirements are met, and maintain customer transaction records
Assist primary administrators with the management of sales systems including Salesforce CRM, 3rd party software, and proprietary software tools
Ensure that sales tools are configured and operated in a manner that maximizes sales rep productivity and efficiency (e.g. reports, screen layouts, workflows, integrations)
As the owner of sales productivity, provide guidance to primary administrators to ensure that the configuration of and changes to sales systems are consistent with sales operational needs
Administer annual sales compensation plans and create/administer monthly commission reports, including reconciling discrepancies
Reporting / KPIs / Data Management
Collect, consolidate and generate weekly sales forecast reports and deliver to management
Ensure productivity and efficiency of sales team through development, maintenance and monitoring of ongoing operational KPIs such as:
Company-wide metrics ( e.g. lead generation metrics, pipeline velocity, quota coverage, conversion rates)
Customer SaaS metrics (e.g. ARR, ACV, CAC, expansion/contraction, churn)
Sales territory and individual rep metrics (e.g. win/loss rates, pipeline velocity, quota coverage, conversion rates)
Ensure accuracy of sales pipeline data, sales forecasts, and reporting; recommend revisions to existing reports and assist in developing new reporting tools as needed
Sales Process Management
Maintain documentation of sales policies and procedures including change and version control, distribution, and team updates
Provide training, enablement, and oversight related to sales policies and procedures, including routine verification and reconciliation
Identify opportunities for process optimization, process redesign, or development of new process/policies
Develop technical, operational and policy-related strategies enabling the sales team to scale effectively
Quickly solve sales operational pain points on-the-fly while developing long-term solutions to underlying challenges
Develop, document and administer training and on-boarding processes for new sales hires
3 to 5 years of experience in a sales operations role with a B2B SaaS company (expertise in subscription selling, recurring revenue, renewals, expansions is an absolute must)
Deep experience with the Salesforce CRM platform and sales operations processes in a B2B SaaS organization; experience with InsideSales.com is preferred
Skilled in complex data aggregation and analysis, including strong Excel / Google Sheets skills; Google Data Studio skills not required, but a plus
Strong organizational skills and business judgment with the ability to handle projects independently end-to-end
Excellent communication and critical thinking skills
Experience administering sales compensation plans and commission calculations
Bachelor's degree or higher in business, finance, computer science, or related fields (commensurate experience considered)
CloudPassage is the recognized leader in automated cloud security and compliance for dynamic application deployment environments like AWS and Azure. A true pioneer, the company's groundbreaking innovations received the first-ever patents granted in the cloud security domain.
Today, CloudPassage safeguards cloud infrastructure for the world's best-recognized brands in finance, e-commerce, gaming, B2B SaaS, and digital media with Halo, its flagship solution. Halo is an award-winning cloud security platform that automates continuous visibility for millions of serverless, server-based, and containerized assets across hundreds of public and hybrid cloud environments. Halo is software-as-a-service, deploying in minutes and scaling effortlessly. Halo integrates with configuration management and CICD tools such as Puppet, Chef, and Jenkins to align security functions with automated DevOps processes. CloudPassage is a proven solution for delivering automated security and compliance visibility, critical to protecting data and applications migrating to public IaaS environments.
Visit www.cloudpassage.com to learn how Halo can enable faster, more effective cloud infrastructure security for your enterprise.