Director, Sales Operations

The Role

We are looking for an experienced Director, Sales Operations to join our dynamic team. Reporting directly to the VP, Revenue Forecasting & Operations, you will play a critical role in supporting seller productivity, pipeline reporting, commissions design & administration and deal desk. The role requires a strong leader capable of aligning sales goals with overall company goals while leveraging accurate data-driven insights. It will also be critical to work across functions and coordinate multiple disciplines including product, marketing and sales. We’re looking for a self-motivated, detail-oriented individual who is passionate about GoGuardian’s products and impact.

What You’ll Do

Provide Strategic Leadership: 

• Drive core revenue operations processes: sales forecasting, headcount planning, pipeline management and reporting.
• Improve process effectiveness within the Sales organization, executing against GoGuardian’s go-to-market strategy.
• Design, implement, and manage forecasting, planning, and resource allocation processes. Establish high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the revenue organization.
• Administer the commercial incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and commercial objectives. 
• Sales capacity planning and territory design
• Learn, align, and provide thought leadership on best-in-class practices in sales operations, key performance metrics, processes, and systems.

Steward & Build a High Performing Team:

• Manage and develop a Sales Operations team inclusive of Salesforce Administration, Forecasting, Commissions, and the Deal Desk.  
• Commercial advocate to articulate the value of Sales Operations, driving internal initiative and communication to support the sales organization, while also continuously improving today’s seller experience. 

Work Seamlessly Across Organization:

• Develop an in-depth understanding of the marketing and sales process, function and technologies it touches.
• Establish strong relationships and processes with teams in the Revenue organization (Sales, Marketing, Customer Success, and Operations) as well as Revenue partners (IT, Finance, HR, Product, etc).
• Manage the Deal Desk including deal structuring, discount approval, purchase order, and booking.

Drive Outsized Results:

• Equip sales teams with metrics and insights to win: deliver data and analytics that improve productivity, pipeline management and conversion rates, with focus on optimization of high volume sales motions for incremental results.
• Live and breathe acquisition: track performance, risk to target, and pockets of opportunity across multiple lines of business and in a dynamic and fast paced environment.
• Support the building, maintenance, and monitoring of KPIs and metrics to measure the health and success of our Revenue business.
• Perform ad-hoc and in-depth analyses and translate them into insights which can be interpreted and actioned by business executives and stakeholders including Board members.

Who You Are 

• A proven experienced sales operations leader (10+ years SaaS), preferably in the K-12 and Higher Education space with experience selling into Education / Government organizations.
• Culture and customer champion
• Experience working across sales, marketing and sales operations.
• Seller-centric mindset and experience in providing ‘best in class’ support, SLAs and issue resolution.
• Salesforce administrator or developer certifications. 
• Scale experience - have helped previous organizations grow in fast-moving environments.
• Strong analytical skills with the ability to interpret data, analyze trends, and implement strategic solutions.
• Expert in sales process optimization, sales forecasting, and sales performance management.
• Strong background with Salesforce, Excel, data analytics, and sales & marketing software.
• Strategic mindset with expertise in go-to-market strategies and enterprise sales to school districts or similar local government entities.
• Proven track record of building operational rigor and structure that eliminates surprises and drives accountability.
• Experience building strong teams, maintaining both an outcome/performance mindset and a customer first approach. 
• Strong and polished communicator with audiences at all levels of the organization. 
• Team-oriented collaborator and personable; strong ability to inspire direct and cross functional teams.
• Highly successful in leading and developing high output teams.
• Proficiency working with distributed teams and working across functional to drive Customer and Company success.
• Actively build meaningful and trusting relationships with sellers and throughout the organization.
• Collaborate and work cross-functionally to solve complex problems.
• Prior P&L or cost center responsibility is advantageous.
• Previous B2B or B2B SaaS and enterprise software experience; Edtech sector a plus.

What We Expect

• Accountability in the support of exceeding revenue projections, improved seller experiences (SLAs, issue resolution, CSat)
• Great leader who focuses on building/developing strong teams

What We Offer 

• Competitive pay, complete health insurance, 401(k) matching, bonuses, and an employee stock option plan.
• Flexible time off, 13 paid holidays, paid parental leave, wellness days, and a paid year-end holiday break.
• A robust catalog of benefits that support your professional growth and personal wellbeing: learning funds, lifestyle funds, online yoga & meditation classes, fertility & adoption reimbursement, giving funds with company match, and more…

Plus the intangible:

• A varied and challenging role in a global and highly innovative high-growth company.
• Supportive, driven colleagues who have your back and share your passion.

The typical base salary range for this position is $175,000 - $200,000 per year. The range displayed on this job posting reflects the minimum and maximum target for new hire base pay for this position and your pay will be determined by a variety of factors, including your primary work location, skills, qualifications and experience. Additional benefits information is listed on our careers page.