Lever is looking for a Director of Sales Operations to partner with our SVP of Sales as their right hand person building the operational backbone of our high-growth Sales team. This role is all about ownership -- you’ll play a highly visible role taking Lever to the next level.
While the Account Executives focus on driving deals, you will be the strategist always thinking one step ahead. You’ll be an invaluable partner to the SVP, Sales, tackling territory segmentation analysis and general decision-making around scaling the sales team. You will have the opportunity to work on everything from Sales Kickoffs to team vision for the year, while ensuring sales operations are seamless and optimized for growth. The person who will succeed in this role at Lever cares deeply about the way we do things and takes personal pride in the people and product.
Our Director of Sales Operations will be a data nerd, obsessed with efficiency and metrics, and have a huge impact in our plans for scale, the goals we’re aiming to hit, and how our KPIs roll up into our big-picture strategy. We’ll be aggressive in scaling the team, but won’t sacrifice our professionalism in getting our product and brand out there, nor the supportive, inclusive, and strong culture of our winning sales team.
Learn more about Lever’s Sales organization from some of our Account Executives and meet some of the team.
WITHIN 1 MONTH, YOU'LL:
Complete Ramp Camp, Lever’s company-wide onboarding program; you will also complete and present your starter project to other stakeholders
Review (with the leaders of SDR, SMB/Corp and MM/Ent sales) and prioritize the key areas of Sales Ops that need the most focus and uplift. You’ll then create a prioritized plan, including resource requests, and present to SVP Sales
Learn Lever’s order and contracting process, and review month-end incoming orders for accuracy to ensure they can be booked
Learn Lever’s forecasting process by joining weekly forecast calls; partner with the SVP, Sales to run a call and track the forecast results for that week
WITHIN 3 MONTHS, YOU'LL:
Select and implement a Sales Incentive Compensation Management application; you’ll project manage the implementation and own the relationship
Create and communicate Incentive Compensation Plans for the sales team for 2018; you’ll partner with SVP, Sales and our Finance team to ensure accuracy
Calculate and announce Sales Club qualifiers!
Research data on company demographics, lead flow and customer base, to provide the sales leadership team with data to create sales territories. This will inform sales leadership as they create our territories; you’ll leverage this information moving forward and will continue to own!
Run our forecast call from an operational perspective each week. Manage attendees, track results of and changes in the forecast, and recommend actions to improve our projected achievement
WITHIN 6 MONTHS, YOU'LL:
Load new sales territories into CRM and update lead routing rules
Update Sales Rules of Engagement to support the new territory selling model, and communicate them to the sales team
Build dashboards and reports on all aspects of sales from lead initiation, throughout sales pipeline to close, including backward-looking results and monitoring of forward-looking indicators of future performance. This will be a consistent tool for the entire Sales team to lean on.
Hire a Sales Systems Analyst to handle all operational aspects of Lever’s sales technology stack
WITHIN 12 MONTHS, YOU'LL:
Hire a Deal Desk Manager to be the first line of review for contract redlines, RFPs and orders
Create (and perpetually maintain) a sales capacity planning model, with current data on sales funnel conversion rates, ramp times, ramped rep productivity, ACV and sales cycle length for each sales segment
Formulate and begin to execute your long-term plan at Lever, and own your career path. Work with the SVP, Sales to create the long-term plan for the Sales Operations organization, that will support Lever as we grow to and beyond $100MM in ARR. We will be actively and aggressively growing this organization, so you will have a chance to specialize in the areas most interesting to you and build an organization to support this revenue growth!
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