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Director of Sales Operations


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Location: Omaha NE

Company Name: Quantum Workplace

Occupational Category: 11-1021.00,General and Operations Managers

Date Posted: 2020-02-10

Valid Through: 2020-03-11

Employment Type: FULL_TIME

Description:

Who is Quantum Workplace?
Quantum Workplace provides an all-in-one employee engagement software platform that makes managers the central drivers of workplace culture. Used by thousands of organizations, Quantum Workplace’s software gives business leaders direct access to employee feedback and personalized real-time insights, so they can better serve their teams. Above all, we believe in making work better every day at your workplace and ours.
How important is the Director of Sales Operations?
The primary responsibility of the Director of Sales Operations is to optimize our sales performance to hit monthly, quarterly, and annual revenue targets. To do this, the role requires someone with a high level of business acumen, grit, and influence to evaluate our sales process, analyze constantly changing disparate data sets, and effectively drive rep productivity. The position is well compensated with base plus bonus, 401k match, great benefits, an awesome new office, and a chance to be part of a team focused on growth – personally and as a company.
What does the day-to-day of this role look like (yes, this adds up to 110% as a metaphor)?
Drive Sales Effectiveness [40%]

Establish a sales operations structure that will promote a consistent model of high performance
Responsible for account and lead assignments, sales process optimization, sales development, monitoring pipeline generation and rep productivity
Support the buying experience for our customers maximizing ROI and success for them
Influence HubSpot Sales and sales stack strategy to scale ahead of the sales team’s needs; taking into account the full impact on marketing, sales, and customer success
Monitor key metrics and create dashboards that help the sales organization book more meetings, shorten sales cycles, increase close rates, and drive predictable on-time renewals
Provide guidance on pricing mapped to our products and services to reach revenue goals
Look at data – lots of it; identify signal over noise to find opportunities or challenges to improve our sales process
Convert data trends and “signals” into actionable sales processes and tactics

Drive Sales Process Compliance [30%]

Develop and implement policies and processes to ensure data integrity and cleanliness of HubSpot Sales with marketing, sales, and customer success teams
Facilitate and audit deal review and approval procedures and policy compliance
Serve as an escalation point for the resolution of a process or HubSpot Sales system issue
Work with our CEO, legal counsel, and finance team to modify our Terms of Service to minimize contractual bottlenecks

Drive Sales Enablement [20%]

Responsible for ongoing sales onboarding, training and enablement
Design and structure (and sometimes facilitate) monthly “boot camp” sales trainings
Collaborate with different teams – marketing, product marketing, product and customer success – to help create content to drive better sales performance
Curate and manage our Sales Playbook

Serve as the Sales Chief of Staff [10%]

Work with the head of sales on overall strategy and org design
Be a liaison between different sales squads and the head of sales to ensure team alignment
Communicate out important changes

Act as a Utility Player [10%]

Freedom to take on and explore additional projects in and outside of your sales role
Identify ways to expand responsibilities based on your skills and personal interests

Who are you?

You understand the value of employee engagement. You know that employee engagement is critical to an organization improving workplace culture. Most likely, you have been exposed to (or have experienced) organizational topics like employee engagement, performance management, feedback, employee appreciation, and turnover – the good, the bad, the ugly. We’re here to make work better.
You’re a relationship builder and teacher. You are good with people, even the most difficult. You know that relationships are built on credibility and trust, and both of those take time. Relationships for you are not about saying yes or just being nice, but about finding common ground.
You’re tactical, yet strategic. You’ve been told before you’re a doer. You enjoy creating and completing to-do lists and understanding next steps. But, you also know the importance of big picture thinking.
You’re analytical. You dig spreadsheets – at least some of the time. You like to look for trends and uncover the hidden insights that may help shape the story to tell in the marketplace.
You thrive on making a difference. Presenting ideas, insights or ideas in-the-moment to executives isn’t intimidating because you know the difference it will make if we can continue the conversation.
You can influence those around you. You are effective at sharing insights and coaching executives on why they should set up a product demo with us. Delivering effective messages are easy for you because you’ve prepared.
You’re comfortable with challenges. You are not frustrated by the ups and downs of sales. You know that sometimes the best laid plans go astray. You take that as a challenge to get back on track.
Most likely, you’ve had some of the following experiences:

Extensive experience with sales automation and improving sales productivity
Demonstrated ability to define, refine and implement sales processes, procedures and policies
Proven proficiency in identifying, diagnosing, and resolving problems of all levels of complexity
Ability to analyze complex data and translate into actionable messages and presentations
Strong technical, research, problem-solving, negotiation and collaboration skills
Working for a software startup
Working with HubSpot Sales (or some other CRM)
MBA or Bachelor’s degree in Business, Psychology, Human Resource Management, Marketing, Sales or something similar