דרושים Sr Sales Compensation Analyst ב-Cellebrite ב-ארהב

Responsibilities:

• You do not mind a challenge or two - you are energized by challenging and diverse situations and always maintain a service-oriented approach. Understanding that no two transactions or individuals are the same, you always adapt and leverage your creative thinking to devise effective solutions. 
• Manage back-office sales process end to end (Quote to Cash).
• Order Management and Order Fulfillment: quote entry; order entry and scheduling; order control: pricing integrity, financial issues, etc.; RMAs and demo management; Pay or Return management.
• You implement Cellebrite’s policies and procedures: acting as the “gate keeper” of the company to make sure the orders and Sales Directors’ requests follow company policies and procedures and take proper steps to intervene and correct if needed.
• Execution and delivery of products to customers.
• Sales Operations: follow up on license renewal dates and manage renewals; be the Sales Director’s “right hand;” point-of-contact for customers regarding any operational/logistical issues; build and issue reports from the system to support the Sales Director’s needs.

· 2-3 years of experience as Sales Coordinator/Sales Operations

· Experienced with order management, shipment handling, and vast interface with Sales Directors and customer’s experience.

· Systems knowledge: Sales Force (or similar CRM) knowledge necessary

· Academic degree preferred but not required.

· Advanced Excel knowledge – a plus

· Adaptive Person

· Commitment & Accountability: Full ownership of the end-to-end back-office sales process. You know that the task is not complete until you have seen it through from start to finish. Additionally, you anticipate all your internal/external customer needs, being initiative-taking rather than reactive.

· Effective Multitasker: you are energized by shifting priorities; engaging multiple projects at once (no problem) without compromising details.

· You thrive and deliver in a high-pressure environment.

· This role will be supporting east coast hours .

Responsibilities:

• To increase new Business (while maintaining recurring business on high performance)
• Plan work to create sales growth, new account acquisition, continued account penetration, and maintain customer satisfaction on a long-term basis.
• Demonstrate advanced knowledge of, and management of, procurement and contracting processes.
• Develop and nurture existing and new accounts to maintain strong relationships and have a good understanding of their current and future business needs and directions
• Meet or exceed sales order booking objectives. Build and maintain a pipeline of business opportunities.
• Present at multi-levels including end users and executive management to develop opportunities and engage in face-to-face meetings with key prospects, customers, and partners.
• Maintain detailed knowledge of Cellebrite software and hardware products, training offerings, competitive products, and customer vertical industry, and have an in-depth understanding of customer goals. Ability to help customers make future solutions decisions based on product roadmaps.
• Submit accurate and detailed sales forecasts.
• Engage with sales operations, engineering, marketing, and senior management as appropriate.
• Develop and maintain detailed account plans for key customers, recommending new products and services to ensure customer satisfaction
• Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners.

• 1-3 years of experience in selling SaaS/Software, Enterprise or Public Sector
• Experience in account management, deep knowledge of the customer, their business, and priorities across the organizations at multiple points.
• Demonstrated ability to communicate effectively, orally and in writing, with all levels of the organization and with external contacts. Ability to create and deliver powerful and effective presentations.
• This is a Hybrid Role, office presence is required 4 times a week in Tysons Corner, VA

Responsibilities:

• To increase new Business (while maintaining recurring business on high performance)
• Plan work to create sales growth, new account acquisition, continued account penetration, and maintain customer satisfaction on a long-term basis.
• Demonstrate advanced knowledge of, and management of, procurement and contracting processes.
• Develop and nurture existing and new accounts to maintain strong relationships and have a good understanding of their current and future business needs and directions
• Meet or exceed sales order booking objectives. Build and maintain a pipeline of business opportunities.
• Present at multi-levels including end users and executive management to develop opportunities and engage in face-to-face meetings with key prospects, customers, and partners.
• Maintain detailed knowledge of Cellebrite software and hardware products, training offerings, competitive products, and customer vertical industry, and have an in-depth understanding of customer goals. Ability to help customers make future solutions decisions based on product roadmaps.
• Submit accurate and detailed sales forecasts.
• Engage with sales operations, engineering, marketing, and senior management as appropriate.
• Develop and maintain detailed account plans for key customers, recommending new products and services to ensure customer satisfaction
• Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners.

• 1-3 years of experience in selling SaaS/Software, Enterprise or Public Sector
• Experience in account management, deep knowledge of the customer, their business, and priorities across the organizations at multiple points.
• Demonstrated ability to communicate effectively, orally and in writing, with all levels of the organization and with external contacts. Ability to create and deliver powerful and effective presentations.
• This is a Hybrid Role, office presence is required 4 times a week in Tysons Corner, VA

Key Responsibilities:

1. Financial Planning and Analysis

• Lead the budgeting, forecasting, and variance analysis processes for GTM OPEX.

• Develop detailed financial models to track and analyze expense trends and key performance indicators (KPIs).

• Ensure alignment of financial forecasts with organizational goals and strategy.

2. Business Partnering

• Collaborate with GTM leaders to provide actionable insights into spending patterns and cost-saving opportunities.

• Serve as a trusted advisor, offering financial guidance to drive operational efficiency and strategic initiatives.

• Present financial results and recommendations to senior management and stakeholders.

3. Reporting and Insights

• Prepare and deliver accurate and timely monthly, quarterly, and annual expense reports.

• Develop dashboards and visualizations to communicate financial insights effectively.

• Highlight risks, opportunities, and trends impacting GTM OPEX.

4. Process Improvement

• Identify and implement improvements to streamline planning, forecasting, and reporting processes.

• Leverage financial systems and tools to enhance data accuracy and reporting capabilities.

• Drive automation and scalability in financial workflows.

• Bachelor’s degree in Finance, Accounting, Economics, or a related field; MBA or CPA is a plus.

• 5+ years of FP&A experience, preferably in a high-growth or SaaS environment.

• Proven expertise in managing Opex for GTM or similar business functions.

• Advanced proficiency in financial modeling, data analysis, and reporting tools (Excel, Power BI, or Tableau).

• Experience with financial systems (e.g., Pigment, Netsuite, Oracle Hyperion).

• Strong communication skills with the ability to present complex information to non-financial stakeholders.

• High attention to detail, problem-solving ability, and a proactive approach to work.

• Opportunity to work with a dynamic, cross-functional team in a fast-paced environment.

• Influence critical decisions shaping the success of the GTM organization.

• Growth and development opportunities within a high-impact finance team.

Position Overview:

As a Pricing Data Scientist at Cellebrite, you will play a critical role in shaping pricing strategies using high level data driven analysis. You’ll dig deep in the data to analyze buying patterns, sales performance, develop growth program opportunities and gain other valuable insights into the business to drive informed decision making. Your creativity and ability to draw actionable insights from the data will help propel Cellebrite our next level of growth.

Data Analysis & Insights

• Collect and analyze data – internal transaction & buying patterns, customers, competitors
• Create initial pricing benchmarks to help establish new models or help to optimize existing models.
• Conduct analysis to support pricing initiatives and proposals
• Use financial modeling to simulate the impact and effectiveness of pricing changes and provide data-driven recommendations to senior leadership.
• Identify areas of revenue leakage and build programs to facilitate “revenue capture” working cross-functionally with Sales and Finance
• Build list to street waterfalls

Performance Monitoring

• Track and report key pricing metrics, including average revenue per client, client acquisition costs, client lifetime value, and profitability.
• Establish KPIs to measure the effectiveness of pricing and packaging strategies, and make data-driven recommendations for adjustments as needed
• Identify areas in the Sales force that might benefit from enhanced training or coaching based on transaction analysis
• Design and implement revenue optimization programs using data-driven approaches. This includes
• Identifying key revenue drivers,
• Developing predictive models to forecast revenue impacts
• Creating strategies to enhance revenue growth.
• Collaborate with finance and sales teams to ensure alignment and effective execution of these programs
• Create data-driven governance structures to streamline deal processes while optimizing revenue.

Qualifications:

• 5+ years of business analytical experience, with competency in pricing, financial and/or economic models
• Bachelor’s degree in business, finance, economics, or a related field; MBA, advanced degree or equivalent work experience.
• A curious and creative mind.
• Proficiency in pricing tools, ERP systems, and financial modeling software highly desired.
• Excellent analytical skills, strong attention to detail, the ability to interpret complex data sets, and the ability to provide actionable insights.
• Experience in the Digital Forensics, security, or public sector space a plus
• Strong financial acumen with understanding of SaaS revenue models, subscription pricing, software licensing, and enterprise software sales cycles.
• Strong stakeholder collaboration, influencing, and communication skills, with experience working across multiple departments.

Responsibilities:

· Lead the monthly sales commission calculation process for the AMS and Enterprise Sales Groups

· Collaborate closely with Sales, FP&A, and Information Systems on an ongoing basis to support the accurate and timely completion of the commission process (to include intra-month checks to ensure Xactly matches CLBT’s system of record)

· Maintain an accurate and exhaustive list of special requests / ad hoc commission adjustments that arise throughout the year, and ensure their successful completion

· Administer the sales compensation plans, including the setup and ongoing maintenance of the sales commission system (currently we use Xactly)

· Continuously evaluate, identify, and drive implementation of global commission process and system improvements (working cross-functionally when needed), including researching external best practices.

· Provide support and training to sales teams on compensation plans, policies, and questions

· Ensure data hygiene by conducting regular quality control measures and data validation checks to maintain accuracy, consistency, and reliability across all datasets.

· Develop financial models and conduct analysis to evaluate proposed sales compensation plan designs and SPIF programs, and/or to evaluate the effectiveness of current compensation plan designs

· Take ownership of compensation reporting and analysis efforts as required

Requirements:

· Experience: 5+ years of relevant work experience, preference for candidates with industry experience in Enterprise Software and functional experience in Sales Compensation

· Education: BA in a quantitative intensive field (Engineering, Statistics, Finance, Math, Economics, etc.).

· High motor, self-starter, intellectually curious, embraces change and ambiguity

· Capable of working cross-functionally and collaborating effectively in a remote, global, and multi-cultural working environment.

· Ability to work under pressure as part of a Sales Organization.

· Experience with Sales commission system, and Xactly in specific – Must

· Excellent Excel skills (advanced) – Must

· Experience with SFDC CRM application – Must

· Experience with BI applications – Must. Qlik Sense/Cloud - Advantage

Analysis and Insights:

• Conduct thorough and accurate analysis of complex data sets from various sources to identify trends and derive insights.
• Conduct analysis to understand content performance on the web and through campaigns, and via enablement solutions to assess impact on the customer journey
• Understand product feature usage to identify impactful growth strategies, both new customer and expansion, and inform future product roadmap strategies.
• Leverage web traffic and product usage data to identify user journey pain points and propose data-driven optimizations

Reporting and Visualization:

• Generate clear and concise reports to communicate key findings to stakeholders.
• Prepare and present insightful data at regular reviews, highlighting key performance indicators and growth opportunities.
• Create visually compelling presentations or dashboards to support decision-making.
• Utilize data visualization tools to enhance the understanding of analytical results.

Cross-functional Collaboration:

• Collaborate with product, marketing, and system teams to ensure accurate product data tagging and tracking.
• Collaborate with cross-functional teams to ensure data-driven decision-making across Marketing initiatives.
• Collaborate with relevant teams to ensure data accuracy, integrity and accessibility.

• 5+ years’ experience in Marketing analytics or similar role with strong understanding of Marketing metrics and KPIs.
• Education: BA in Marketing, Business Administration, Statistics, or a related field.
• Required experience with Excel, PowerPoint, SFDC CRM, SFMC, 6sense, Looker, Snowflake, GA4 and Qlik Sense/Cloud or another data visualization tool
• Experience with Seismic, Pendo, Datadog, and Mixpanel is key to success
• Effective communication skills and ability to drive discussions and presentations at all levels of the organization.
• Experience pulling data from a variety of sources and aptitude to learn additional solutions as needed.
• Experience managing multiple projects simultaneously, owning deliverables end to end and establishing a partnership with key stakeholders.
• Master of collaborating cross-functionally and excellent organizational skills.
• This is a Remote position, but ideal candidate is located on US East Coast.
• Must be a US Citizen with ability to obtain a government clearance.