** This role is also open to hire in our New York, Plano TX and Reston VA offices with a hybrid working schedule of 3 days/week in-office **
Being the cybersecurity partner of choice, protecting our digital way of life.
Your Impact
- Act as key business partner & Chief of Staff to the SVP of Strategic Accounts and regional sales management team; establish, maintain, refine the rhythm of business
- Drive forecasting, deal structuring and participate in a month-end and quarter-end close process
- Set up cadences for inspection of quarterly targets and forecasts
- Optimize forecast accuracy by driving discipline with pipeline hygiene and forecast management
- Facilitate tracking of outstanding purchase orders, ensuring order compliance, bookings reports, etc
- Manage compliance of the non-standard transactions process; track quarterly metrics on average discounts, non-standard exceptions and recommend actions to improve these metrics
- Drive sales planning, account strategy & quarterly business review meetings with the sales management team
- Run data analytics and partner with finance/market intelligence teams to assess TAM, product propensity to buy and optimize territory coverage
- Work closely with sales management on GTM segmentation and coverage strategy implementation
- Own and drive annual planning exercise for Strategic accounts
- Partner with sales leadership to drive account & opportunity planning motion
- Manage all aspects of operations, tools, dashboards and reporting
- Review and identify areas for improvement leading to operational efficiency
- Assist in driving field readiness for new sales hires and ongoing sales processes training; Coordinate activities and priorities of enablement functions to improve alignment to sales strategy
- Set up and manage sales programs to drive pipe generation and growth in accounts
- Manage sales compensation escalations with the Sales Compensation team
- Work closely with Finance, Sales Compensation and Central Analytics teams to develop & maintain scorecards and dashboards that bring transparency into business performance and arms sales leadership with insights needed to drive their business
Your Experience
- 8+ years of experience in an enterprise subscription software sales strategy & operations/sales finance (or similar) role supporting large/strategic accounts
- Advanced business degree (e.g., MBA) and prior experience in sales operations/sales finance highly desired
- Advanced data modeling & presentation skills; Proficiency in Excel/Google Sheets & PowerPoint/Google Slides & Tableau
- Proficiency with CRM & connected planning systems (e.g., Salesforce, Pigment, Anaplan)
- Knowledge of SaaS / subscription based business models and associated KPIs (Retention & Renewal Rates, ARR, Expansion & Cross-Sell Rates, etc)
- Strong understanding of sales processes and methodologies
- Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems
- Strong communication, collaboration and leadership skills and the ability to effectively partner with all levels of management
- Self-starter, highly motivated with insatiable curiosity to learn about and influence the business
- Works well within a matrixed environment, with ability to manage simultaneous projects, and tight deadlines
All your information will be kept confidential according to EEO guidelines.
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $144,100/yr to $233,000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .
All your information will be kept confidential according to EEO guidelines.
