What you’ll be doing:
- Planning and Targets
- Lead our Sales Strategy & Operations team through driving the annual planning process.
- Own the global sales quota and capacity plans for across Strategic, Enterprise, Commercial and Partnerships segments.
- Work with Sales Managers to drive effective territory allocation among their reps.
- Contribute to integrated planning and execution for sales and demand.
- Scalable Analytics
- Establish benchmarks and metrics to track improvements based on Sales and company-wide objectives, goals, and strategies.
- Generate valuable sales insights essential to running an efficient sales organization.
- Develop formal reporting packages for sales effectiveness and productivity. Conduct metrics reviews with Sales Management and other supporting teams.
- Understand what makes a good territory and how we might rethink these metrics as we expand into new markets.
- Partner with our Data & Analytics team to deliver insights to Sales Leadership.
- Infrastructure & Tooling
- Create repeatable, scalable processes.
- Document and enforce essential processes and engagement rules.
- Create and communicate incentive compensation plans for the sales team.
- Optimize the Sales and Sales Operations experience in Salesforce and our other systems.
- Define and identify key data to provide guidance and recommendations for improvement.
- Work with global teams as needed to drive changes to systems, analytics, and processes.
- Monitor the accuracy and efficient distribution of incentive compensation plans, and payout reports.
- Nurture development and adoption of the Go-To-Market playbook.
- Evaluate business design for revenue strategy and operations, develop prioritized recommendations, and drive consensus from key partners to improve business processes, technology, and capabilities
- Business Partnership
- Drive rigorous planning and execution at all levels of the organization. Facilitate account planning with the Sales team.
- Manage our pipeline cadence, including the coverage and generation needs for each team.
- Work with other GTM teams to identify and address areas of opportunity or concern.
- Enable GTM teams to use assets you deliver: metrics, dashboards, models, frameworks, etc.
- Improve our integrated regional business planning and progress reviews across Sales, Marketing, Sales Development, and Partnerships.
What you’ll need:
- Minimum 8 years of relevant experience
- Bachelor degree is business, economics or other quantitative disciplines; MBA preferred
- Experience building and leading highly effective teams with a passion for coaching and mentoring both new and experienced team members
- Experience in Sales Operations or Consulting, ideally within a high-growth tech company
- Deep experience modeling complex problems, both conceptually and tactically (spreadsheets, analysis tools, visualization)
- Growth mindset with the ability and experience to build for scale
- Experience in a Program Management or Senior Project Management role
- Excellent business knowledge with a strong understanding of B2B sales GTM strategies and operations
- Working knowledge of SFDC, specifically functionality around pipeline management, forecast management, deal structuring, analytics and reporting
- Experience implementing and managing sales compensation plans and quotas
- Metrics driven - you use data to frame and guide prioritizing and making decisions
- Innovative problem solver – you can take complex problems, identify root causes, and provide simple but impactful solutions. This will require an attention to detail as well as critical thinking.
- Thoughtful storyteller - you are able to create clear, concise messaging
- Strong communication and influence skills as well as comfort presenting to executives
Trust is backed by data – Forter is a recipient of over 10 workplace and innovation awards, including:
- Great Place to Work Certification (2021, 2022, 2023, 2024)
- Fortune’s Best Workplaces in NYC (2022, 2023 and )
- Forbes Cloud 100 (2021, 2022, 2023 and )
- #3 on of “Most Innovative Finance Companies” (2022)
- Anti-Fraud Solution of the Year at the Payments Awards (2024)
- SAP Pinnacle Awards “ ” (2023)
- Fintech Breakthrough Awards – Best Fraud Prevention Platform (2023)
Benefits:
- Competitive salary
- Restricted Stock Units (RSUs)
- Matching 401K Plan
- Comprehensive and generous health insurance, including vision and dental coverage
- Home office allowance
- Generous PTO policy
- Half day Fridays
Hybrid work:
Salary Range:+ bonus + equity + benefits