Senior Manager, Sales Operations

What You Will Do

In this role you’ll have the opportunity to lead and grow our Sales Operations function through an exciting new growth phase as Moveworks grows from $100M to $1B ARR over the next several years.

You will be the main operational counterpart to our SVP of Global Sales in ensuring that we continue to leverage our operational rigour as a key lever to beat our growth targets and as a tangible competitive advantage.

You and your team will empower all Sales Leaders, AEs, SDRs, and the extended sales ecosystem with world class sales technology stack, operational processes, and data insights.

You will own all aspects of sales operations including sales territories framework, deal desk and CPQ, process automation, technology adoption, CRM data integrity, sales analytics, etc.

This role combines deep hands-on individual contributor work with people management responsibilities — starting with two direct reports with the potential to continue to grow the team.

This role reports to Sr. Director of GTM Operations.

• Be the main operational partner to the SVP of Global Sales and all Sales RVPs/RDs.
• Be the head of Sales Operations function: define and track semi-annual OKRs; identify and manage key projects and initiatives, hire and develop team members.
• Own and continuously improve the framework for Sales Territories carving, ongoing sales territory management, account tiering, account scoring and prioritization.
• Own and continuously improve Deal Desk function to remove friction for any  non-standard deals and empower sellers and sales leaders to maximize the value of deals, while minimizing internal coordination and approval time, etc.
• Partner with the GTM Systems team to continue to enhance our Salesforce Sales Cloud instance to be a best-in-class experience for the sellers that is seamlessly integrated with the rest of the sales technology stack.
• Partner with the GTM Analytics team to continue to evolve our role-specific sales stakeholder dashboards (Tableau) providing the most impactful and actionable data to sellers, identify and execute ad-hoc data analyses (Mode Analytics) to extract insights that inform the evolution of our sales strategy and tactics.
• Partner with the Marketing Operations team to continue to streamline marketing and sales handover points processes and systems (e.g. optimize lead scoring, routing, follow-up, re-activation).
• Partner with the Customer Success Operations team to streamline sales and post-sales handover points (e.g. align upsell motions across AEs, Renewals and CSM teams).
• Partner with the GTM Enablement team to make sure that our sales technology stack and reporting is always aligned with the latest sales enablement initiatives and programs.
• Partner with FP&A Team on annual Sales Capacity planning, Sales Compensation Plans design and ongoing management, board meeting preparation, etc.
• Work with other cross-functional teams including Legal, IT/Security, Partnerships, Product Marketing, Strategy, Procurement as the primary operational counterpart on behalf of the whole Sales org.

What You Bring To The Table

• 5+ years of experience in Sales Operations at B2B SaaS environment with at least one year of people manager experience.
• Very high standards of excellence — desire to build an operations function that not only aligns to industry best practices but challenges and redefines them.
• Proven ability to effectively balance big-picture strategic-level thinking with deep hand-on execution modes with top-notch attention to detail.
• Excellent verbal and written communication skills with adaptability: you can comfortably present to a C-level audience and then have a deep down technical scoping session with a system architect in the same day.
• Expert level knowledge of Salesforce Sales Cloud, comfortable being your own SFDC admin if needed, experience with Salesforce CPQ.
• Expert level user of Gsheets/Excel.
• Experience with BI and Data Analysis tools like Tableau or Mode in business user and analyst capacity, SQL fluency is a big plus.
• Administrative experience with other tools in our tech stack is a big plus: Outreach, Gong, People.ai, LinkedIn Sales Navigator, ZoomInfo, Clari.

Location:

• Based in Mountain View headquarters
• Possible to work from the San Francisco office too, but at least 2 days in Mountain View

Base Compensation Range: $174,000 - $260,000