The Director, Sales Analytics & Operations reports to the VP of Finance and helps ensure that Teamworks’ Sales organization is performing at a world-class level at all times. In this role, your work, whether it's building and administering compensation plans, tracking performance metrics, or helping to develop the business’ strategic sales agenda via independently developed hypotheses and data-driven conclusions, will be used by our executive leaders to make ongoing strategic decisions for the company. A successful candidate in this role will have the analytical rigor and strategic thinking to help drive our business forward, and the collectedness to handle a steady volume of high-profile projects and day-to-day tasks on a regular basis. This is an exciting opportunity that provides direct interaction with executive leaders across the entire Teamworks organization, including Finance, Sales, Marketing, Customer Success and Operations.
Are you are a sales management and analytics professional who wants to make your mark on a successful and growing business, and who wants to further develop analytical and strategic business skills? If so, we are looking for a candidate who is self-motivated, results-driven, and has strong quantitative skills. The right candidate will have a track record of being able to work highly independently at times as well as part of a team, along with being an exceptional communicator. Because Teamworks is a growth-stage company, willingness to move fast, roll up your sleeves, admit mistakes, and be hungry to learn is a requirement.
Most importantly, the most qualified candidate will have strong alignment with Teamworks’ core values: Be honest, humble, hardworking, committed, innovative, and exceptional.
In Six Months,
- You have evaluated, acquired (as needed), implemented (as needed) and are managing (as system Admin) Teamworks’ sales tech stack, and are ensuring optimal usage by staff and purchase ROI, including but not limited to:
- Salesforce (CRM)
- Xactly (Commissions)
- InsightSquared (Sales Analytics)
- Others
- Deliver reporting and insights to heads of Finance and Sales, such that data and analytics can drive decisions across the revenue cycle. Typical analyses include:
- Pipeline health and trends
- Deal flow and renewal rates/trends
- Close rates
- Work directly with the VP, Finance and the VP, Sales to formalize a forecasting methodology based on objective data and analysis, to be used for internal and external reporting.
- Optimize, document, and formalize sales new hire onboarding program and develop comprehensive ongoing sales training program, inclusive of:
- Training materials and schedules
- Milestones for participants
- Cross-functional commitment by optimal in-house trainers
Activities To Achieve Success
- Assess and highlight current and potential Sales opportunities, risks, and important trends, liaise with VP of Finance and cross-functional business partners, particularly Sales, Customer Success and Marketing on deal flow, renewal rates and usage health.
- Refine/develop our Sales playbook, inclusive of documenting and optimizing core sales processes.
- Work with VP, Finance and VP, Sales to facilitate sales goals and objectives:
- Quota capacity and headcount management
- Capacity planning for new and emerging markets
- Territory alignment
- Compensation planning to maximize output and motivation
- Coordinate and facilitate monthly, quarterly and annual sales all hands and/or staff meetings.
- Keep current on modern sales best practices, recommending and implementing new processes where appropriate.
- Work cross functionally with Sales, Marketing and Customer Success to:
- Ensure consistent data and reporting are utilized in the decision making processes
- Maintain and enhance technical integrations between various cross functional systems
- Lead on certain team/system projects outside of sales organization
Required Qualifications:
- Passion for Teamworks’ mission to engage and empower the world’s elite athletes.
- 7-10 years of experience in Sales Operations, Sales Finance, Sales Management, or similar background required.
- MBA, or similar graduate level coursework is ideal.
- In-depth experience with Salesforce and InsightSquared is highly desired, Xactly experience also preferred.
- Strong MS Excel and PowerPoint skills are very important.
- Some combination of experience with SaaS sales compensation modeling, CRM implementation/best practices, sales forecasting (revenue and expenses), building/implementing training plans for sales staff, common sales/marketing software products/vendors.
- Experience in SaaS/Tech industry is preferred.
- Ability to analyze and diagnose problems, create short- and long-term solutions, and put in place processes to ensure the success of these solutions.
- Exceptional cross-organization collaboration and communication skills.