Staff Sales Process Program Manager at 6sense

Our Mission:

6sense is on a mission to revolutionize how B2B organizations create revenue by predicting customers most likely to buy and recommending the best course of action to engage anonymous buying teams. 6sense Revenue AI is the only sales and marketing platform to unlock the ability to create, manage and convert high-quality pipeline to revenue.

Our People:

People are the heart and soul of 6sense. We serve with passion and purpose. We live by our Being 6sense values of Accountability, Growth Mindset, Integrity, Fun and One Team. Every 6sensor plays a part in deﬁning the future of our industry-leading technology. 6sense is a place where difference-makers roll up their sleeves, take risks, act with integrity, and measure success by the value we create for our customers.

We want 6sense to be the best chapter of your career.

The Fit: You should be passionate about improving sales processes and rep efficiency. You are a change leader who knows how to influence and win over others to gain consensus. You can work in a fast-paced environment to balance innovation with quality. You know great can be the enemy of good when it comes to implementing change (you know how to balance value with speed). You study what good sales reps, managers, and teams do to sell efficiently and effectively. You can think like a rep, manager, and operations leader all at the same time.

Responsibilities

Own 6sense’s Sales Process Improvement Roadmap. This includes, but is not limited to gathering internal feedback, prioritizing projects, identifying & assigning ownership, resources & timeline. Sales Process areas include:
- All deal types: New Business, Upsell/Expansion, Renewals (including Auto-renewals), Churn, and Winback.
- Improving and embedding sales methodology into how reps and managers work
- Sales Discovery (including BDR to AE handoff)
- Sales Qualification
- Sales Demos, Pilots, Trials, and Data Tests
- Technical Presales Support & Solution Validation
- Quoting and Contracting
- Sales to Professional Services & Customer Success handoffs
- Partnership program tracking: co-sell, referral, influencing, services
- Forecasting
- Opportunity Management
- Deal Inspection
- Program manages all projects involving sales process improvement to help remove roadblocks and ensure all stakeholders stay aligned. This includes working with 6sense’s PMO to ensure good project execution and program management practices are being followed.
- Work with revenue leadership and enablement to operationally improve sales methodologies like MEDDPICC, Force Management, and Value Selling into the sales process and how reps sell.
- Be the directly responsible individual (DRI) to define requirements, design the solution, and implement the change for the sales process and forecasting improvement projects.
- Partner with Business Technology to implement technical changes related to the sales process. You must ensure that requirements are documented, prioritized, developed, tested, and implemented. You are not responsible for building and maintaining technical solutions but must work closely with the team that does.
- Work cross-functionally to ensure all user, process, and SOP documentation related to the sales process is maintained and published.
- Work with external analysts, consultants, and similar companies to gather sales process “best practices” and validate improvement ideas.
- Collaborate with Revenue Analytics to measure and report sales process improvement metrics. Set targets and report actuals for improving sales velocity, conversion rates, rep self-service, and other sales process metrics.

Experience

8+ years of experience in revenue/sales strategy, operations, and project management. At least 3 years in the SaaS industry.
4+ years of experience implementing and improving sales processes for technology or SaaS based companies.
2+ years of experience managing global sales-related change programs that involve stakeholders from multiple functions.
2+ years of experience with administration of Revtech tools such as 6sense, Salesforce, LeanData, SalesLoft, Outreach, Gong, Clari, Grove, etc.
Strong knowledge of sales methodology frameworks like MEDDIC, MEDDPICC, Challenger, Force Management, etc.
Very strong written and verbal communication experience related to change management. Must be skilled at influencing executive stakeholders and overcoming objections. Be a master at preparation, socializing ideas in advance, and negotiating to create a shared vision that everyone agrees to.

4-year BA/BS degree or equivalent practical experience

Our Benefits:

Full-time employees can take advantage of health coverage, paid parental leave, generous paid time-off and holidays, quarterly self-care days off, and stock options. We’ll make sure you have the equipment and support you need to work and connect with your teams, at home or in one of our oﬃces.

We have a growth mindset culture that is represented in all that we do, from onboarding through to numerous learning and development initiatives including access to our LinkedIn Learning platform. Employee well-being is also top of mind for us. We host quarterly wellness education sessions to encourage self care and personal growth. From wellness days to ERG-hosted events, we celebrate and energize all 6sense employees and their backgrounds.

Equal Opportunity Employer:

6sense is an Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to [email protected].

Staff Sales Process Program Manager

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