Sales Operations Senior Manager

The Sales Operations Senior Manager at Yellowbrick Data will manage key aspects of our sales operations, including detailed analysis and management of our sales pipeline, overseeing the deal desk for contract negotiations and pricing strategies, and handling the order process for both hardware and software products. This role also involves designing sales compensation plans and managing sales territories to align with company objectives. Ideal candidates will have significant experience in sales operations, strong analytical and communication skills, and the ability to work effectively in a fast-paced tech environment. 

 Responsibilities: 

Pipeline Management 

• Conduct regular, in-depth reviews of the sales pipeline, examining lead volume, quality, and movement through stages. This informs forecasting, identifies trends, and highlights areas for improvement. 
• Examine and refine sales process stages, ensuring they are clearly defined and effectively managed. Implement changes based on data-driven insights. 

Deal Desk 

• Review and analyze deal elements, including pricing, discounts, contract terms, and service level agreements, to assess profitability, risk, and alignment with Yellowbrick’s business objectives. 
• Serve as the liaison between sales, finance, legal, and product teams to ensure seamless deal execution, resolving issues to streamline the approval process. 

Order Management 

• Oversee the processing of orders for both hardware and software products, ensuring accuracy in order entries. This includes product configurations, licensing details, and customer specifications. 
• Work closely with sales, finance, legal, and technical teams to ensure a smooth order management process and resolve complex customer requirements or issues arising during the order lifecycle. 

Compensation & Territory Management 

• Design and administer sales compensation plans, involving detailed calculations of commission structures, bonus criteria, and performance thresholds. 
• Regularly assess and reassign sales territories based on a detailed analysis of sales performance data, market changes, and company goals, ensuring optimal alignment of sales resources with market opportunities. 

Qualifications: 

Experience and Education: 

• Bachelor’s degree in Business Administration, Finance, or a related field. A Master’s degree or MBA is preferred. 
• A minimum of 5-7 years of experience in sales operations, particularly in technology or related industries. 
• Proven track record in managing sales pipelines, deal desks, order management, and compensation & territory planning. 

Skills and Abilities: 

• Strong proficiency in SFDC, sales analytics tools, Excel, and PowerPoint. 
• Exceptional analytical and quantitative skills, with a talent for data-driven decision-making. 
• Knowledge of sales compensation structures and territory management principles. 
• Excellent verbal and written communication skills, with the ability to effectively convey information to all levels of the organization. 

Personal Attributes: 

• High level of intellectual curiosity and innovation. 
• Exceptional organizational and project management skills. 
• High-energy, team-first attitude: motivated to work hard in a fast-paced, ever-changing environment to help our growing business. 

Industry Knowledge: 

• Good understanding of the technology sector, particularly in data management, cloud services, and related areas