At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their educations and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:
Instructure is looking for a high-performing Senior Sales Operations Manager to join our team. This role is focused on being in lockstep with the Sales leadership team in executing all aspects of their strategy. You will be responsible for providing guiding insights and analytics throughout the funnel as well as ensuring that the business initiatives are operationally executed.
To be successful in this role, you must have a strong understanding of both the objectives and optimization of the Sales & Marketing funnel. You must possess the skills that allow you to take a leadership role for the business and drive solid execution of all revenue initiatives.
Responsibilities:
- Partner with sales leaders to design go-to-market strategy, allocate resources, assign performance targets and more
- Develop an effective plan to achieve Sales targets at all levels of sales leadership. Track key metrics such as pipeline, ACV, contract and product based analytic, top account and product performance
- Uncover additional potential to sell and increase added ACV opportunities : White space analysis, Propensity to buy, Sales coverage by region Segment, territory strategy, etc.
- Create executive presentations for Instructure C-level audience, including board and QBR meetingsManage and coordinate weekly sales forecastLead ICP strategies and propensity to buy analysisPerform ad hoc analysis across multiple data sets, including Salesforce, Marketing, product databases, & more.
- Benchmark and measure marketing and sales activity performance across the entire customer experience identifying areas for improvement. Continuously monitor revenue metrics and have a good understanding of KPIs and how they can be impacted.
- Partner with Sales, Marketing & Customer Success leadership and their teams to optimize territory segmentation and coverage.
- Assists the business in understanding how marketing and sales spend and outcomes accurately drive impact and return on investment via accurate reporting & forecasting.
- Provide business representation for risk, compliance, legal and work closely with the sales team, marketing team and other departments to ensure projects are completed on time and on budget.
Requirements:
- 3+ years of work experience with SaaS sales strategy & operations backgroundStrategic, quantitative and operational mindset Expert presentation skills with ability to build compelling presentations. Advanced excel skills
- Strong executive presence, exceptional problem solving skills, demonstrated ability to structure complex problems, develop solutions, and craft high quality executive presentations
- Creativity in developing actionable recommendations for presentation to senior management
- Be able to work independently and as part of a team in a fast pace, rapid change environment
- Ability to succeed in a collaborative, startup fast paced environmentBachelor’s Degree required, Master’s degree preferred
- Ability to understand data to extrapolate patterns to enhance revenue insights
- Ability to manage through and resolve challenging situations in a matrix organization
- Excellent written, verbal communication and interpersonal skills; credibility with peers and executive-level interactions
- History of working in a complex environment with multiple sources of customer data to integrate systems and empower sales, marketing and customer success with useful information
- Supported execution of projects and programs by creating visibility (project plans), progress (trackers/status-updates), and recommendations on best path forward
- Knowledge of Marketing Attribution methodology
- Experience with Marketo & Salesforce Saas experience
Get in on all the awesome at Instructure:
- 401k with company match
- HSA program, vision, voluntary life, and AD&D
- Tuition reimbursement
- Lifestyle Spending Account
- Paid time off, 11 paid holidays, and flexible work schedules
- Motivosity - employee recognition program
We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.
At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer.
All Instructure employees are required to successfully pass a background check upon being hired.
