Rapid7 is seeking to recruit an experienced sales operations professional for the position of Director, Sales Operations reporting to the Vice President of Finance to help drive an impactful and highly strategic operations program to drive sales efficiencies and productivity across our global sales and customer success organizations. The Director of Sales Operations will interact at all levels of the organization and will have a key leadership role working with Sales and Customer Success Executives as well as leadership across the organization.
The Director, Sales Operations will support the development and implementation of the sales process for new and existing business across our business channels. This role will also define and oversee implementation and management of key sales tools as well as actively participating in the development, reporting and analysis of the Sales Organization metrics, goals and forecasting. S/he will will be actively engaged in go to market strategies, and presentations and reporting including Senior Management and Board of Directors.
The ideal candidate will be a highly energetic leader with significant sales operations and analytics experience. S/he is highly organized, process driven and results oriented, and has a strong understanding around sales tools, be process-driven and results oriented.
Primary responsibilities are sales planning, modeling and forecast, pipeline management and reporting, quota setting and management, sales process optimization, sales program implementation, sales compensation design and administration. The Director of Sales Operations directs and supports the consistent implementation of company initiatives as it relates to all go to market strategies for sales and customer success and works cross-functionally with products, accounting, human resources, information technology and finance to ensure successfully implementation. Facilitates an organization of continuous process improvement. The Director of Sales Operations builds and manages a best-in-class sales operations team to support a growing globally sales and customer success teams.
Sales Process Management & Sales Compensation
Enable the sales team to focus on selling by developing and continuously improving and reinforcing our sales process.
Drives sales and renewals forecasting, planning, and budgeting processes. Enable sales and customer success leadership with timely, insightful and accurate data. Deep understanding and use data to track team progress towards goals.
Directs pipeline requirements and pipeline modeling and dashboard of key.
Works closely with sales management to inspect sales and renewal process quality and prioritize opportunities for improvement.
Proactively identifies opportunities for process improvement. Assists sales management in understanding process bottlenecks and inconsistencies.
Provide input to senior leadership in the development and administration of sales incentive compensation programs
Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization.
Lead, mentor and develop team of professionals to build and maintain a highly impactful sales operations team.
Sales Tools Development and Management
Optimize the usage of CRM to increase compliance, accuracy of reports, and effectiveness of the CRM for sales and operations.
Create requirements and be the bridge between sales and IT to continuously improve the CRM system as the business needs evolve.
Create communication flows between operations and sales to ensure teams are aligned.
Enforce territory management rules into CRM system for prospecting. Ensure salespeople understand their responsibilities and how to use the CRM system. Work to improve accuracy of data.
Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources
Rapid7 is looking for an innovative and driven leader who is passionate about sales operations and can drive successfully impact in a highly fast pace and growing environment. We are looking for an strategic thinker, very process driven that effectively works and influences across the organization and champions new initiatives and ideas. Successful candidate will be able to drive impact, communicate effectively and is able to articulate vision and roadmap to stakeholders while driving accountability
- Bachelor’s Degree in Business Administration or related field. MBA preferred.
- Demonstrated years of experience in supporting a sales organization, with leadership role in defining and building a successful sales operations function. Exceptional knowledge of sales, sales operations, sales processes analysis
- Strong analytical skills including business case modeling.
- Experience and proven success record working in matrixed, agile and fast growing environments.
- Assertive and continuously driving towards excellence
- Demonstrated experience and proficient knowledge of CRM systems
- Proven track record of complex project planning, management and delivery; stong skills in documentation of business requirements and user processes.
Rapid7 transforms data into insight, empowering IT and security professionals to progress and protect their organizations. How? Our solutions are powered by advanced analytics and an unmatched understanding of the attacker mindset. This makes it easy to collect data, transform it into prioritized and actionable insight, and get it to the people who can act on it—all in an instant. Our products and services enable organizations to innovate securely and reliably, and include offerings in vulnerability management (Nexpose), penetration testing (Metasploit), application security (AppSpider), SIEM/incident detection and response (InsightIDR), and log management (Logentries). Learn more at Rapid7.com.