Sales Operations Manager

  • Remote job

Sales Operations Manager

Job description

Who we are

Our mission at Capacity is to help teams do their best work through our AI-powered support automation platform. Capacity provides everything you need to automate support and business processes in one powerful platform.

In order to help all teams do their best work, we need our Capacity team to be a reflection of the workforce. We believe that each individual voice, perspective and background brings inherent value to enhance our product, serve our customers and generate more ideas to solve complex problems.

It’s an exciting time to join Capacity. Our company is growing rapidly: we have experienced a 150% year-over-year revenue growth. Capacity has raised a total of $56 million dollars from individual investors, giving us the opportunity to make ambitious investments in our team and big bets on our future. Our total addressable market is infinite. Any company that relies on shared knowledge and bottomless documentation, desires data automation and reporting, or needs to streamline information and processes is an opportunity for Capacity to shine. By continuing to hire smart and humble teammates all over the country, we have the opportunity to see Capacity become a premier brand enterprise SaaS.


A small enthusiastic team with a big company payoff

The Revenue Operations team is looking for a Sales Operations Manager to oversee the strategic and tactical executions of the Sales Ops team. In this role, you’ll help to manage the performance of our Sales Team’s KPIs and work with Sales leadership to develop incentive programs and reporting so that we might reach (or exceed) our goals in 2022. You will be responsible for the generation of reports for Account Executives and Sales Managers. You will also provide day-to-day management and mentorship to our Sales Ops Specialist as the two of you oversee Salesforce, our CRM. This role will oversee a small team (currently one Sales Ops Specialist) and will report directly to the Director of Revenue Operations.


Why this job is exciting

As the Sales Ops Manager, you will have ample opportunities for growth and impact. We strive to make Capacity a place where exceptional talent thrives. We know you will be able to have an impact on both our operational integrity as well as internal growth.

At the onset of you tenure here, you will...

  • Meet and shadow current members of the RevOps and Sales leadership teams.

  • Learn about our Salesforce instance, the Customer Journey stages, and the current capabilities of our Sales Team tech stack.

  • Review existing reports and create a guide for additional reports and insights we will need in order to monitor our 2022 goals.

Within three months, you will…

  • Begin collaborating with Sales and Marketing leaders to define revenue strategies for new GTM initiatives - including market validation, capacity modeling, pricing strategies, territory planning, and compensation incentives.

  • Be leading critical projects ranging from enhanced policy improvements, process optimization, customer data strategy and alignment, technology develop and systems integrations.

  • Begin working with RevOps leadership to bridge the gap of qualification between Marketing-generated pipeline and Sales Opportunities.

Within six months, you will…

  • Conduct regularly scheduled forecasting and metrics-review meetings with the Sales Leadership team.

  • Monitor core trends, including the average sales cycle and conversion rates by sales rep, channel, and source.

  • Assist the Sales Leadership team with pipeline and opportunity inspection.

  • Drive strategies and create reports and/or dashboards to track, manage, and provide insights on Sales KPIs.

  • Proactively assess our GTM team’s needs and work interdepartmentally to build the systems and processes to help streamline day-to-day workflows inside and outside Salesforce.

  • Assess our vendors and tech stack and begin managing those relationships or make recommendations for new platforms.

Within one year, you will…

  • Consistently deliver reliable daily, weekly, and monthly reporting across the entire revenue team, improve efficiency throughout the sales process, and help drive predictable revenue forecasting.

  • Proactively analyzing the business and identifying new opportunities to measure the Sales organization and help Sellers understand their business goals.

  • Assist the Sales Leadership team in the definition and creation of key performance indicators across a range of geographies, industries, and go-to-market teams.

  • Create and maintain Sales Ops Department policies, procedures, training manuals, and sales-related resource materials.

  • Work alongside the VPs of Sales, Director of RevOps, and the CRO to understand process bottlenecks, inconsistencies, and provide solutions.


Requirements

About You

You are a collaborative problem-solver. You enjoy listening to the various perspectives of complex issues and have a knack for organizing them into comprehensive solutions. Furthermore, you’re able to translate complex solutions into digestible tactical executions. You’re good at training your team and are able to build teams that you can rely on to be autonomous and dependable. You have a keen ability to analyze data so that actionable tactics can be employed and tested. You’re flexible when things don’t go as expected; in fact, there’s something exciting about adapting to unforeseen challenges.


Qualifications:

  • 5+ years of experience in Sales Operations as a Salesforce subject matter expert with proficiency creating reports, optimizing processes, training and mentoring new hires, and managing dashboards.

  • At least 2 years of management experience in the Sales Ops function.

  • Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure local execution and business impact.

  • Advanced Excel skills with a strong understanding of Salesforce, Outreach.io (or other Sales Automation tools), and sales communications strategies.

  • Well-developed capabilities in problem-solving.

  • An ability to initiate and build relationships with people at all levels, in an open and genuine manner.


Bonus if you have:

  • Bachelor’s degree in a technical or business-related field.

  • Knowledge or mastery of Salesforce Object Query Language (SOQL).

  • Experience in B2B and Enterprise industries with a background in ABS methodology.

  • Experience using project management tools (JIRA, Trello, Asana, etc.).

  • Experience using Tableau


Interview Process (~4 HOURS)

You apply.

[30 min] High level screen with Kate Bell, Talent Acquisition

[50 min] Deep dive of your resume with Mary Cannady, Interim Director of Revenue Operations

[~20 min] Predictive Index Assessments (take home assessment)

[30 min] Interview with Zach Stafford, Sales Ops Specialist

[30 min] Interview with Tim Yeadon, Chief Revenue Officer

[30 min) Interview with Sales Leadership team

[30 min] Interview with David Karandish, founder and CEO of Capacity

References and offer!


Still unsure?

At Capacity we value more than just hard skills. Our goal is to build a holistic and diverse team. If you aren’t sure if you qualify, just apply! We will carefully consider your application and are always grateful for any time and effort invested in Capacity.


But wait, there’s more!

At Capacity we believe in more than just building amazing products and helping our customers. Although we are now a remote workforce, we remember the neighborhood where we started. We still strive to elevate our community by furthering access to education and careers in the tech space. Our sister company, Create A Loop, brings rigorous computer science courses to underserved communities with little to no access to formal computer science education. There are many opportunities for our Capacity team members to serve and educate our Create A Loop students throughout the year.


What is compensation like at Capacity?

  • We offer fully funded medical premiums for each full-time team member and their dependents.

  • Stock Options

  • Minimum PTO requirements

  • 401K

  • Short Term Disability

  • Flexible work environment