Director of Sales Strategy and Operations

Who We Are

Verkada is the largest cloud-based B2B physical security platform company in the world. Only Verkada offers six product lines — video security cameras, access control, environmental sensors, alarms, workplace and intercoms — integrated with a single cloud-based software platform.   Designed with simplicity and scalability in mind, Verkada gives organizations the real-time insight to know what could impact the safety and comfort of people throughout their physical environment, while empowering them to take immediate action to minimize security risks, workplace frustrations and costly inefficiencies.   Founded in 2016 with more than $460M in funding raised to date, Verkada has expanded rapidly with 16 offices across three continents, 1,900+ full-time employees and 25,000+ customers across 70+ countries.

Overview

We are seeking a strategic and results-driven leader to join our team as the Director of Sales Strategy and Operations, Inside Sales Embedded. In this critical role, you will be responsible to drive strategy and operations of our Mid-Market and SDR organizations, which account for over half of company revenue and over 60% of account executives.

Responsibilities

• Sales Strategy Development and Execution: Serve as the strategy and operational lead in the Inside Sales organization.  Partner with Sales leadership to identify, evaluate, and operationalize strategic levers to drive growth across the organization. Utilize historical data, market trends, and sales funnel analysis to provide insights that help the organization evaluate new initiatives and programs.
• Workflow and Process Improvement: Implement best practices and new solutions to enhance sales efficiency and effectiveness.  Lead initiatives to identify pain points, streamline sales processes, reduce friction, and improve the overall sales experience for the Sales team.  Stay abreast of industry developments and tooling solutions to ensure Verkada remains at the forefront of sales operations excellence.
• Performance Analytics and Reporting: Develop and maintain a robust sales performance reporting framework to track progress against targets and identify areas for improvement.  Provide actionable insights and recommendations based on data analysis to drive sales productivity and effectiveness.  Build self-service tools and regularly review progress to goal with Sales leaders to ensure alignment and accountability.
• Sales Operations Leadership: Partner with Centralized and Embedded Sales Operations stakeholders to design and implement compensation and incentive programs, segmentation and account strategies, and other programs.   Regularly evaluate and adjust programs to support sales effectiveness.
• Planning and P&L Management: Collaborate with senior executives, Finance, Sales, and Sales Operations to develop and maintain multi-year divisional operational models to drive headcount, quota capacity, and expense management across the sales divisions.  Track performance against those targets and provide accurate and timely reporting, trends, and areas for improvement.  Collaborate with Sales leaders to operationalize P&Ls and make high ROI investment decisions that drive growth within cost constraints.  
• Cross-Functional Collaboration: Collaborate with Sales, Finance, Marketing, Product, Supply Chain, and Sales Operations teams to ensure seamless coordination and alignment of strategies and objectives. Partner with cross-functional stakeholders to design and operationalize programs within the Inside Sales organization.  Act as a trusted advisor to Sales leadership, providing insights and recommendations to drive business growth, operational efficiency, and profitability.
• Leadership and Team Management: Lead and grow a high-performing Sales Strategy and Operations team. Provide mentorship, coaching, and professional development opportunities to team members, which are distributed across multiple offices. Foster a collaborative and inclusive team culture that encourages continuous learning and growth.

Requirements

• Minimum of 6-8 years of experience in sales strategy, sales operations, or a related role, with a focus on Mid-Market or similar segments.
• 2-3+ years experience in strategy consulting, investment banking, private equity, or corporate strategy highly preferred.
• Strong understanding of sales operations and technology sales organization operations.
• Proven track record of developing and operationalizing successful sales strategies that drive revenue growth.
• Strong analytical skills with the ability to translate data into actionable insights and strategies.  Experience with CRM systems (Salesforce) and Excel / Google Sheets a