Director, Sales Operations

What We Do   At GoGuardian, we’re helping build a future where all learners are ready and inspired to solve the world’s greatest challenges. Our award-winning system of learning solutions is purpose-built for K-12 and trusted by school leaders to promote effective teaching and equitable engagement while helping empower educators to keep students safe.    What It’s Like to Work at GoGuardian

We are an outcomes-focused learning company with a steadfast focus on improving learning environments, one classroom at a time. Working with us means joining a remote team of diverse, committed, mission-driven employees who are inspired by our vision, dedicated to our customers, and ready to roll up their sleeves. Guardians put their heads together to solve problems, learn together from experiments that fail, and stand together by their work with full accountability. We balance our diligence with an inclusive culture that invites everyone to bring their whole self to work. Join us and learn why “I love the people here” is one of the most frequent comments we hear from Guardians.

 

The Role

We are looking for an experienced Director, Sales Operations to join our dynamic team. Reporting directly to the VP, Revenue Forecasting & Operations, you will play a critical role in supporting seller productivity, pipeline reporting, commissions design & administration and deal desk. The role requires a strong leader capable of aligning sales goals with overall company goals while leveraging accurate data-driven insights. It will also be critical to work across functions and coordinate multiple disciplines including product, marketing and sales.  We’re looking for a self-motivated, detail-oriented individual who is passionate about GoGuardian’s products and impact.

What You’ll Do

Provide Strategic Leadership: 

• Drive core revenue operations processes: sales forecasting, headcount planning, pipeline management and reporting.
• Improve process effectiveness within the Sales organization, executing against GoGuardian’s go-to-market strategy.
• Design, implement, and manage forecasting, planning, and resource allocation processes. Establish high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the revenue organization.
• Administer the commercial incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and commercial objectives. 
• Sales capacity planning and territory design
• Learn, align, and provide thought leadership on best-in-class practices in sales operations, key performance metrics, processes, and systems.

Steward & Build a High Performing Team:

• Manage and develop a Sales Operations team inclusive of Salesforce Administration, Forecasting, Commissions, and the Deal Desk.  
• Commercial advocate to articulate the value of Sales Operations, driving internal initiative and communication to support the sales organization, while also continuously improving today’s seller experience. 

Work Seamlessly Across Organization:

• Develop an in-depth understanding of the marketing and sales process, function and technologies it touches.
• Establish strong relationships and processes with teams in the Revenue organization (Sales, Marketing, Customer Success, and Operations) as well as Revenue partners (IT, Finance, HR, Product, etc).
• Manage the Deal Desk including deal structuring, discount approval, purchase order, and booking.

Drive Outsized Results:

• Equip sales teams with metrics and insights to win: deliver data and analytics that improve productivity, pipeline management and conversion rates, with focus on optimization of high volume sales motions for incremental results.
• Live and breathe acquisition: track performance, risk to target, and pockets of opportunity across multiple lines of business and in a dynamic and fast paced environment.
• Support the building, maintenance, and monitoring of KPIs and metrics to measure the health and success of our Revenue business.
• Perform ad-hoc and in-depth analyses and translate them into insights which can be interpreted and actioned by business executives and stakeholders including Board members.

Who You Are 

• A proven experienced sales operations leader (10+ years SaaS), preferably in the K-12 and Higher Education space with experience selling into Education / Government organizations.
• Culture and customer champion
• Experience working across sales, marketing and sales operations.
• Seller-centric mindset and experience in providing ‘best in class’ support, SLAs and issue resolut