Sales Operations Manager

at  Instructure

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 education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome things. And that’s where you come in:
Instructure is looking for a high-performing Sales Strategy & 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 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 process. You must possess the skills that allow you to take a leadership role for the business and drive the solid execution of all revenue initiatives.

REQUIREMENTS:

• 3+ years of experience in an analytical role in Sales Operations, Strategy, Management Consulting, Finance, or other related fields
• Proficiency with SFDC as well as Microsoft Excel and PowerPoint
• Strong competency in problem solving, analysis & project management. Ability to identify issues and develop and implement solutions to meet department and company goals
• Self-starter; strong drive and work ethic; willingness to take on big challenges and own the results from brainstorm to execution
• Previous experience working in a fast paced, fast-growing, and results driven environment that demands consistent and enduring excellence
• Excellent written and verbal communication skills - able to influence others effectively

• Partner with sales and sales development leaders to design strategy, allocate resources, assign performance targets, deep-dive analytics, and more
• Develop an effective plan to achieve Sales and pipeline targets at all levels of sales leadership. Track key metrics such as pipeline, ACV, contract and product-based analytic, top account, and product performance
• Perform ad-hoc and complex analysis for sales and marketing leaders
• 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/EBR meetings. Manage and coordinate weekly sales and pipeline review meetings.
• Benchmark and measure sales and sales development activities & performance. Continuously monitor revenue metrics and have a good understanding of KPIs and how they can be impacted.
• Assists the business in understanding how marketing and sales spend and outcomes accurately drive impact and return on investment via accurate reporting & forecasting.
• Become a trusted adviser to our Sales Leadership team to accurately forecast and provide a robust pipeline management cadence