Sales Operations Leader

SUMMARY

The Principal Sales Operations Consultant is responsible for overseeing and optimizing our sales operations to drive revenue growth and enhance customer experience. Their primary focus is leveraging our Customer Relationship Management (CRM) capabilities to streamline sales processes, manage data analytics, and implement effective strategies to increase sales efficiency, pipeline management, and overall sales effectiveness. They own the CRM tool and inform our sales operations strategy.

The Principal Sales Operations Consultant is an important member of our overall sales team helping with our holistic mission to serve our clients by transforming the way organizations prepare for, respond to, and prevent cybercrime.

This role reports to the Chief Data Officer and is based in our office at our Boca Raton headquarters.

ROLES & RESPONSIBILITIES

Sales Financial Analytics:

• Develop and report on sales pipeline projections and analytics based on current and historical trends as well as input from existing sales professionals
• Work alongside our finance and sales teams to develop pricing and packaging of service(s) that align to financial targets and margins
• Create data driven recommendations for sales team's targets that align to company goals.
• Provide weekly financial sales insights to stakeholders

CRM Management:

• Serve as the in-house CRM expert, responsible for managing and optimizing the CRM system to enhance sales effectiveness and inform management decisions (we currently use Hubspot)
• Customize and configure CRM to align with our specific sales processes, including lead management, opportunity tracking, and reporting
• Monitor data integrity within CRM and implement processes to maintain accurate and up-to-date information

Sales Process Transformation:

• Collaborate with sales leaders to transform, build, streamline, and optimize the sales process using any of the CRM's automation capabilities
• Build process for and analyze sales pipeline data, identify areas of improvement, and implement strategies to increase conversion rates, shorten sales cycles, and improve forecasting accuracy
• Develop and maintain sales dashboards, reports, and metrics within to provide actionable insights to sales teams and management
• Identify gaps and bottlenecks in the sales operations workflow and propose and implement solutions to enhance efficiency and productivity

Sales Enablement and Cross-Group Collaboration:

• Work closely with sales, marketing, delivery teams to ensure seamless integration and alignment of processes and data between HubSpot CRM and marketing automation systems
• Provide ongoing support and guidance to sales representatives, addressing their questions, issues, and challenges related to HubSpot usage
• Stay updated on the latest features and updates in HubSpot and make recommendations for adopting new functionalities that can improve sales effectiveness

Data Analysis and Reporting:

• Analyze sales data to identify trends, patterns, and areas of improvement, and communicate findings to the sales leadership team
• Generate regular reports and performance dashboards using HubSpot reporting tools to track key sales metrics and provide insights to drive decision-making
• Develop and maintain a comprehensive understanding of our sales data and how it relates to other systems and processes

Training and Development:

• Train and onboard sales teams on CRM functionality, best practices, and workflows.
• Collaborate with the sales enablement team to develop and deliver training programs to enhance sales teams' proficiency in using HubSpot CRM effectively
• Conduct training sessions to educate the sales team on the effective use of HubSpot and lean methodologies, enabling them to achieve their targets efficiently

Data Analysis and Reporting:

• Analyze sales data to identify trends, patterns, and areas of improvement, and communicate findings to the sales leadership team
• Generate regular reports and performance dashboards using HubSpot reporting tools to track key sales metrics and provide insights to drive decision-making
• Develop and maintain a comprehensive understanding of our sales data and how it relates to other systems and processes

May perform other duties as assigned by management

SKILLS AND KNOWLEDGE

• Familiarity with financial metrics and the ability to communicate financial insights to stakeholders
• Extensive knowledge of CRM, including its customization, configuration, automation, and reporting capabilities

• Strong knowledge and application of lean methodologies like Six Sigma or Kaizen
• Strong analytical skills with the ability to interpret data, identify trends, and make data-driven recommendations
• Excellent communication and interpersonal skills to collaborate effectively with cross-functional teams and stakeholders
• Detail-oriented mindset with a commitment to maintaining data accuracy and integrity
• Proactive and results-driven approach with the ability to work in a fast-paced environment and manage multiple projects simultaneously
• Familiarity with sales and marketing processes and strategies, including lead generation, opportunity management, and pipeline analysis

JOB REQUIRMENTS

• Bachelor's degree in business administration, marketing, or a related field and 6+ years related experience or Master's Degree and 5+ years related experience

• Background in Technical financial, engineering or business
• Comprehensive knowledge of Customer Relationship Management (CRM) software and its functionality including customization, configuration, automation, and report writing (Hubspot preferred)
• Previous experience building a structure and managing a process with multiple stakeholders, in a matrix environment to effectively utilize CRM systems to analyze and track customer data, manage sales pipelines, and generate reports for sales and marketing purposes.
• Proven ability to analyze sales data, identify trends and patterns, and make data-driven recommendations for quota's, territories, segmentation, pricing, packaging, improving the overall sales team's performance and profitability
• Previous experience as a Sales Operations Manager or advanced experience with the sales operations of a corporate sales program
• Comprehensive knowledge of lean methodologies such as Six Sigma or Kaizen to identify process bottlenecks, eliminate waste, and drive continuous improvement in sales operations.
• Experience in technical finance, engineering or business is a plus

DISCLAIMER

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be an exhaustive list of all responsibilities, duties and skills required personnel so classified.

WORK ENVIRONMENT

While performing the responsibilities of this position, the work environment characteristics listed below are representative of the environment the employee will encounter: Usual office working conditions. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of this job.

PHYSICAL DEMANDS

The only edits made to the section should be regarding travel requirements.

• No physical exertion required.
• Travel within or outside of state
• Light work: Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force as frequently as needed to move objects

TERMS OF EMPLOYMENT

Salary and benefits shall be paid consistent with Arete salary and benefit policy.

FLSA OVERTIME CATEGORY

Job is exempt from the overtime provisions of the Fair Labor Standards Act.

DECLARATION

The Arete Incident Response Human Resources Department retains the sole right and discretion to make changes to this job description.

EQUAL EMPLOYMENT OPPORTUNITY

We're proud to be an equal opportunity employer- and celebrate our employees' differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.

#LI-ONSITE

Arete Incident Response is an outstanding (and growing) company with a very dedicated, fun team. We offer competitive salaries, fully paid benefits including Medical/Dental, Life/Disability Insurance, 401(k) and the opportunity to work with some of the latest and greatest in the fast-growing cyber security industry.

When you join Arete

You'll be doing work that matters alongside other talented people, transforming the way people, businesses, and things connect with each other. Of course, we will offer you great pay and benefits, but we're about more than that. Arete is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Arete, where experience matters.

Equal Employment Opportunity

We're proud to be an equal opportunity employer- and celebrate our employees' differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.