Sr.Revenue Operations & Deal Desk Manager

Company Summary 

Bugcrowd is the world’s #1 crowdsourced security company. Our award-winning platform combines actionable, contextual intelligence with the skill and experience of the world’s most elite hackers to help leading organizations solve security challenges, protect customers, and make the digitally connected world a safer place.

Job Summary 

As part of the Revenue Operations & Deal Desk team, you will thrive in a highly collaborative environment and will be working with a diverse group of talented people continuously innovating and improving. Our Revenue Operations & Deal Desk team provides consulting and guidance to all levels of Bugcrowd, from sales to customer success, legal, finance, partner to all that support the quote to cash process.

Essential Duties and Responsibilities

Revenue Operations

• Simplify and optimize reports/dashboards or related infrastructure – make consumption of reports/dashboards accessible and relevant for leaders
• Audit data integrity in Salesforce, and other systems and assist with pipeline and forecast management cadence
• Drive best practices in sales forecasting processes, including coaching sales leaders, and staying closely connected with overall pipeline movement and large deal activity
• Identify opportunities to improve sales effectiveness. Coordinate cross-functionally to deliver process improvements, playbooks, toolkits, and skills development
• Partner with colleagues across Customer Success, Delivery, Legal, Marketing Channels and Finance to drive cross-functional improvements
• Provide proactive, data-driven insights and recommendations on pipeline, segmentation and targeting, and sales motion
• Support annual GTM execution, including business modeling, territory planning, and quota setting
  

Deal Desk

• Guide revenue team to best pricing and deal structure to maximize revenue and delivery of offering
• Become a trusted advisor to the sales team and work with sales reps to structure deals that best meet customer and Bugcrowds business objectives.
• Ensure Sales teams are operating within the Rules of Engagement, directly partnering with cross-functional teams to ensure policies are adhered to and enforced. Depending on complexity you will be the point person helping manage cross-functional teams to quicken quotes to customers.
• Help develop a process for non-standard deals to be reviewed, approved, tracked and actioned
• Primary point of contact for all the departments involved in the completion of non-standard deals
• Participate in pricing, packaging, new product introduction initiatives and ensure policies, guidelines and end to end process are in place to handle new product/offering releases
• Manage price lists, products and quotes in Salesforce
• Support in developing a deal desk playbook
• Partner with Finance, Product and Enablement on changes in processes, policies, best practices and develop/execute on a rollout and training plan
• Order processing; responsible for processing all orders secured by the sales team