• Manager, Sales Operations

    Job Locations US-WA-Vancouver
    # of Openings
  • Overview

    In 2007, in a rental apartment in Columbus, Ohio DiscoverOrg had the vision of building the world’s foremost sales enablement tool. To get there our CEO Henry Schuck maxed out his credit card and with his co-founder borrowed every dime they could find. By 2012, DiscoverOrg had grown to 35 employees and $5 million of revenue. Since then, we’ve taken funding from Global Private Equity firms like TA Associates and The Carlyle Group, and grown to over $100M+ in annualized revenue. However, we’ve been careful not to lose the culture that has made us strong. We’re lean, we’re nimble, we’re passionate and we’re changing the lives of salespeople and business development representatives all over the world. We make mistakes, we are humble, and we are data driven. Here’s your chance to help us pioneer a new function at one of the country’s fastest growing technology companies.
    DiscoverOrg’s Mission
    DiscoverOrg’s mission is to create a revolution in sales that transforms the global B2B economy. We empower sales reps by giving them the right information, the right technology, and the insight on the right time to contact prospects. By democratizing prospective customer information and making it available to companies of all sizes, we level the playing field so that competitive advantages are no longer based on relationships, insider information, and company size but instead going forward sustainable competitive advantage will be solely predicated on delivering the best products, ideas and value. Moreover, we accelerate global innovation by helping our customers grow revenue faster, reduce their customer acquisition costs, and ensuring that businesses have access to the best products and services that enable them to succeed.

    This is a key leadership role within the company and will have a prominent seat at the table with robust interaction with executive leadership. This role will lead all sales operations efforts for DiscoverOrg and report directly to the VP of Operations.

    The ideal candidate will be an expert in sales automation, process and productivity. This leader must be experienced in ground breaking change during critical junctions of company growth. They must have a good understanding of sales incentives plans and sales enablement techniques for a large inside sales team with thousands of marketing qualified leads coming in every month. 


    Here's what a typical day will look like as the Manager, Sales Operations:

    • Collaborate with Sales, Customer Success, Marketing, and Finance teams to design and drive scalable solutions to sales teams that best support go-to-market strategies and drive exponential growth.
    • Managing the development of continuously-evolving forecast models and methodologies.
    • Working with Sales VPs to identify problem areas and pain points within their organization.
    • Assess and design a sales operations department structure that will help an Inside Sales team scale.
    • Develop standards for sales excellence including key scorecards, agreed to guiding metrics, operational design and process.
    • Improve sales automation implementation to deal with a highly sophisticated marketing qualified lead process, including lead distribution rules, lead categorization/management and coordinated follow up with marketing.
    • Align sales leadership to develop, implement and evolve processes, sales strategies, training and tools with a focus on scalability and automation.
    • Responsible for directing the planning, staffing, budgeting and expense prioritization of sales operations team.
    • Make decisions about key elements of sales automation, including managing complex SalesForce.com implementation, choosing new vendors and managing/coordinating 3rd-party vendors and contractors as required.
    • Work with Sales Leadership and Finance to design, implement and track compensation strategies aligned with the growth needs for the organization.


    The ideal individual for this opportunity brings the following to the table:

    • Ability to up-level and build out the capabilities of DiscoverOrg’s sales operations team to deliver better processes, enhanced reporting & analytics, and an overall world-class sales operations experience.
    • A natural innovator with a proven ability to design new processes, automate and simplify complexity and drive results with a high degree of buy-in from sales leadership and sales teams.
    • A real analytic mind with a deep understanding of data, processes, and technology to drive sales improvement at DiscoverOrg.
    • Experience working with large sales teams, including Inside Sales, that sell to multiple market segments with different products and selling motions by segment or experience with smaller teams experiencing rapid growth.

    You’re likely a great fit for this role if you have:

    • 3+ years of Sales or Business Operations experience, with 5+ years preferred
    • At least 3 years’ experience leading a Sales Operations team, preferably with a SaaS company
    • SalesForce.com experience in complex lead-driven environments
    • Expertise in MS Excel, Salesforce.com, Marketing Automation, CPQ, Tableau, SDR Toolset and Google Sheets


    We offer an attractive benefits plan with health benefits that include three medical coverage options, vision and dental coverage – HSA, FSA, 401(k) with employer match, paid parental leave, paid time off, paid sick leave, short-term and long-term disability, life insurance, and AD&D insurance.




    Why You Should Join DiscoverOrg:


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