Sales Operations - Deal Desk Contractor

March 15

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Shift5

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The Data and Cybersecurity Platform for Planes, Trains, and Tanks

cybersecurity • data acquisition • transportation analytics

51 - 200

💰 $50M Series B on 2022-02

Description

• Act as a trusted advisor and the go-to resource for coordinating approvals of complex deals through internal stakeholder groups, from opportunity creation to post-sales execution. • Develop creative structures and coordinate deal approvals through finance, sales leadership, service delivery, field engineering, legal, and hardware, driving stakeholder alignment and smooth delivery. • Review and approve opportunities, ensuring accuracy, completeness, and alignment with company policies. • Provide data inputs to quarterly sales forecasting, and provide reporting to leadership on forecasting accuracy, deal velocity, and quarterly shifts to forecast scenarios. • Collaborate with the Product organization to develop hardware opportunity forecasts • Liaise with the post-sales and delivery organizations to provide forecast insights to inform capacity planning • Develop and drive initiatives to improve productivity, company deal policies and simplify processes throughout the GTM organization • Monitors the RevOps Support Slack channel & SFDC opportunity queue to respond to questions • Develop and maintain deal management tools, templates, and processes to streamline operations and improve efficiency. • Partners with marketing operations and finance teams to facilitate process and system improvements • Collaborates with sales enablement to delivery relevant training to new and existing sales reps on Deal Desk, Order Booking, and overall Quote to Cash best practices • Maintains and enforces agreed upon departmental review and approval SLAs with 100% adherence • Responsible for reviewing opportunities to result in accurate booking metrics (Net ARR, ARR Basis, Amount, Recurring Amount) and 1:1 relationship between SFDC Opportunities and other systems are accurate • Ensure strong data hygiene and process adherence in Salesforce and other sales stack tools • Support sales operations requirements, including the generation of quotes, opportunity management, and account management • Other duties as assigned

Requirements

• Bachelor's Degree in marketing, finance, data science, business, or social sciences • An interest in aviation, cybersecurity, defense technology or B2B/B2G/public sector sales • Demonstrated familiarity with the Enterprise SaaS/B2B Industry - Deal Desk, Order Management, Finance Operations, Sales Operations or Pricing experience preferred • Demonstrated ability to partner with GTM Teams and other cross functional departments • Experience in Direct and Channel Sales model is highly desirable • Basic understanding of revenue recognition rules • Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills • Highly organized, customer-focused, innovative and strong attention to details • Excellent communicator, self-aware, transparent, professional, and open to feedback • Ability to multitask and prioritize at times of high volume • Ability to prioritize and effectively manage distractions • Strong quantitative skills and highly proficient in GSuite, Salesforce (SFDC) • Basic knowledge and understanding of a CPQ tool such as Zuora or Salesforce CPQ