Sr. Manager, Sales Operations - Caret

CARET brings the latest in technology and automation to over 10,000 legal and accounting firms, empowering highly skilled professionals to refocus their expertise on what truly matters. CARET harnesses powerful and secure practice management, document automation, and payment processing to take firms, professionals, and their clients further. 

Our team-defined values guide how we show up for each other, for our partners, and for our customers: 

• We succeed together 
• We embrace progress 
• We care big 
• We create space 

To join our remote-first, engage from anywhere team, visit getcaret.com/careers. 

We are looking for a dynamic and detail oriented Senior Manager of Sales Operations. The Senior Manager of Sales Operations will be a business partner to the sales team who, in close partnership with the SVP, Sales, must lead the sales team to be accountable for operating within established sales processes, while also setting the team up for success by owning a clean and reliable pipeline that provides sufficient pipeline coverage. This role must be a highly analytical and data driven leader who transition seamlessly between a strategic and hands on/tactical mindset. Proactivity around providing insight into blind spots, revenue generating opportunities, & other key trends. Reporting to the VP, Finance and Revenue Operations, this role will join our growing team and play a pivotal role in scaling our sales processes, optimizing performance, and driving growth.

Requirements

· Minimum of 7-10 years of experience in sales operations in a SaaS or technology-driven environment. 

· Proven experience in leading sales operations initiatives, with a focus on results (pipeline quality and coverage/bookings) vs. having the perfect sales process. 

· Proven ability to partner with sales leadership to drive improved pipeline quality and coverage and bookings growth 

· Strong leadership and project management skills. 

· Enthusiasm with being a strategic and hands on individual contributor 

· Excellent communication, interpersonal, and problem-solving skills. 

· Advanced proficiency in data analysis and sales forecasting. 

· Deep understanding of sales KPIs, compensation models, and go-to-market strategies. 

· Highly proficient with Excel. 

· Strong understanding of salesforce.com and sales automation tools. 

· Ability to work cross-functionally with leadership in Sales, Marketing, Product, and Finance. 

· Bachelor's degree in Business, Marketing, or related field. MBA or advanced degree preferred.

Responsibilities 

Pipeline Quality and Coverage: 

· Own pipeline quality: Establish and enforce pipeline conversion and stage exit criteria, as well as closed lost motion based on opportunity aging and buying decision making team engagement 

· Manage pipeline coverage ratios: Proactively manage rolling quarterly pipeline coverage gaps by working cross functionally to provide target prospects within an ICP for new logo, expansion, and migration sales 

Deal Desk: 

· Lead recurring cross functional deal desk reviews of large and/or unique opportunities, ensuring timely engagement and alignment from Exec Team and stakeholders as required 

· Instill a sense of urgency in the sales team and stakeholders to accelerate deal closure. 

Reporting & Forecasting: 

· Lead sales forecasting efforts by analyzing pipeline data, sales cycles, and trends. 

· Provide regular bookings and sales KPI reporting to the executive team, highlighting opportunities for improvement and growth. 

Sales Strategy & Alignment: 

· Support the sales leadership in aligning the sales organizational structure, territory design, compensation plans, and targets with business objectives. 

· Develop territory strategies, sales forecasts, and proactive go-to-market execution plans. 

· Collaborate with cross-functional teams (Product, Marketing, Finance, etc.) to ensure sales strategy is aligned with the overall company vision. 

Sales Process Optimization: 

· Design and implement scalable sales processes along with rules of engagement and workflows that enhance sales productivity and efficiency.

· Identify gaps and inefficiencies in current processes and work cross-functionally to drive improvement and efficiency with a focus on end results. 

Sales Compensation & Quota Management: 

· Own the annual sales compensation plan development and approval process, ensuring plans alignment of sales team and company goals. 

· Sales compensation plan administration: Drive cross functional alignment on commissions payments, quota attainment, claw backs, etc., ensuring timely and accurate compensation and reporting. 

Sales Tools & Technology: 

· Partner closely with the business systems team to optimize sales tools (salesforce.com, hubspot, etc.). and to ensure proper implementation, integration, and usage of the go to market tech stack. Identify opportunities to simplify the administration of go to market software tools and integrations 

Sales Training & Enablement: 

· Develop training programs and materials to ensure the sales team is fully equipped to sell effectively. 

· Lead ongoing sales coaching, onboarding, and development programs.

Benefits

• Flexible PTO
• Summer Fridays
• No meeting Fridays
• Medical, Dental, Paid Sick Days, Vision, and Supplemental Coverage
• Flexible Spending Account
• Health Savings Account
• 401(k) match

Equal Employment Opportunity: CARET is an Equal Opportunity, Affirmative Action Employer.

The compensation information below is provided in compliance with job posting disclosure requirements.

Pay range: $160,000 - $180,000 USD. Actual base pay will depend on varying circumstances, including the position, location, individual qualifications, market finances, and other operations business needs.

Depending on the position, compensation may also include commission, bonuses, etc. Potential for bonuses is based on company performance and potential for merit increases is based on performance.

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