Sales Operations Leader for Mid-Market Success

5 days ago

San Mateo, California, United States Verkada Full time

Verkada, a leader in cloud-based B2B physical security, is seeking an experienced Sales Operations Leader to drive strategy and growth for our Mid-Market organization.

About Us

We offer six product lines - video security cameras, access control, environmental sensors, alarms, workplace and intercoms - integrated with a single cloud-based software platform. Our mission is to provide real-time insight into the safety and comfort of people throughout physical environments, empowering organizations to minimize security risks, workplace frustrations, and costly inefficiencies.

Job Overview

This critical role will manage the team responsible for the strategy and operations of our Mid-Market and SDR organizations, which account for over half of company revenue and account executives. As a key resource, you will partner with sales leaders and teams across the entire group to drive impact and increased performance.

Responsibilities
  • Leadership and Team Management: Lead and grow a high-performing Sales Strategy and Operations team, providing mentorship, coaching, and professional development opportunities to team members distributed across multiple offices. Foster a collaborative and inclusive team culture that encourages continuous learning and growth.
  • Sales Strategy Development and Execution: Serve as the strategy and operational lead for the Mid-Market Sales organization, partnering with Sales leadership to identify, evaluate, and operationalize strategic levers to drive growth across the organization. Utilize historical data, market trends, and sales funnel analysis to provide insights that help the organization evaluate new initiatives and programs.
  • Workflow and Process Improvement: Implement best practices and new solutions to enhance sales efficiency and effectiveness, leading initiatives to identify pain points, streamline sales processes, reduce friction, and improve the overall sales experience for the Sales team. Stay abreast of industry developments and tooling solutions to ensure Verkada remains at the forefront of sales operations excellence.
  • Performance Analytics and Reporting: Develop and maintain a robust sales performance reporting framework to track progress against targets and identify areas for improvement. Provide actionable insights and recommendations based on data analysis to drive sales productivity and effectiveness, building self-service tools and regularly reviewing progress to goal with Sales leaders to ensure alignment and accountability.
  • Planning and P&L Management: Collaborate with senior executives, Finance, Sales, and Sales Operations to develop and maintain multi-year divisional operational models to drive headcount, quota capacity, and expense management across the sales divisions. Track performance against those targets and provide accurate and timely reporting, trends, and areas for improvement. Collaborate with Sales leaders to operationalize P&Ls and make high ROI investment decisions that drive growth within cost constraints.
  • Sales Operations Leadership: Partner with the broader Sales and Sales Operations stakeholders to design and implement compensation and incentive programs, segmentation and account strategies, and other programs. Regularly evaluate and adjust programs to support sales effectiveness.
  • Cross-Functional Collaboration: Collaborate with Sales, Finance, Marketing, Product, Supply Chain, and Sales Operations teams to ensure seamless coordination and alignment of strategies and objectives. Partner with cross-functional stakeholders to design and operationalize programs within the Inside Sales organization, acting as a trusted advisor to Sales leadership, providing insights and recommendations to drive business growth, operational efficiency, and profitability.
Requirements
  • Minimum 6-8 years of experience in sales strategy, sales operations, or a related role, with a focus on Mid-Market or similar segments.
  • 2-3+ years experience in strategy consulting, investment banking, private equity, or corporate strategy highly preferred.
  • Proven leadership capabilities, with experience in managing and developing high-performing teams.
  • Strong understanding of sales operations and technology sales organization operations.
  • Strategic mindset with strong business acumen and the ability to think holistically about sales and financial objectives in order to drive revenue growth.
  • High degree of adaptability and comfort working in a fast-paced, dynamic environment while juggling multiple priorities.
  • Strong analytical skills with the ability to translate data into actionable insights and strategies. Experience with CRM systems (Salesforce) and Excel / Google Sheets are a must; SQL, and BI tools strongly preferred.
  • Excellent communication and presentation skills, with the ability to effectively influence stakeholders at all levels of the organization.
  • Bachelor's degree in Business, Marketing, Finance, or a related field; MBA or advanced degree preferred.
Salary and Benefits

At Verkada, we want to attract and retain top talent by offering competitive salaries and comprehensive benefits packages. The estimated annual base salary range for this position is $220,000 - $280,000 USD. In addition, you will be eligible for additional forms of compensation, including discretionary bonuses and/or equity in the company in the form of Restricted Stock Units (RSUs).

Diversity and Inclusion

Verkada is committed to creating a diverse and inclusive workplace that values different perspectives, experiences, and backgrounds. We welcome applications from qualified candidates who share our passion for innovation and customer satisfaction. At Verkada, we believe that everyone has something unique to contribute, and we strive to foster a culture that promotes collaboration, creativity, and continuous learning.

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