Job description
Category-defining tech. Career-defining work.
Lots of tech companies disrupt. But, many fail when they try to scale. We’re different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we’re helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact.
Because when our customers win, we all win.
The Role
The Senior Revenue Operations Manager at Cockroach Labs plays a critical role in connecting the revenue and sales teams with marketing, finance, legal, and other key partners supporting our go-to-market efforts across the AMER region. This role will be responsible for, among other projects, managing operational processes and reporting, driving coverage, territory design and quota allocation, operationalizing Partner Alliances initiatives and working closely with our sales leaders to help manage their regions.
The successful candidate will have a broad understanding and experience with selling processes, exceptional analytical and organizational skills, be comfortable juggling multiple tasks while meeting strict deadlines, and have the ability to proactively and effectively work together with all organizational levels, particularly interfacing between Sales teams and internal cross-functional stakeholders. This position is a great opportunity to build and advance operational processes, policies and frameworks and create a scalable and predictable sales engine at a fast-moving high-technology company.
To be eligible for this role, you must be based in Austin, TX or New York City and will be expected to go into the office on Mondays, Tuesdays & Thursdays.
You Will
- Collaborate with sales and go-to-market leadership to develop and execute strategies designed to achieve business and financial goals
- Partner with sales and go-to-market leadership to manage and execute operational processes and reporting, including weekly forecasting and reporting, bookings, pipeline hygiene and reviews, QBRs
- Lead annual territory planning including refining the coverage model in AMER, driving territory design and account prioritization to ensure broad rep productivity and goal attainment
- Facilitate quota allocation and support compensation planning and analysis
- Monitor dashboards, analyze and evaluate the effectiveness and efficiency of the sales organization and develop actionable insights to improve sales productivity and market penetration
- Work with the Partner Alliances team to operationalize strategic initiatives, integrate them into sales processes and track success
- Establish and lead regular cadences both cross-functionally and within the sales team to improve forecasting, deal flow and team management
- Work cross-functionally with other GTM teams including marketing and SDR to monitor, analyze and identify areas of improvement for the entire sales funnel, including top of funnel performance.
- Identify, lead and operationalize strategic projects related to the GTM organization to improve efficiency and sales productivity
- Monitor and enforce SFDC hygiene relating to opportunities and accounts, and Clari best practices relating to forecasting
- Continually streamline and improve practices, including processes, policies, tools and templates, to support an efficient and effective sales operations function
- Foster and maintain strong working relationships with sales and go-to-market leaders and business partners (Finance, Legal, etc.)
The Expectations
In your first 30 days, you will complete our onboarding programs and learn about our product, revenue strategy and sales and operational processes. Additionally, you will begin building relationships with key stakeholders across sales, marketing, customer success, finance and legal to understand the organization’s goals and objectives better.
In your first 60 days, you will start managing and executing operational processes and reporting in the AMER region, work on developing and refining metrics and dashboards, produce regular reporting for sales leaders and identify strategic focus projects. You’ll also identify areas for productivity and process improvements, while taking on increased responsibility for managing ad-hoc support requests.
In your first 90 days, you will take on additional projects to scale the sales and go-to-market engine in AMER, work with the Partner Alliances team to operationalize new programs with the sales team and drive sales productivity. Finally, you will participate in cross-functional initiatives to drive operational excellence and continuously improve our go-to-market efforts.
You Have
- 7-10+ years of experience in Revenue or Sales Operations, familiarity with Partner Alliances operations
- Superior analytical and problem-solving skills and interest in identifying and fixing problems
- Experience developing sales and operations strategy, define and execute operational plans and build and enhance scalable processes and systems
- Strong communication and presentation skills (written and verbal), with ability to quickly summarize findings and effectively communicate results to management
- Ability to partner, collaborate, and influence across a wide spectrum of functions to drive execution of initiatives and run the business
- Experience with enterprise sales motion and complex sales cycles
- Ability to drive multiple initiatives, establish appropriate priorities and meet deadlines with limited supervision
- Proficiency in SFDC and advanced modeling (in Excel, Google Sheets)
- BA/BS in Business Administration, Finance, Economics or equivalent practical experience
Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at [email protected].
Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.
Benefits
- Stock Options
- Medical Insurance
- Vision Insurance
- Dental Insurance
- Life and Disability Insurance
- Professional Development Funds
- Flexible Time Off
- Paid Holidays
- Paid Sick Days
- Paid Parental Leave
- Retirement Benefits
- Mental Wellbeing Benefits
- And more!
The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. Salary is one component of the Cockroach Labs’ Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits.
We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted.
Salaries for candidates outside the U.S. will vary based on local compensation structures.
This position will remain posted until filled. Applicants should apply via our Careers Page.
Annual Anticipated Base Salary Range (U.S)
$170,000—$200,000 USD
