Director of Sales Operations, Egnyte
$185-205k
Cloud content governance platform
Posted today
Cloud content governance platform
1001+ employees
Posted today
$185-205k
1001+ employees
Company mission
To enable organizations of all sized to unlock their content's full potential.
Role
Who you are
- 7-10 years in Sales Operations with 3+ years managing high-performing teams
- Proven experience as a successful Director of Sales Operations or similar leadership role in B2B SaaS
- Track record of scaling sales operations through $200M+ ARR growth phases
- Experience with complex sales environments including multiple segments and international operations
- Expert-level Salesforce administration and Salesforce CPQ implementation experience
- Proficiency with Tableau or other advanced BI platforms; strong business intelligence experience required
- Advanced data analysis skills with ability to derive actionable insights from complex datasets
- Experience with sales technology integration, reporting platforms, and data visualization
- Strong analytical and problem-solving skills with focus on data-driven decision-making
- Demonstrated ability to optimize end-to-end sales processes across multiple sales motions (vertical GTM, channel/partner, new logo, expansion)
- Experience designing flexible systems and processes for diverse market segments from SMB to Enterprise
- Proven track record managing global sales operations and complex deal environments including government sales
- Understanding of subscription business models, land-and-expand strategies, and partner channel coordination
- Experience in compensation plan design and cross-functional collaboration with Sales Enablement teams
- Excellent communication and collaboration skills across all organizational levels
- Ability to influence and drive change in complex, cross-functional environments
- Strong presentation skills with experience reporting to senior leadership
- Experience facilitating alignment between sales and other departments
What the job involves
- Our Director of Sales Operations is not just a seasoned professional; they are a visionary leader at the forefront of enhancing sales efficiency and driving Egnyte's revenue engine
- As we scale, you will operate at the intersection of strategic leadership and hands-on sales operations expertise, leading initiatives that directly impact our aggressive growth targets
- Analyze and optimize complete sales lifecycle from lead hand-off/prospecting through deal closure across multiple sales motions
- Design flexible systems and processes optimized for a complex GTM motion (vertical, self-serve/direct/partner, new logo and upsell/cross-sell, small–enterprise, private/government)
- Drive and implement territory planning, quota management, and ROE strategies for global sales organization
- Drive sales methodology adoption and process compliance
- Develop and optimize processes for vertical GTM strategies across AEC, Financial Services, and Life Sciences markets
- Coordinate operational workflows between direct sales and channel/partner sales motions
- Design scalable processes that accommodate deal complexity from sub-$10K SMB to $1M+ enterprise and government contracts
- Ensure seamless integration between new logo acquisition and customer expansion sales activities
- Collaborate with cross-functional teams to manage Salesforce configuration and optimization
- Partner with cross-functional teams on sales technology integration and functionality
- Lead evaluation and deployment of new sales technologies to enhance team productivity and revenue generation
- Ensure data quality and reporting accuracy across all sales systems and multiple sales motions
- Utilize advanced data analytics to provide insights into sales performance, trends, and optimization opportunities
- Develop and present regular reports to senior management highlighting key performance metrics across all sales motions
- Establish and monitor sales KPIs including quota attainment, pipeline health, and deal velocity by segment and motion
- Drive continuous sales productivity improvements through process and technology optimization
- Collaborate with sales leadership to develop accurate sales forecasts and annual plans
- Monitor performance against forecasts and implement adjustments as needed across global teams
- Partner with Revenue Analytics team on predictive modeling and sales intelligence
- Support strategic planning for vertical market expansion and international growth
- Work closely with Marketing Operations, Customer Operations, and Partner Operations teams
- Ensure alignment of sales operations with overall business objectives and revenue goals
- Facilitate seamless handoff processes between marketing, xDR, Sales, and Customer teams to ensure optimal customer experience
- Coordinate with Finance on commission plan administration and revenue recognition processes
- Partner with Sales Enablement team on strategy development and implementation
- Ensure operational processes are effectively communicated and adopted by sales teams through enablement programs
- Collaborate on training content to drive process compliance and methodology adoption
- Coordinate with Sales Enablement to optimize onboarding and ongoing sales team development
- Lead and develop team of Sales Operations professionals
- Foster a culture of continuous improvement and operational excellence
- Develop talent pipeline and career progression paths for operations pr
- What Success Looks Like:
- Sales team consistently exceeds quota targets with improved efficiency metrics across all sales motions
- Forecast accuracy within 5% variance by week 6 of quarter
- Sales cycle optimization and deal velocity improvements across SMB through Very Large Organizations
- Effective cross-functional collaboration with Marketing, all Sales functions, Finance, and Customer teams
- Seamless integration between direct sales, channel partners, and customer expansion processes
- Effective collaboration with Sales Enablement team resulting in high process adoption rates
- High-performing, engaged sales operations team with low turnover
Our take
Cloud-based solutions for data management, security and GDPR compliance are increasingly important to the management of tech businesses. However, the tools currently used are modular and result in systems becoming complicated and time-consuming to use effectively.
Egnyte provides an integrated solution for GRDP compliance and data security. The startup reduces the likelihood of digital threats whilst maximizing efficiency for data management and compliance. Through these means, the software can locate, secure and lock down data to ensure security and compliance are taken care of within a single software package.
The company originally focused on data management, offering compliance and security as optional add-ons. However, due to the increasing complexity of data regulations, Egnyte switched to a more unified approach. The company is held in high regard, within an industry set to reach a value of $36.81B by 2029, ranking number 1 in several G2 reports.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Oct 2018
$75m
GROWTH EQUITY VC
Dec 2013
$29.5m
SERIES D
Total funding: $137.5m
Company benefits
- Comprehensive benefits
- Company equity depending on role and level
- Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance
- Paid holidays and sick time
- 401(k) Retirement Plan (Traditional and Roth)
- Health Savings Account (HSA) and Employee Assistance Program (EAP)
- Paid Maternal, Paternal, and Adoption Leave to help you grow your family
- Modern and collaborative offices located in Spokane, WA; Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
- Gym, cell phone, and internet reimbursement
- Free well-being apps such as Calm, Ginger, and Spring Health for Guardian are offered
- Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more
- Your own Egnyte account with lifetime access
Company HQ
Mountain View, CA
Leadership
Vineet Jain
(Co-Founder & CEO)Prior to Egnyte, they founded and successfully built Valdero. They have held a rich variety of Senior Operational positions at KPMG and Bechtel.
Rajesh Ram
(Co-Founder & Chief growth Officer)Held executive roles within Egnyte's Product Management and Engineering functions. Their strength in defining, delivering and supporting software solutions was developed while at Oracle, KPMG consulting and Valdero Corporation.
Amrit Jassal
(Co-Founder & CTO)An Official Member of the Forbes Technology Council, they have extensive experience in building large-scale, highly available systems all over the world. In the past, they have deployed such systems at Cisco, Fujistu and Sun Microsystems. Prior to Egnyte, they served as the CTO of Valdero.
Kris Lahiri
(Co-Founder & Chief Security Officer)Prior to Egnyte, they spent many years in the design and deployment of large-scale infrastructures for Fortune 100 customers of Valdero and KPMG Consulting.
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