Senior Manager of Sales Operations, AppOmni
Salary not provided
Tableau
Looker
Excel
Google Sheets
Salesforce
Power BI
Asana
monday.com
Senior and Expert level
Remote from US
SaaS security management software
Be an early applicant
SaaS security management software
201-500 employees
B2BSaaSCyber SecurityAutomation
Be an early applicant
Salary not provided
Tableau
Looker
Excel
Google Sheets
Salesforce
Power BI
Asana
monday.com
Senior and Expert level
Remote from US
201-500 employees
B2BSaaSCyber SecurityAutomation
Company mission
To prevent SaaS data breaches by securing the applications that power the enterprise.
Role
Who you are
- Bachelor's degree in Business Administration, Finance, Economics, or a quantitative field
- A Master's degree (e.g., MBA) is a plus, particularly with a focus on operations or data analytics
- 5-7+ years of progressive experience in Sales Operations, Business Operations, or a similar analytical role
- Proven experience in managing sales budgets, developing financial models, and tracking expenditure
- Demonstrated experience with sales capacity planning, including headcount modeling and resource allocation based on revenue targets
- Experience in creating and executing hiring plans for sales teams in collaboration with HR and recruiting
- Strong background in data analysis, reporting, and building dashboards to monitor sales performance
- Experience in optimizing sales processes, preferably within a CRM environment
- Prior experience in a management or leadership role within sales operations is highly desirable
- Advanced proficiency in Salesforce. Must be able to extract, analyze, and report on data, manage configurations, and understand the system's impact on sales processes
- Expert-level Excel and Google Sheets skills: Essential for complex data modeling, financial analysis, budgeting, and capacity planning
- Proficiency with business intelligence (BI) tools (e.g., Tableau, Power BI, Looker): Ability to create compelling visualizations and derive actionable insights from large datasets
- Familiarity with sales forecasting tools and methodologies, particularly Clari
- Experience with project management tools (Asana or Monday) is a plus
- Exceptional analytical and quantitative skills with the ability to interpret complex data, identify trends, and translate findings into practical, actionable recommendations
- Strong problem-solving abilities, capable of dissecting operational challenges and designing effective solutions
- Detail-oriented with a high degree of accuracy in data analysis and reporting
- Excellent written and verbal communication skills, with the ability to present complex information clearly and concisely to diverse audiences, including senior leadership
- Strong interpersonal skills, capable of building effective relationships and collaborating cross-functionally with sales, finance, HR, and other departments
- Ability to influence and drive change without direct authority
- Proven ability to manage multiple projects simultaneously, prioritize tasks effectively, and meet tight deadlines in a fast-paced environment
- Strong organizational skills with a methodical approach to process improvement and documentation
- Proactive, self-starter with a continuous improvement mindset
- Proven ability to work in a fast-paced, start up environment where much of the job function must be created
- Committed to data integrity and operational excellence
- Adaptable and resilient, comfortable navigating change and ambiguity
- High level of emotional intelligence, empathy and a strong sense of humor
What the job involves
- The Senior Manager, Sales Operations will play a pivotal role in driving the efficiency and effectiveness of our sales organization
- The role is responsible for spearheading our sales planning and budgeting efforts, designing and optimizing sales processes and methodologies, and developing and leveraging sales performance data & analytics to inform critical business decisions
- This role will be instrumental in creating the sales compensation & incentive plans, managing territory & quota assignments, and developing forecasting & pipeline management processes
- Additionally, the Sr. Manager, Sales Operations will uphold our commitment to excellence through strong Sales Operations governance & compliance, ensuring our sales function operates with precision and contributes significantly to our growth objectives
- Develop and manage the annual sales budget, working closely with finance and sales leadership to ensure alignment with overall company financial goals
- Conduct sales capacity planning based on executive-driven sales targets, determining the optimal number of sales employees needed to achieve revenue objectives
- Create and maintain the annual sales hiring plan, outlining recruitment timelines and talent needs in partnership with HR and sales leadership
- Analyze historical performance and market data to inform resource allocation and support strategic workforce planning initiatives
- Design, document, and continuously optimize the end-to-end sales process, from lead qualification to deal closure, ensuring efficiency and scalability
- Identify bottlenecks or inefficiencies in the sales cycle and propose solutions to improve conversion rates and sales velocity
- Ensure consistent adoption and adherence to defined sales processes and methodologies by the sales org
- Develop and maintain comprehensive sales dashboards, reports, and key performance indicators (KPIs) to track sales performance at individual, team, and organizational levels
- Conduct in-depth analysis of sales data to identify trends, diagnose performance issues, and uncover opportunities for improvement
- Provide actionable insights and recommendations to sales leadership based on performance data to drive strategic decision-making
- Manage the integrity and accuracy of sales data used for reporting and analysis
- Design, model, and administer effective sales compensation plans that motivate desired sales behaviors and align with company goals
- Collaborate with finance and HR to ensure compensation plans are fair, competitive, and fiscally responsible
- Manage the sales commission process, including calculations, reporting, and dispute resolution
- Continuously evaluate the effectiveness of compensation plans and recommend adjustments as needed to optimize sales performance
- Develop sales territory design, ensuring equitable opportunity distribution and market coverage
- Consult with Sales Leadership and Finance on the annual quota setting process, collaborating to establish challenging yet achievable individual and team sales targets
- Analyze territory performance and propose adjustments to maximize sales productivity and minimize channel conflict
- Manage exceptions and adjustments to territories and quotas throughout the fiscal year
- Develop and implement robust sales forecasting methodologies and models to accurately predict future revenue
- Support the weekly/monthly sales forecast cadences, consolidating inputs and providing a reliable company-wide revenue outlook
- Monitor and analyze sales pipeline health, identifying potential risks, opportunities, and areas for improvement in pipeline generation and progression
- Provide insights into pipeline coverage, velocity, and quality to sales leadership to inform resource allocation and strategic adjustments
- Establish and enforce policies, procedures, and best practices to ensure data integrity within sales systems
- Develop and maintain documentation for key sales operations processes and workflows, including a 13-week operational cadence
- Ensure compliance with internal sales policies, data privacy regulations, and other relevant compliance standards
- Conduct regular audits to ensure adherence to established processes and data quality standards
Our take
Security is key in the online world, especially for companies that sell software as a service (SaaS). AppOmni's security management platform is designed to help SaaS companies protect their software from phishing attacks, malware, and other malicious tricks. It can discover risks that may potentially harm businesses’ services, protect sensitive data from malicious hands, and even monitor and fix any issues that are found.
AppOmni’s customers include large enterprises and tech names such as Dropbox, Ping and Accenture, as well as large Fortune 100 financial and healthcare companies. Collectively, it now secures apps covering 78 million users and 230 million exposed data records, and more than 9 billion monthly events.
Although AppOmni has made a name for itself, it has some notable competitors, such as Insight VM and Amazon Guard Duty. The company is continuing both its international growth and building out the platform to remain on top of the competition.
Steph
Company Specialist at Welcome to the Jungle
Insights
Top investors
44% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jun 2022
$70m
SERIES C
Apr 2021
$40m
SERIES B
Total funding: $123m
Company benefits
- Autonomous Schedules: You know best how to get your work done, and sometimes that means starting the morning with a ski run before showing up to your home office or co-working space
- Home Office: As a new hire benefit, we provide a generous stipend for eligible expenses reimbursement for your home office / computer equipment set up in addition to a company-provided laptop
- Flexibility and Time Off: Have the freedom to take the time off you need with no required accruals and no set limits — just get your manager’s approval and go. We support our team in relaxing, recharging, and reconnecting
- Healthcare: AppOmni provides comprehensive insurance options for eligible employees – including medical, dental and vision, with substantial portions of the premiums covered by AppOmni
- Life Insurance & Disability Benefits: AppOmni provides group life, AD&D, STD and LTD benefits at no cost to our employees, as well as additional supplemental life insurance options
- Employee Assistance program: Our employees have access to LifeWorks Employee Assistance Program including in-person, phone, or video consultations with licensed counselors and online educational tools and resources
- Retirement Savings: We offer a 401(k) tax-advantaged retirement savings account as of the employee’s first paycheck with AppOmni covering all fees for the account
- Wellness and Connections: We value the mental health and overall wellness of our team and offer a monthly reimbursement for related wellness expenses. Participate in groups or be a champion for a cause that you’re passionate about
- Career Development: The best employees need room to grow professionally, and look for opportunities to hone their skills. We provide professional enablement programs and performance management reviews
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Brendan O'Connor
(CEO)Started out working in Information Security at Tech Electronics and First Bank. Previous CSO of Salesforce and Security CTO of ServiceNow.
Brian Soby
(CTO)Received an MBA from Berkeley, and then joined Raytheon as a Network Security Engineer. Previous Director of Product Security at Salesforce, and Director of Security at Taulia Inc. Current Partner at Freefly Security.
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