Sales Operations Manager, Docker

• An ideal candidate is a start-up builder who has experience working with Sales teams and has worked closely with Salesforce, Gong, ZoomInfo, RingLead and LinkedIn Sales Navigator
• 4+ years of experience in Sales Operations
• Experience working for a high growth software/SaaS company
• Prior experience in territory and segmentation design, quota modelling and fiscal year planning
• Prior experience in forecasting and pipeline management
• Knowledgeable in managing projects including writing project plans, business requirement documents, business summaries and user acceptance testing
• Track record of defining operational processes and collaborating with technology teams for successful implementation of projects
• Exceptional communication and interpersonal skills
• Technically savvy with Google Suite, Salesforce, Gong, ZoomInfo, RingLead and LinkedIn Sales Nav
• Ability to think strategically and translate business needs into actionable plans within a fast paced environment
• Comfortable and familiar with cross-functional collaboration
• Able to work autonomously, with a constant focus on building for the future
• Energy, enthusiasm, and love of building

Desirable

• We are seeking an experienced Sales Operations Manager to join our Revenue Operations team who are responsible for optimizing the success of Docker's Sales & GTM teams to accelerate our revenue growth
• Your primary focus will be supporting our global Sales organisation, with a focus on EMEA and APAC
• You will build and streamline sales processes and systems, design territories and segmentation models, support forecasting and pipeline inspection, manage quota models, and manage projects from conception to release
• You will work alongside GTM leadership to define, build and document processes and overall sales strategy and planning, and partner with the dedicated Operations owners for BDR, SE, TAM, Renewals and Channel where your work overlaps with theirs
• This role reports to the Director of Sales Operations and is based in EMEA
• Support the global Sales leadership team, with a focus on EMEA and APAC, in running their business
• Design and maintain territory and segmentation models, and document account engagement models, with a focus on EMEA and APAC
• Support forecasting processes and pipeline inspection, working with Sales leadership to ensure good forecast hygiene and accuracy in Gong
• Help manage GTM quota and compensation models
• Assist in the fiscal year planning cycle
• Partner with the dedicated Operations owners for BDR, SE, TAM, Renewals and Channel to ensure aligned processes, quotas and territories across teams
• Manage and prioritise implementation of key projects including scoping of requirements, writing business requirement documents, collaborating with cross functional teams, and working alongside the business systems team to build, test and roll out new processes
• Manage and maintain the sales technology stack, ensuring data integrity and system efficiency, and owning vendor relationships
• Optimize the sales process and ensure a smooth deal flow from lead generation through to deal closure and repeat renewal
• Identify and implement continuous process improvements to enhance productivity and performance
• Analyse data to identify trends and areas of opportunity, and provide insights and recommendations to leadership
• Cultivate strong relationships with key stakeholders across various GTM departments
• Contribute to efforts around data quality, integrity, standardisation, and controls that ensure accurate reporting and forecasting
• What to expect in the first 30 days:
• You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program
• You will learn how to navigate through award-winning sales tools such as Salesforce, Gong, ZoomInfo, RingLead, LinkedIn Sales Navigator, and Docker
• Identify areas of improvement in our systems and processes that will assist the Sales team to be more successful
• Review existing processes and metrics to identify areas of improvement
• Begin building strong cross functional relationships
• What to expect in the first 60 days:
• Begin taking on projects and working with the relevant cross functional teams to scope and build
• Take ownership of tools within the tech stack and start scoping refinements and improvements
• Build documentation to support new and existing processes
• Start implementing improvements to assist with data integrity and accuracy
• What to expect in the first 90 days:
• Assist in scoping future quarter priority projects
• Have full ownership of various key projects related to the Sales & GTM org and the supporting systems
• Build scalable and repeatable processes to assist the Sales & GTM org

• Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent