Sales Excellence Manager, Dremio
Open data lakehouse
Be an early applicant
Open data lakehouse
201-500 employees
Be an early applicant
201-500 employees
Company mission
To shorten the distance to data by removing barriers, accelerating time to insight, and putting control in the hands of the user.
Role
Who you are
- 5+ years of experience in B2B sales, sales strategy, sales excellence, or a similar field facing role
- Exposure to a structured sales methodology and experience helping teams use it consistently
- Experience shaping or running a standard sales process and bringing it to life for reps and managers
- Strong program management skills and a track record of driving initiatives from idea to adoption
- Comfort working in Salesforce or a similar CRM and using data to inform recommendations
- Clear written and verbal communication and the ability to work directly with sales leadership
- A hands on, field focused mindset and an interest in how deals actually get done
- Comfortable with Salesforce and other common sales and engagement tools, and open to new and AI driven tools
What the job involves
- We are seeking a Sales Excellence Manager to join the Sales Operations team. This role sits between Sales Leaders, GTM teams, and the field, focusing on how our Sales Process, Sales Plays, and Onboarding are defined, communicated, and run so reps can execute consistently and managers can coach effectively
- Reporting to the Head of Sales Operations, you will partner with Sales Leaders on the Sales Process, turn our methodology and positioning into tools for the field, support and run key Sales Plays and programs, own the Sales Excellence calendar and operating cadence, and lead a full rebuild of Sales Onboarding
- Be a partner for sales leadership on how the team sells and where process changes are needed
- Define and maintain the standard sales process, stage definitions, and exit criteria in partnership with GTM teams
- Turn our sales methodology and positioning into tools for the field: qualification and discovery guides, mutual action plans, talk tracks, emails, and playbooks
- Support and run sales programs that align to GTM priorities, such as sales plays and campaigns, and help drive adoption with reps and managers
- Own the Sales Excellence calendar and operating cadence so sales leadership, managers, and reps have a clear view of key focuses, programs, and sessions
- Set up feedback loops with the field, review calls and live deals, and turn what you see into concrete changes to content, plays, or process with Sales, Marketing, Product, and Ops
- Build our sales onboarding, including the overall journey, schedule, content, and how we bring new hires through it
Our take
Data lakehouse platform Dremio bridges the gap between data warehouses and data lakes to help data engineers, analysts and scientists streamline, curate, and run queries on raw, purpose non-specific data, allowing them to quickly build analytics stacks. The self-service platform enables users to create datasets from a multitude of sources and can be deployed on Kubernetes clusters, AWS, and Azure.
The company is tackling the longstanding, time-draining problem of having to manually extract raw data and load it into data warehouses, providing customers with low-cost, sub-second SQL queries for BI on the data lakehouse. Its offering has captured the attention of some big-name clients including Samsung, Bose, HSBC, and Microsoft, and has raised substantial funding.
Dremio is well set to see continued growth as it continues to innovate its data offerings, with a focus on security and privacy. A partnership with PlainID, provider of a central access control platform, will allow clients to manage and control access to data via Dremio, and the company has also achieved HIPAA certification.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-18% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jan 2022
$160m
SERIES E
Jan 2021
$135m
SERIES D
Total funding: $410m
Company benefits
- Medical, dental and vision insurance
- 401(k) Plan
- Short term / long term disability and life insurance
- Pre-IPO stock options
- Flexible PTO
- 16 hours of volunteer time off
- 12 company paid holidays, including Juneteenth
- Hybrid workplace
- Monthly “Get Stuff Done” (GSD) Days
- Paid parental leave
- Employee Assistance Program (EAP)
- Quarterly swag surprise
Company HQ
Santa Clara, CA
Leadership
Tomer Shiran
(CPO & Founder)They started their career as an IBM Software Engineer before spending a further 4 years at Microsoft and 2 at Hewlett-Packard. They co-founded ePassportPhoto.com in 2005, where they worked until June 2015.
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