Senior Director, Revenue Operations

| Peninsula
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About Us:

SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle. 

We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. We're looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!

What we are Looking for:

We are looking for a dynamic senior leader to join our growing Revenue Operations team. The ideal candidate has a wide background in most aspects of supporting Sales and Channel teams and an industry background in high tech and specifically SAAS based subscription sales. The individual we are looking for is excited to build out and mature processes and approaches in a high growth, fast paced environment and has a proven track record implementing quality changes that helps to scale out a business.  This person is also passionate about serving and enabling our Sales and Channel teams to ensure all of our processes and approaches make our teams highly productive. We are looking for a leader to lead our Channel and Partner Operations team, to build out our Sales Incentive and Compensation support model and team and to support our growing Global Renewal Sales team. Experience building strong business partnering relationships with Sales leaders, Finance and Legal is a must. 

Key Responsibilities

  • Lead our Partner and Channel Operations teams as we develop processes and approaches that support our broader and continuously evolving GTM functions and strategies
  • Develop Global priorities and initiatives that help to scale out all aspects of our Partner and Channel Operations functions including but not limited to scaling our Deal Registration, Partner SPIFF payment, Partner Activation, and Partner Portal processes
  • Support our growing MSSP business to ensure we have scalable and automated standard processes that align to our MSSP program
  • Lead our newly forming Sales Compensation team to ensure our sales organizations have the right annual incentive plans, are trained and enablement on the plan, have quality real time data in our compensation tools and have an operational support model 
  • Be responsible for all GTM related SPIFFs and other unique Sales incentive programs
  • Lead our annual Sales incentive compensation design processes including analyzing our annual Sales compensation spends, aligning the spends to our design principles and intended outcomes, and creating and rolling out communication and enablement plans
  • Be the primary point of contact for sales teams on all Sales compensation related matters associated with our Sales incentive program
  • Work closely with our Accounting and Finance team to ensure budget and Revenue recognition alignment to our Sales Incentive plans
  • Be our key business partner for our Global Renewals sales team to ensure we have aligned processes and data that supports our renewal targets
  • Work closely with the VP of Revenue Operations and other cross functional teams on ad hoc projects representing all aspects of our Revenue Operations functions including but not limited to M&A projects, integrations and other growth projects
  • Continuously work with the broader Revenue Operations teams to improve our overall processes and approaches globally 

Skills & Experience

  • 12 - 15 years of experience supporting Sales in a supporting Operations capacity including broad experience in all facets of Revenue operations including Channel and Partner Operations, Renewal Operations and Sales Incentive and Compensation Operations
  • High tech industry experience including understanding Global Enterprise, SMB and MSSP GTM sales motions through indirect Partner pathways is a must
  • Experience with SAAS based subscriptions including MSSP billings and consumption business models
  • Ability to influence Sales teams and build strong collaborative relationships across multiple functions
  • Ability to listen to the needs of the Field, problem solve to find quality solutions and escalate as needed 
  • The startup builder mentality of not only working on day to day activities but also setting up strategies and processes for scale to support future growth
  • Curiosity to go beyond the basics to really understand our GTM strategies to ensure our operational strategies and processes are aligned 
  • Self motivated and the ability to show initiative and follow through on tasks and assignments
  • Strong verbal and written skills with an emphasis on the ability to summarize and translate complex needs of the field
  • Bachelor degree in Finance, Management, Technology or Economics; MBA a plus
  • Required experience with G-Suite, Salesforce.com, Partner Portal applications, Clari and Excel modeling; experience with NetSuite and advanced business analytics tools (like Tableau) a plus



SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

SentinelOne participates in the E-Verify Program for all U.S. based roles. 

More Information on SentinelOne
SentinelOne operates in the Cybersecurity industry. The company is located in Mountain View, CA and Eugene, OR. SentinelOne was founded in 2013. It has 1050 total employees. It offers perks and benefits such as Volunteer in local community, Partners with nonprofits, Open door policy, OKR operational model, Team based strategic planning and Open office floor plan. To see all 16 open jobs at SentinelOne, click here.
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