Director/Sr Director Sales Operations

| San Francisco, CA
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Job Category
Sales

Job Details

Sales Operations at MuleSoft, a Salesforce company, is one of four critical functions in our Field Operations team supporting the Account Executives, Sales Leaders, and field teams who are driving the adoption of innovative API-led connectivity solutions around the world. MuleSoft's mission is to help organizations innovate faster by connecting the world's applications, data, and devices. Companies like Spotify, McDonald's, and Unilever rely on MuleSoft to stay agile, deliver faster, and make the most of their IT investment with API-led connectivity. Hiring exceptional people is our number one priority, and we're proud to be consistently named among the best places to work in the Bay Area.

We are seeking a Director or Sr Director of Sales Operations to manage/improve the portfolio of sales ops rhythms and processes unique to MuleSoft, complementing the efforts of the centralized, common Salesforce Sales Operations team. The successful candidate will establish themselves as a trusted advisor to the COO, EVP of Global Sales, CFO and CEO of MuleSoft. This individual will partner with leaders from Sales, Services, Customer Success, and Alliances & Channels as well as our Product, Finance, Marketing, Employee Success, and Salesforce teams. Success in this role will be measured by MuleSoft ACV, revenue, and operating expense goals as well as employee engagement and retention KPIs.

This role is a crucial element of the Global FIeld Operations team, directly reporting to the MuleSoft COO.

Responsibilities:

  • Partner with Global Sales, Field Function Leaders, Field Strategy & Analytics, and Finance to develop annual plans for headcount allocations by geo and team, leveraging ongoing analyses of ratios (e.g., # Account Executives: # Account Development managers) and coverage models. Ensure plans are consistent with planned operating expense envelopes.
  • Monitor actual vs planned hiring, confirming conformance to ratios and coverage models, providing reports to management, and assessing for ongoing validity (or improvement) of existing standards.
  • Partner with Field Strategy & Analytics, Field Function Leaders, and Salesforce Go-for-Growth (G4G) team to determine capacity and associated quotas required to meet annual growth/planning targets. Align quotas with territories, determine over-assigns, compare w/historicals, and align quotas across MuleSoft sales organizations.
  • Lead the design of MuleSoft field compensation plans, supporting the annual planning process (G4G), aligning with Field Strategy & Analytics, Finance, and Salesforce Finance/compensation. Build models, enabling scenario planning and associated sensitivity analyses. Coordinate with Salesforce Compensation Planning as necessary to ensure MuleSoft plans provide required incentives, but also meet Salesforce policies and operating expense targets.
  • Provide analysis and reporting of compensation plan effectiveness and efficiency, including performance reporting at the individual, manager, and regional levels. Compile, assess and report on performance and earnings distributions.
  • Drive the orchestration, and facilitation of field compensation programs, working with Finance, Field Leaders, and managers to ensure hiring/territory/quota/commission plans are implemented in support of plan and goals. Provide plan revisions or augmentation (e.g. SPIFF recommendations) as needed. Maintain, report and assess adjustments throughout the year.
  • Measure and evaluate Field IC and Manager ramp time and productivity across roles and regions with primary focus on Sales AE and Sales ManagerDetermine goals and metrics for improving performance, working with Global Enablement and Field Strategy to effect improvement programs and tools. Forecast and report Sales Expense, working with Finance, Sales, and Field Operations to improve cost-of-sales and cost-to-book metrics
  • Optimize the redesign, automation, or integration of capacity, quota, and compensation-related processes, rhythms, and systems to align with the larger Salesforce operating model and Ohana, collaborating with relevant MuleSoft and Salesforce functions. Leverage Salesforce and industry benchmarks.
  • Maintain global playbook for common sales ops policies and processes (e.g., Global Account Management, Splits)
  • Work with MuleSoft Field Strategy & Analytics to continuously evaluate and improve the accuracy of sales HC related data, territory assignments, accounts, business metrics and information produced for internal or external consumption while also minimizing the effort required to produce it
  • Be a subject matter expert in sales quota and capacity planning; compensation; related IT systems and tools; process improvement, and management/measurement systems
  • Hire and manage a team of professionals, providing clarity of purpose, tools required to meet their responsibilities, and an environment conducive to diversity of thought, innovation, and personal/career growth



Requirements:

  • 12-15 years in finance, operations, or sales productivity
  • Bachelor's Degree required, MBA or similar advanced degree preferred
  • Prior experience in large scale technology company required, enterprise software preferred
  • Demonstrated leadership in delivering results with large-scale, cross-functional teams
  • Proven track record of establishing and managing compensation and sales operations with an emphasis on managing and optimizing incentive programs to balance outcomes vs expenses
  • Exceptional problem solving and analytical skills; demonstrated ability to structure complex problems, develop solutions, and craft high quality executive presentations
  • Experience in process improvement; lean startup or design thinking a plus
  • Flexibility and ability to adjust on the fly, to new demands; a high sense of urgency
  • Strong executive presence, presenting to large groups, effective communication and influence skills
  • Strong collaboration and problem solving skills
  • Ability to travel (10-15%)



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