Senior Sales Strategy and Operations Manager, MidMarket

 Say hello to opportunities.

It’s not everyday that you consider starting a new career. We’re RingCentral, and we’re happy that someone as talented as you is considering this role. First, a little about us, we’re a $2 Billion annual revenue company with double digit Annual Recurring Revenue (ARR) and a $93 Billion market opportunity in UCaaS, Contact Center and AI-powered adjacencies. We invest more than $250 million annually to ensure our AI-enabled technology and platforms meet or exceed the needs of our customers. 

RingSense AI is our proprietary AI solution. It’s designed to fit the business needs of our customers, orchestrated to be accurate and precise, and built on the same open platform principles we apply to our core software solutions.

This is where you and your skills come in. We’re currently looking for Senior Sales Strategy and Operations Manager as a segment operations leader for MidMarket. 

Job Duties:

• Directly supports all individuals within the following teams; MMa and MMx

• Strategizes on sales insight, process designs, data architecture and team experiences

• Maintains pipeline hygiene and daily operations 

• Monitors account and opportunity information accuracy

• Works directly with sales to ensure pipeline accuracy and generates adhoc reports to validate

• Develops team forecasting

• Executes module design (Consults with marketing operations, TAM/ROE, and sales to build equitable sales modules, providing balanced sales opportunity among account executives within assigned segment) 

• Engages with internal teams to support various team efforts ranging from territory design to tool management to compensation to rules of engagement

• Partners with Sales VP to support overall organization operating cadence

• QBR preparation: Responsible for quarterly reporting and analysis on team performance within segment and project updates

• Executes program management in collaboration with IT, DOT, Marketing, Enablement, etc

• Brokers relationship between sales and compensation and provides supporting documentation for disputes and misalignments

• Proactive trend identification and analysis, providing actionable insights for GTM strategy

• SOAR reconciliation

• Creates real-time sales data analysis to ensure all deals in quarter are represented and recorded in partnership with sales, deals desk, order management, etc

• Aviso knowledge and expertise to ensure proper management of pipeline and tracking is accurate

• Supports quota building in partnership with GTM and Finance

• Salesforce reporting and analytics 

Key responsibilities include but are not limited to:

• Be proactive in identifying areas of opportunity, analyze data, & deliver actionable insights to drive growth 

• Manage weekly cadence of sales forecasting to ensure a high level of accuracy and pipeline quality

• Manage territory and quota planning to drive best fair and attainable quotas for sales teams

• Manage a portfolio of high impact, cross functional projects delivering operational excellence and scale across process, systems, and sales experience

• Drives daily sales operational execution staying on top of the fast-paced cadence and rhythm of the business

• Work with cross functional teams to optimize the sales flow and enable deal delivery 

• Participate in the development and execution of the annual operating plan 

• Develop sales rep and manager retention and productivity initiatives 

• Lead spiff planning programs and operationalize quarterly incentives

• Support Rules of Engagement and an evolving sales process and execution framework

• Be a go to person for the segment sales leadership that they can trust to execute
   

Desired Qualifications 

• 5-6+ years of experience in Sales Operations, specifically working with Mid Market focused sales organizations (100-400 employee companies)

• 10+ years of relative experience

• Familiar with a variety of routes to market (inside, field, channel, and strategic alliance) 

• Strong problem-solving skills with ability to analyze data, determine insights and develop programs to drive productivity and efficiencies 

• Strong project management and business improvement capabilities with a track record of delivering results across a complex portfolio 

• Strong operational background, working with or directly leading day to day business operations 

• Strong organizational development, communication, and leadership skills 

• Passion for solving problems with the willingness to dive in with the team

• Flexibility, with the ability to adjust as needed, with a sense of urgency and a passion for new ideas

• Proven leader with the ability to maintain a strong aligned team

• Must have SaaS, Telephony or High-Tech experience 

• Bachelor’s degree required 

What we offer:  

• Comprehensive medical, dental, vision, disability, life insurance

• Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits

• 401K match and ESPP

• Paid time off and paid sick leave

• Paid parental and pregnancy leave 

• Family-forming benefits (IVF, Preservation, Adoption etc.)

• Emergency backup care (Child/Adult/Pets)

• Employee Assistance Program (EAP) with counseling sessions available 24/7

• Free legal services that provide legal advice, document creation and estate planning

• Employee bonus referral program

• Student loan refinancing assistance

• Employee perks and discounts program

About RingCentral

RingCentral, Inc. (NYSE: RNG) is a leading provider of business cloud communications and contact center solutions based on its powerful Message Video Phone™  (MVP™) global platform. More flexible and cost effective than legacy on-premises PBX and video conferencing systems that it replaces, RingCentral® empowers modern mobile and distributed workforces to communicate, collaborate, and connect via any mode, any device, and any location. RingCentral is headquartered in Belmont, California, and has offices around the world.

RingCentral is an equal opportunity employer that truly values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations for individuals with disabilities during our application and interview process. If you require such accommodations, please click on the following link to learn more about how we can assist you.

If you are hired in Colorado, California, the compensation range for this position is between $130,000 and $150,000 for full-time employees, in addition to eligibility for variable pay, equity, and benefits. Benefits may include, but are not limited to, health and wellness, 401k, ESPP, vacation, parental leave, and more! The salary may vary depending on your location, skills, and experience.