Your Impact

We are looking for an experienced sales leader to join DISCO and partner with the Executive team, Sales, Marketing, and Services leadership on the definition of revenue strategy and critical strategic and operational initiatives designed to improve and maximize revenue acquisition, retention and growth.

What You'll Do

• Own the end-to-end process of tracking the sales funnel and operational metrics as well as identify and deliver techniques to optimize funnel performance for Sales Leadership.
• Ensure consistency in execution and performance across reps and regions.

• Have a relentless pursuit to up-level performance and conversion rates from Marketing qualified lead through closed win.
• Determine how we can better leverage internal and external data to make informed decisions about account and segment targeting and ensuring high value targets are being worked on the appropriate cadence.
• Provide leadership throughout Sales Operations and Enablement functions and lead communication across the business to ensure sustained alignment and accountability on revenue strategies. 
• Become a revenue leader for all cross-functional initiatives; partnering with centralized operations for initiative execution as well as other departments such as Marketing, Finance, Professional Services and Human Resources.
• Identify incremental opportunities and execute on initiatives to create more time and space for selling and reduce administrative lift related to billing, credits, and other escalations.
• Continuously evaluate the effectiveness of sales operations initiatives to company goals and objectives; ensure that various departments and individual strategies that support revenue enablement are working in concert toward company goals and that revenue and attainment of growth targets is relentlessly prioritized across the company.
• Leverage data and insights to improve prioritization and analysis of organizational initiatives, including the measurement of realized vs forecasted impact of key revenue initiatives. 
• Optimize customer segmentation and create a plan to enhance renewal, bundling, and upsell processes alongside the Sales Leadership team.
• Partner with  Marketing to maximize the creation of qualified sales opportunities and with Client Success to ensure prospective clients have a positive first impression of DISCO.
• Define and optimize account/territory planning, sales process(es), opportunity pursuit, and sales performance management process.
• Direct change management programs focused on improving sales and coaching best practices.
• Provide thought leadership and direction for the creation and maintenance of Sales procedures, incentive compensation plans, training materials, and other resources.
• Recognize, develop, and implement process improvements within the Sales organization as well as hand-off processes between departments interfacing with sales.
• Manage, inspire, and maintain sales process adherence and accountability with Sales team individual contributors and leaders.
• Work with internal IT, external vendors, and the Sales Enablement leadership team to identify and implement tools, technologies and process enhancements to improve the efficiency and productivity of the learning team and the experience for our learners.
• Work closely with HR and Sales Enablement to optimize onboarding and training process of new Sales team members.

Who You Are

• 7+ years of experience in a revenue and sales operations role in a high-growth SaaS business.
• Successful background of scaling revenue to $200M+ and driving accountability.
• Expertise in sales and revenue methodologies and processes including revenue enablement tools and software, e.g. Salesforce.
• Experience leveraging data and metrics to assess current operations and make analytical recommendations for improvement.
• Strong leadership skills with the ability to influence and lead cross-functional teams as well as make effective and timely decisions. 
• Strong mental agility and flexibility with a proven ability to work through ambiguity.
• Ability to  work across diverse teams and stakeholders to identify needs and synthesize information to develop a strategic action plan.
• Own or ability to quickly develop a deep understanding of how our clients explore and buy our products and services. 
• Proactive and creative problem-solving skills, with the ability to think strategically and independently to identify problems and recommend effective plans of action.
• Strong communication skills; capable of conveying complex information to a broad audience, including but not limited to preparing executive-level documents and developing presentation materials that can be shared across different levels of DISCO.
• A results and success-oriented mentality, conveying a sense of urgency, building consensus and driving issues to closure.
• An ability to initiate and build relationships with people in an open, friendly, and accepting manner.
• An innate drive to innovate and optimize the use of available resources.
• Flexibility and comfort  in adjusting to new, different and changing business requirements and decisions.