Sales Operations Director

Cohesity; Santa Clara (CA); On-site; USD 225,000 - 250,000; Full time

Benefits offered by this job

Health and wellness benefits

Vacation and holidays

401(k) retirement plan

Life and disability insurance

Equity grants

Job summary

Cohesity is seeking a senior leader to scale our Americas sales operations, reporting to the VP of Americas Field Operations. You will partner with Sales leaders and Area/ District leaders to drive strategy, forecasting, and cross-functional execution across finance, legal, pricing, renewals and channels.

The role requires experience in enterprise software, data analytics, and building scalable processes. It is a visible, high-impact position with a strong emphasis on driving results and

Qualifications

• Extensive experience in sales operations leadership within enterprise software.
• Strong forecasting, pipeline management and deal inspection capabilities.
• Proven ability to drive alignment and scaling across the Americas.

Responsibilities

• Develop and implement sales strategies to achieve business objectives and predictability.
• Collaborate with Revenue Operations to standardize and optimize processes.
• Guide Area and District forecasts with accuracy and predictability.
• Analyze Americas operations and recommend performance improvements.
• Steward strategic deals across cross-functional teams including finance and pricing.
• Lead compensation planning, territory optimization, and enablement.
• Direct centralized Revenue Operations resources to meet objectives.

Skills

Sales Operations Leadership

Forecasting & Pipeline

Multi-Channel Enterprise Sales

Data Analytics & SFDC

Strategic Planning

Education

Bachelor's degree in Business or Technology

Tools

Salesforce (SFDC)

Analytics Tools

Job description

Cohesity is a leader in AI-powered data security and management. Aided by an extensive ecosystem of partners, Cohesity makes it easy to secure, protect, manage, and get value from data — across the data center, edge, and cloud. Cohesity helps organizations defend against cybersecurity threats with comprehensive data security and management capabilities, including immutable backup snapshots, AI-based threat detection, monitoring for malicious behavior, and rapid recovery at scale.

We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design.

Join us on our mission to shape the future of our industry.

This role is critical in further scaling our established and expanding Americas business. It is a visible role that reports to the VP of Americas Field Operations and works closely with Sales leaders in our Americas business. You will establish a close partnership with the Area VP and District Sales leaders who run our Western strategic and enterprise account segments.

The focus of the role spans strategy formulation through to tactical execution, and related measurement, analysis, planning and reporting details. You must be able to work cross-functionally to drive efficiency, predictability and performance growth + scale. As a trusted advisor to the sales leaders, you must be capable of acting on their behalf in helping run the business. You are expected to support, implement and often create Americas-wide initiatives designed to advance alignment with, and achievement of, strategy and objectives.

Responsibilities

• Work with Sales Leaders to develop and implement sales strategies designed to achieve overall business objectives and financial targets, including predictability of the business.
• Work with the Global Revenue Operations organization, including peers, to drive business predictability, standardization and optimization, while ensuring the needs of the Area business is met.
• Develop, oversee and guide Area and District sales forecasts with a focus on accuracy and predictability.
• Analyze and assess all aspects of the Americas operations. Proactively provide recommendations on performance and productivity improvement strategies and actions & execute the strategies and actions to do so.
• Steward the most strategic deals through the cross functional (finance, legal, pricing, OM, renewals, Channel, etc) landscape.
• Steward compensation related planning efforts, including territory optimization, quota setting, and enablement.
• Direct efforts for centralized Revenue Operations teams/resources to ensure Americas business objectives are met. Be a voice for the field in doing so.

Qualifications

• Minimum 12 years of experience in the technology industry, with at least 7 of those years working in Sales Operations, Finance or Sales Leadership .
• Previous experience in a Sales Operations leadership role in a high growth, complex selling, enterprise software business.
• Results-oriented with strong decision-making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines and financial targets.
• AI savvy, with ability to leverage and create AI output and business value. Must be able to show how you have the intellectual curiosity to leverage and put AI tools to use to drive business outcomes.
• Ability to provide consultative input to Sales leaders and Revenue Operations leaders regarding performance and productivity; suggest optimal solutions to achieve business objectives.
• Willing to contribute in all areas of the business, including outside the typical scope of Revenue Operations, to support scaling the business.
• Expertise in forecast management, pipeline management, deal inspection, SFDC, analytics, and reporting.
• Extensive experience and knowledge of enterprise sales models, including multi-channel distribution.
• Experience doing data analysis, modeling, and/or financial analysis to support and drive business decisions.
• Passion for delivering high quality deliverables against challenging timelines
• Ability to build relationships with all levels and across all functions of the company.
• Natural self-starter with the ability to identify and influence key business drivers.
• Strong organizational and time management skills along with the ability to work independently (self starter) to achieve results
• You understand what it means, and how, to drive sales effectiveness
• Bachelor's degree required in either a business or technology discipline.

THE OPPORTUNITY

Rarely do opportunities such as this arise. The chance to play a significant role in a pre-IPO company completely disrupting the market, with a TAM that is through the roof, referenceability & size that belies the age of the company, investors & partners of superior stature and a growth rate that confounds market dynamics.

We operate at an intensity that is not for everyone. We expect a lot of each other, andwe support each other relentlessly.

This is a visible role. The successful candidate will be expected to hit the ground running, which means experience in a similar role is essential. Your career has been preparing you for this opportunity and you will know what to do when you get here. Please consider your personal attributes, passions and career aspirations before applying.

Disclosure Pursuant to Applicable State Equal Pay Transparency Laws - This position has a starting pay range as listed below. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary expectations, and therefore a starting salary at the low end, high end, or even above the stated range may be offered.

Pay Range :

$225,000.00-$250,000.00

• full-time employees are eligible to participate in our comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays, refresh days, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
• this position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants.

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Equal Employment Opportunity Employer (EEOE)

Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 1-855-9COHESITY or [e-mail] for assistance.

In-Office Expectations

Cohesity employees who are within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.

We strongly prefer candidates who are currently located in or near the designated job location. Candidates outside the area should apply only if they are committed to relocating prior to their start date and have the legal right to work in the job location.