Senior Director of Sales Operations

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About Prove 

Prove is the modern platform for continuous identity authentication and is used by over 1,000 enterprises and 500 financial institutions including 9 of the top 10 U.S. banks. Prove’s cloud solutions and mobile intelligence -driven APIs can be easily orchestrated to increase Approve Rates to over 90%, enabling companies to authenticate customer identities accurately, effortlessly, and privately, while mitigating fraud. Prove’s solutions are available in 195 countries. For the latest updates from Prove, follow us on LinkedIn. 

As we continue to scale our company, we are looking for people who know how to make an impact. We’re talking self-starting professionals who thrive in a fast-paced environment, process information quickly and make intelligent decisions. The work is challenging and requires not only smarts, but natural curiosity and tenacity. Teamwork is also important to us – we work together and play together.

Prove has big plans; we’re excited and optimistic about the future. If this sounds like a career for you – come check us out.

The Sales and Revenue Operations Director will be a thought partner in all things related to sales strategy and resulting revenue analytics. We are seeking an individual who is highly analytical by nature with an eye for process improvement and exceptional attention to detail. In this role you will partner closely with the Director, FP&A along with Sales, Implementations, Customer Success and Product to deliver analysis that will result in delivering the data required to drive sales performance, forecasting accuracy, revenue predictability and provide recommendations to product development and marketing investments. 

The Sales Operations Director will report to the CRO and will be instrumental in delivering detailed analysis of KPI metrics driving aggressive revenue goals working on complex data analysis with an ability to translate the data into actionable deliverables and results. While 40% of the role will be traditional sales operations work, 60% will focus on advanced analytics, data, and planning. This role is best suited for a candidate with exceptional quantitative skills and a natural bias towards systems and operations.

This role is a great fit for an experienced self-starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g., problem solver) and owner, and will have the opportunity for significant exposure and visibility across the business.

What You Are Accountable For

  • Own planning, analytics, and data management for sales planning including productivity analysis, attainment, quotas, capacity, and staffing.
  • Analysis of sales wins, losses, pipeline by product, sales executive, industry, etc.
  • Analysis of gross margin and sales operating expense by product.
  • Leads the development and administration of appropriate incentive compensation programs. Partners with Finance and the People team to develop and administer plans.
  • Collaborate with Sales, Finance, and other business leaders to identify sales support opportunities and needs and develop strategies to support client retention, revenue, and strategic objectives.
  • Support efforts in coordinating consistent responses to prospect requests for proposals. 
  • Lead a sales support organization which optimizes the process for internal risk approvals, contract management, key account reporting and business review reporting.
  • Evolve and manage an effective Salesforce.com strategy for the sales team
  • Develop comprehensive reporting tools relative to forecasting and actual results of pipeline, lead generation, revenue, account development, and client growth/retention
  • .Collaborate with Finance to perform revenue forecast and commission calculations.
  • Analyze sales data; identify opportunities, concerns, and trends and recommend and support implementation of actions to increase success.
  • Work with Product teams to ensure training of Sales Team on competitive landscape and industry trends.
  • Maintain strong internal relationships and collaborate cross functionally to ensure alignment with all internal partners.
  • Promote, maintain and enhance our cultural values of humility, passion, inclusion and leadership
  • Exhibit a strong passion for learning our products and markets through in-house and external training.

What We Require

  • 5+ Years proven experience of Sales Operations in a software sales organization
  • Must have hands-on experience in business analysis, data analytics, and statistical modeling
  • Prior experience as business partner to sales leadership (VP/CRO level)Must have demonstrable experience with data analytics, statistical modeling, and enterprise SaaS sales.
  • Significant experience working within the Salesforce platform
  • Worked with sales management on territory planning and the development of quotas and commission rates
  • Exceptional communication skills and proven ability to create and manage initiatives across numerous cross-functional stakeholders
  • Strong organizational skills, self-starter, and can quickly identify and resolve inefficiencies across the business
  • High-energy, a positive attitude, and accountability are critical for success in this role
  • Experience in cybersecurity, fintech, or fast-growing startup is required
  • Experience in a high-growth tech startup growing from $50m to $200m in ARR

This position description should not be considered the final description of the position. It should be assumed that we would, to some extent, structure responsibilities in accordance with the successful candidate’s capabilities and changing business conditions.

 

Prove is an equal opportunity employer committed to providing equal employment opportunity for all people regardless of race, color, religion, gender or sexual orientation, age, marital status, national origin, citizenship status, disability, veteran status or other personal characteristics.

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Technology we use

  • Engineering
  • Sales & Marketing
    • C++Languages
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • ScalaLanguages
    • SqlLanguages
    • AsteriskLanguages
    • LuigiLanguages
    • ReactLibraries
    • SpringFrameworks
    • AsteriskFrameworks
    • MySQLDatabases
    • Dynamo DBDatabases
    • SalesforceCRM

Location

Our teams are currently working remotely at the moment for both our Denver and New York locations.

An Insider's view of Prove

What are some social events your company does?

Being on the operational side of an organization that puts employees first is amazing. We have a very collaborative culture which allows for team off-sites, cross functional and team building events globally. My mission is to make our Provers lives easier and more fun, that is what "the Prove Culture" means to me.

Luis

Operations Manager

What's the biggest problem your team is solving?

One larger problem my team and I have been working on is closing the gap in communications with Legal and Revenue. We’re doing this by launching a new contract repository that can integrate with Salesforce and track contracts in negotiation. I anticipate that this will make it easier to stay on the same page, viewing updates in one succinct spot.

Wendy

Paralegal

What are some things you learned at the company?

I've learned how to ask for help, take risks, and lead with confidence. Prove's culture has given me the space to be creative and able to chart my own path.

Ken

Product Marketing Manager

How do you empower your team to be more creative?

I conduct weekly one-on-ones with everyone on my team. I always ask about how we can be more effective as a team/organization. I want them to feel that they have a voice and input in how we can be efficient.

Michele

Vice President of Sales

What’s the vibe like in the office?

While I primarily work remotely, I always feel welcomed and a part of the team as soon as I step into the office. The space is sunny and bright, the atmosphere is relaxed, and colleagues are collaborative. I know if I've made the trip, I'm in for a productive (and fun!) day. The well-stocked kitchen and occasional catered lunch don't hurt either!

Danielle

Customer Success Manager

What are Prove Perks + Benefits

Prove Benefits Overview

Prove is proud to be an organization that keeps people safe and secure not only digitally with our solutions, but also internally with how we support and care for our employees. We offer a wide range of compensation & benefits programs that support Provers and their loved ones.

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Open office floor plan
Quarterly engagement surveys
Hybrid work model
In-person revenue kickoff
President's club
Diversity
Highly diverse management team
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Prove employees can contribute up to $2700 annually to their FSA.
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Discount through Fetch
Wellness programs
Mental health benefits
Financial & Retirement
401(K)
401(K) matching
Prove provides employees with a 401(k) matching plan managed by Principal.
Company equity
Performance bonus
Child Care & Parental Leave Benefits
Childcare benefits
Dependent Care FSA
Generous parental leave
Family medical leave
Fertility benefits
Through insurance
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Paid holidays
Paid sick days
Flexible time off
Bereavement leave benefits
Office Perks
Commuter benefits
Company-sponsored outings
Free daily meals
Grubhub credit when in office
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Fitness stipend
Through Gympass or Wellbeing Reimbursement
Professional Development Benefits
Job training & conferences
Lunch and learns
Promote from within
Mentorship program
Virtual coaching services

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