Sales Operations Analyst

| Seattle
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Company Description

Paying the right way, getting paid what you’re worth — it’s complicated, and it matters. Compensation used to be a dark art. Not anymore. PayScale helps employers and their employees understand the right pay for every position and effectively communicate about compensation.

PayScale pioneered the use of big data and unique matching algorithms to power the world’s most advanced compensation platform and continues to be the compensation market leader, featured in G2 Crowd's 100 Best Software Companies for 2018, based on user reviews.

We foster a working environment that generates new ideas, promotes ownership and experimentation and encourages highly motivated individuals to be truly creative. Are you forward-thinking, tenacious, and inventive? If so, PayScale may be the perfect place for you to grow your career!

Job Description

What We Do: Client Success Operations is at the heart of driving results for our 8000+ clients. We use data and technology to exceed client and company goals and support critical business functions. We focus on driving client success, impacting revenue, and building scalable business processes through automation, optimization of engagement models and tools, business intelligence reporting, and CS enablement.

What You Do: We are seeking a Sales Operations Analyst to join our Client Success organization in an influential, multi-functional role with a high level of autonomy focused on growing renewals and retention through data informed strategies and tactics. This function plays a key role in the design, development and deployment of models, programs, tools, collateral and processes for the org's revenue-driving teams.

Success metrics for the role include increased sales velocity, higher close percentages and productivity, larger deals through upsell, and higher customer engagement effectiveness.

Day-in-the-Life: As a Sales Operations Analyst, a typical day may include the following…

  • Develop and implement customer-focused strategies that drive increased renewal and retention rates and effectively structure and optimize territories and customer segmentation
  • Leverage data analyses and process optimization to drive renewal and expansion opportunities
  • Identify, package, and position collateral & sales methodology that provides clear and actionable steps for executing insight-based sales
  • Lead efforts for compensation planning, goal creation, and incentive strategies
  • Support Executive level and Board reporting for CS revenue
  • Build adaptable, flexible, and efficient selling processes with supporting success metrics that demonstrate quality and progress
  • Identify and utilize competitive intelligence, pricing, benchmarking, and market analysis
  • Collaborate with Marketing and Sales on developing customer insights, messaging, and collateral. Develop and enable shared business objectives and targets
  • Manage the renewal and retention pipeline and forecast


First Year in Role:

  • Month 3: You will have developed a solid understanding of our business, its growth drivers and challenges and have some workable ideas and desire to start making changes
  • Month 6: You will be working extensively across the business on multiple projects, some of which you will be leading, to build scale, improve processes, and impact renewal and retention rates
  • Month 12: You will design and lead key Client Success projects and play a meaningful role in creating the strategy for Operations and Client Success overall

Qualifications

Experience:

  • Sales and/or Sales Operations experience
  • 3-5 years of professional experience

Skills:

  • Strong analysis and modeling skills that drive measurable actions
  • Experience creating or utilizing sales programs and collateral to deliver meaningful increases to revenue through upsell and renewal functions.
  • Strong Communication
  • Direct experience managing SaaS post-sales recurring revenue.
  • Strong problem-solving skills and ability to improve processes and actively drive opportunities to resolution without supervision
  • Project coordination and change management skills with a consistent track record of leading numerous (and simultaneous) projects to successful completion
  • The ability to navigate ambiguity and prioritize effectively under pressure
  • Comfortable in a dynamic structure with a strong desire to grow along with the company

Tools:

  • Familiarity with Salesforce or Gainsight software

Additional Information

Meet Your Manager: This role reports to Jason Parrish, Director Customer Success Operations. After spending 15 years in consulting and a few more in industry, Jason came to PayScale for the opportunity to make an impact in a fast-paced SaaS business. He is motivated by solving complex problems and creating a team environment where people are empowered to take ownership of challenges and deliver results.

Hiring Process: “Change is the only constant in life (and PayScale)” – Heraclitus (okay, so we paraphrased a bit). The hiring process outlined below is a rough overview, and is subject to change based on business priority, interviewer availability, etc.

  1. Recruiter Screen
  2. Hiring Manager Phone Interview
  3. Onsite interview with the team
  4. Hiring decision

Benefits & Perks – The Highlights:

  • Unlimited Paid Time Off policy
  • 10 paid holidays AND Summer office closure the entire week of July 4th
  • Amazing Medical/Vision/Dental/Prescription coverage: 100% company-paid premiums for employees; 50% for eligible partners and dependents
  • Flexible Spending Account (FSA) options for pre-tax employee allocations towards: Medical, Dependent Care, Parking, and Transit
  • Long Term Disability, Short Term Disability, and Company-paid Life Insurance
  • Competitive Maternity and Paternity Leave, and onsite Mother’s Room
  • 401k which vests immediately, complete with company match
  • Onsite bike storage, lockers, showers, and clothes dryer
  • Ergo friendly chairs and sitting-standing desks
  • Company-hosted happy hours every Friday afternoon
  • Fido Fridays (our canine colleagues join us the first Friday of every month. WOOF!)

Equal Opportunity Employer: PayScale provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. PayScale complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.

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Location

PayScale's headquarters are located in the heart of the action in Seattle's historic Pioneer Square neighborhood.

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