The Sales Operations Manager will play a critical role in supporting the sales organization by building processes that facilitate all activities that support sales revenue generation.   They will own the process, tools, and sales support systems that will help increase productivity and accelerate deal cycles.  

The right candidate is someone who is passionate, detail-oriented, resourceful, and data-driven in their decision making.  This is an excellent opportunity to work cross-functionally with sales, engineering, enablement, operations, finance, accounting, and marketing teams.  Come join us and grow your career!   

Responsibilities:

Deal Support:

• Lead deal support activities to help accelerate sale cycle times.
• Partner with Go To Market teams to define and improve lead-to-bookings processes.
• Work with Go To Market teams to create scalable top of funnel strategies and execution plans.
• Manage and adhere to bookings policies including review for compliance, and completeness of required data.
• Maintain accuracy and completeness of customer, order, entitlement, and licensing data.  
• Oversee AWS marketplace offers process, work with technical teams to accurately track Cloud subscription revenue.
• Manage quarter-end activities including but not limited to schedule, product availability, and approval escalations.  
• Define and maintain global sales rules of engagement documentation.

Pricing Administration 

• Maintain pricelists and channel partner pricing distribution.
• Standardize SKU creation processes and determine minimum system requirements.
• Collaborate with cross-functional teams to roll-out new pricing, SKUs, while updating price books and quoting tools.  
• Define SKU lifecycle management process and tracking requirements.
• Use data and analytics to gain meaningful insights and enable more effective decision making specific to product/service performance tracking.  

CRM Utilization

• Support and educate the field sales team with best practices for quoting, opportunity management, bookings requirements, and overall Salesforce utilization.  
• Work closely with technical teams to define AWS marketplace offer management requirements.  
• Lead projects and initiatives focused on improving productivity and simplifying processes throughout the sales organization.
• Understand key business drivers and strategic initiatives to ensure proper deployment of CRM and sales productivity tools to drive sales efficiency.
• Identify and implement tools and systems such as CPQ or commission software to support objectives with increased effectiveness, quality, and speed.

Qualifications:

• 5+ years of relevant work experience in sales operations or equivalent fields.
• The successful candidate must be a 'doer,' e.g., someone who can capture strategy from executives, but also gather, analyze, and translate the needed data into an actionable and tactical plan.
• Excellent analytical skills including advanced Excel and business intelligence skills.
• Experience in customer targeting and research.
• In-depth knowledge of the Salesforce.com system, application data model, and data management best practices.  Experience working with Salesforce administrators and developers.
• A strong bias towards data-driven decision making and management.
• Ability to think strategically and analytically, as well as grasp new concepts quickly, so as to find creative solutions to complex problems.
• Ability to engender cross-functional buy-in, build executive relationships and work within and across various teams and levels.
• Demonstrated success working in a rapid-scale, fast-paced work environment.
• Highly energetic, motivated, and looking to make an immediate impact in a high-growth industry and innovative company.

ABOUT EXTRAHOP

ExtraHop is an enterprise cyber analytics and performance monitoring company helping the world’s leading organizations understand and secure their entire environment from the core to the edge to the cloud. Our breakthrough approach to analytics and machine learning helps our customers investigate threats, ensure the delivery of critical applications, and secure their investment in the cloud, resulting in 95% faster threat detection and reducing unplanned downtime by 86% while providing the best possible customer experience.

ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. We’ve been named to Wealthfront’s Career-Launching Companies list for the last four years, and JMP Securities put ExtraHop on its 2019 Elite 80 List as one of the most strategically positioned private companies in the cybersecurity industry. Credit Suisse recognized ExtraHop as a member of its inaugural Disruptive Technology Recognition Program, and SC Media named ExtraHop a 2019 Industry Innovator for enterprise network traffic analysis.

With well over $150 million in bookings in 2019 and 40% year-over-year growth for the last two consecutive years, the opportunity with ExtraHop has never been greater. Are you ready to rise above the noise?

ExtraHop is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, or national origin, or any other characteristic protected under federal, state, or applicable local law.  #LI-BKW