Ontic
Sales Operations Director
Ontic, Austin, Texas, us, 78716
Who We AreOntic makes software that corporate and government security professionals use to proactively manage threats, mitigate risks, and make businesses stronger. Built by security and software professionals, the Ontic Platform connects and unifies critical data, business processes, and collaborators in one place, consolidating security intelligence and operations. We call this Connected Intelligence. Ontic serves corporate security teams across key functions, including intelligence, investigations, GSOC, executive protection, and security operations.As Ontic employees, we put our mission first and value the trust bestowed upon us by our clients to help keep their people safe. We approach our clients and each other with empathy while focusing on the execution of our strategy. And we have fun doing it.Who You AreOntic is looking for a Sales Operations Director to serve as the primary strategic business partner to our Sales Leadership team, with responsibility for building an operations infrastructure that helps to drive New Logo acquisition and Expansion across our business. Reporting to a team led by our VP of RevOps, you will work directly with our C-Suite & Executive Leadership Team, helping to drive go-to-market strategy and ensure key objectives and priorities are met across the company. This individual will be responsible for critical components of the GTM motion including but not limited to, sales planning, sales processes & infrastructure, sales reporting, analysis & intelligence, and sales productivity analysis. This is an individual contributor role with the ability to scale and build the function as the company grows.
Responsibilities
Partner with sales management to drive effective implementation of our new logo and expansion motions, including maintaining regular check-ins with Sales Leadership and Reps to understand how opportunities are tracking against plan; providing insights on trends and areas for improvement; and enabling strategic directives.Establish and evolve key business processes like territory management, sales engagement processes, QBRs, forecasting, compensation & quota allocation to ensure the most effective and efficient execution in the organization.Manage KPIs to assess Sales performance and the company performance more broadly as part of a strategic RevOps team responsible for driving accountability to outcomes and cross-functional alignment.Track and analyze key metrics including pipeline growth, win/loss rates, forecast accuracy, quota attainment.Monitor and analyze business performance trends on a consistent cadence.Provide meaningful, actionable insights, advice, and recommendations on historic and future performance to leadership.Drive core components of our operating rhythm, including the Sales section of our weekly ELT data pack, quarterly company Ops Reviews, and board reporting.Implement and maintain business processes to increase data integrity and accuracy.Ensure consistent definitions, calculations and use of critical business metrics company-wide.Administrate third-party sales enablement tools (Clari, LinkedIn Sales Navigator, ZoomInfo, Wingman) and ensure accurate use via ongoing sales training.Drive weekly forecasting – implement best practices to ensure predictability and accuracy – to deeply understand the status of current opportunities and path to the current quarter’s targets, as well as the health and generation of pipeline multiple quarters out (working closely with our Marketing Operations lead, also part of our RevOps Team).Partner with other cross-functional organizations under the CRO umbrella, PreSales/Partnerships/etc, to drive effective implementation of their strategic initiatives.Drive cross-functional alignment with key partnered organizations like Marketing, SDRs and Success to enable successful end-to-end execution of key Sales initiatives.Build peer support and strong inter-company relationships with other key management and partner with them on various projects and initiatives.Preferred Qualification
5-7 plus years experience in Sales Operations.Mature understanding of sales strategies, experience translating them into system and process requirements, and history of delivering business impact.Salesforce.com subject matter expert with fluency in creating reports, improving processes, training new hires, and managing dashboards.Proven experience managing and administering sales/technology platforms including Excel. Current tech stack includes Salesforce.com, Outreach.io, Clari, Domo, LinkedIn Sales Navigator, Wingman, ZoomInfo, Demandbase, Marketo, Drift, Cloudingo.Strong written and verbal communication skills, and experience as a strategic business partner.Bachelor's degree or equivalent work experience.
$160,000 - $180,000 a year
Our salary ranges are based on paying competitively for our size and industry and are one part of a total compensation package that also includes benefits and other perks at Ontic. This role also includes a bonus plan and a company equity grant.Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Ontic we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role, we encourage you to apply anyways. You may be just the right candidate for this or other roles.Ontic Benefits & PerksCompetitive SalaryMedical, Vision & Dental Benefits401kStock OptionsHSA ContributionLearning StipendFlexible PTO PolicyQuarterly company ME (mental escape) daysGenerous Parental Leave policyHome Office StipendMobile Phone ReimbursementHome Internet Reimbursement for Remote EmployeesAnniversary & Milestone CelebrationsOntic is an equal-opportunity employer. We are committed to a work environment that celebrates diversity. We do not discriminate against any individual based on race, color, sex, national origin, age, religion, marital status, sexual orientation, gender identity, gender expression, military or veteran status, disability, or any factors protected by applicable law.All Ontic employees are expected to understand and adhere to all Ontic Security and Privacy related policies in order to protect Ontic data and our clients data.
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Responsibilities
Partner with sales management to drive effective implementation of our new logo and expansion motions, including maintaining regular check-ins with Sales Leadership and Reps to understand how opportunities are tracking against plan; providing insights on trends and areas for improvement; and enabling strategic directives.Establish and evolve key business processes like territory management, sales engagement processes, QBRs, forecasting, compensation & quota allocation to ensure the most effective and efficient execution in the organization.Manage KPIs to assess Sales performance and the company performance more broadly as part of a strategic RevOps team responsible for driving accountability to outcomes and cross-functional alignment.Track and analyze key metrics including pipeline growth, win/loss rates, forecast accuracy, quota attainment.Monitor and analyze business performance trends on a consistent cadence.Provide meaningful, actionable insights, advice, and recommendations on historic and future performance to leadership.Drive core components of our operating rhythm, including the Sales section of our weekly ELT data pack, quarterly company Ops Reviews, and board reporting.Implement and maintain business processes to increase data integrity and accuracy.Ensure consistent definitions, calculations and use of critical business metrics company-wide.Administrate third-party sales enablement tools (Clari, LinkedIn Sales Navigator, ZoomInfo, Wingman) and ensure accurate use via ongoing sales training.Drive weekly forecasting – implement best practices to ensure predictability and accuracy – to deeply understand the status of current opportunities and path to the current quarter’s targets, as well as the health and generation of pipeline multiple quarters out (working closely with our Marketing Operations lead, also part of our RevOps Team).Partner with other cross-functional organizations under the CRO umbrella, PreSales/Partnerships/etc, to drive effective implementation of their strategic initiatives.Drive cross-functional alignment with key partnered organizations like Marketing, SDRs and Success to enable successful end-to-end execution of key Sales initiatives.Build peer support and strong inter-company relationships with other key management and partner with them on various projects and initiatives.Preferred Qualification
5-7 plus years experience in Sales Operations.Mature understanding of sales strategies, experience translating them into system and process requirements, and history of delivering business impact.Salesforce.com subject matter expert with fluency in creating reports, improving processes, training new hires, and managing dashboards.Proven experience managing and administering sales/technology platforms including Excel. Current tech stack includes Salesforce.com, Outreach.io, Clari, Domo, LinkedIn Sales Navigator, Wingman, ZoomInfo, Demandbase, Marketo, Drift, Cloudingo.Strong written and verbal communication skills, and experience as a strategic business partner.Bachelor's degree or equivalent work experience.
$160,000 - $180,000 a year
Our salary ranges are based on paying competitively for our size and industry and are one part of a total compensation package that also includes benefits and other perks at Ontic. This role also includes a bonus plan and a company equity grant.Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Ontic we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role, we encourage you to apply anyways. You may be just the right candidate for this or other roles.Ontic Benefits & PerksCompetitive SalaryMedical, Vision & Dental Benefits401kStock OptionsHSA ContributionLearning StipendFlexible PTO PolicyQuarterly company ME (mental escape) daysGenerous Parental Leave policyHome Office StipendMobile Phone ReimbursementHome Internet Reimbursement for Remote EmployeesAnniversary & Milestone CelebrationsOntic is an equal-opportunity employer. We are committed to a work environment that celebrates diversity. We do not discriminate against any individual based on race, color, sex, national origin, age, religion, marital status, sexual orientation, gender identity, gender expression, military or veteran status, disability, or any factors protected by applicable law.All Ontic employees are expected to understand and adhere to all Ontic Security and Privacy related policies in order to protect Ontic data and our clients data.
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