• 
  • IT Management
  • Professional Services
• 
  • Cloud Strategy
  • SaaS Implementation
  • Cloud Application
    Development
  • Cloud Management
• 
  • Professional Services Cloud
  • Cloud Connectors
• 
  • Overview
  • In the News
  • Videos
  • Quotes
  • Support Login
• 
  • Overview
  • Cloud Ecosystem Map
• 
  • CIO Blog
  • Product Blog
  • Tech Blog
  • PS Cloud Blog
• 
  • Philosophy
  • Leadership
  • Careers
  • Press Releases
  • In the News
  • Events
  • Awards
  • Resource Center
  • Contact Us
  • Customer Support

Director, Sales Operations

About Us

Appirio delivers products and professional services that help medium and large enterprises accelerate their adoption of on-demand solutions. Founded in October of 2006, we are the fastest growing Salesforce.com & Google Enterprise partner, have secured a strategic investment from Salesforce.com and Sequoia Capital and have recently been awarded a grant from Google as part of their Gadget Ventures program.

A Services 2.0 pioneer, Appirio has a proven track record of designing and implementing complex and mission-critical systems using Software-as-a-Service (SaaS) solutions. Since our founding we have secured over 50 enterprise customers including Qualcomm, Dolby, Starbucks, VM Ware, Honeywell, Applied Bio, Genentech, Deutsche Bank and many more. We also have over 1,000 customers using our 'cloud' products that integrate and/or leverage technologies from Google, Salesforce.com, Amazon.com and Adobe.

Candidate Profile

As the Director of Sales Operations you will play a key role in driving the implementation and execution of the company initiatives that impact critical success factors in the Sales Operations and Finance departments. Additionally, this position will lead and oversee the development of sales operations initiatives, processes and business intelligence strategies and will ensure efficient and comprehensive use of Salesforce.com as our SFA tool.

Duties

• Functions as the liaison between the Sales, Services and the Company’s Corporate Departments i.e., Finance, Accounting, Legal, Line of Business.
• Serves as the primary communication point of contact in conveying financial objectives, strategies, programs and promotions for the Sales department.
• Manages all sales processes, contract reviews, contract activation, commissions and approval requirements
• Supports the SVP of Sales in weekly forecast meetings and business review sessions with executive management team.
• Provides outlook and analysis on future quarter, trends in the pipeline, and performance of the sales team against commitment and sales coverage.
• Assesses forecasting accuracy and provides recommendations for improvement.
• Assists sales and finance with proposals that will maximize booking values and revenue recognition.
• Partners with Human Resources on the administration of the sales team compensation plans and the systems that support the payment and administration of those plans.
• Primary contact for sales to review expenses versus budget
• Participates in the fiscal year planning process including the annual Sales Dept operating budgets, sales forecasts (Plan), capital expenditures and the division headcount.
• Analyzes sales force and channel metrics such as cost of sales and productivity
• Reviews pricing and margin performance on sold deals.
• Makes recommendations regarding pricing or margin changes.
• Participates with field marketing in the planning of leadership team meeting, state of the business sessions and annual or quarterly sales kick off meetings.
• Assists in sales on-boarding and ongoing training
• Works with Field Marketing to manage the utilization, metrics, development and training for sales system tracking (i.e. SFDC)
• Assists the SVP of Sales and CFO with the preparation of special reports and/or projects as requested
• Manages the Salesforce.com system
• Reporting to CFO

Education and Experience

• Bachelor’s degree in related field from a four-year college or university with ten or more years related experience; or Equivalent combination of education and experience.
• Experience in the Software industry is required with experience in people/team management, sales operations management, budget management and data analysis.
• Must have excellent communication (written and oral), organizational, interpersonal and management skills.
• Must be comfortable and able to interact with all levels of management up to, and including the CEO.
• Must be an assertive, decisive, detail-oriented, deadline-oriented and analytical self-starter with the ability to work under pressure, prioritize assignments, take initiative and follow through with minimal supervision.
• Experience Salesforce.com or other CRM software is required.
• Strong analytical skills with proficiency for analysis and modeling, creative thinking.
• Experienced in analyzing monthly financial results and performing in-depth financial analysis.
• Experienced in working with management to set and achieve goals and assist in development and input of assumptions for forecasts and budgets.
• Experienced in developing and presenting performance reports to executive management enabling them to leverage and maximize financial results.
• Able to integrate understanding of Company products and services, the competitive landscape, and operations into day-to-day decision making.

Salary and Benefits

• Comprehensive health plan through BlueShield, MetLife and VSP including medical, dental, and vision coverage (full-time employees only)
• Short-term and Long-term Disability Plans
• Life Insurance
• Flexible Spending Plans (Medical and Dependent Care)
• 401k
• Employee Assistance Program
• Salary and bonus structures based on experience
• Position will be based in San Mateo, CA

Next Steps

• Submit your resume and cover letter to Appirio at careers@appirio.com
• Successful candidates will be interviewed via telephone, then in person