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Sr. Sales Operations Manager

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their educations and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:


Instructure is looking for a high-performing Senior Sales Operations Manager to join our team.  This role is focused on being in lockstep with the Sales leadership team in executing all aspects of their strategy.  You will be responsible for providing guiding insights and analytics throughout the funnel as well as ensuring that the business initiatives are operationally executed.

To be successful in this role, you must have a strong understanding of both the objectives and optimization of the Sales & Marketing funnel.  You must possess the skills that allow you to take a leadership role for the business and drive solid execution of all revenue initiatives.



Responsibilities:
  • Partner with sales leaders to design go-to-market strategy, allocate resources, assign performance targets and more
  • Develop an effective plan to achieve Sales targets at all levels of sales leadership. Track key metrics such as pipeline, ACV, contract and product based analytic, top account and product performance
  • Uncover additional potential to sell and increase added ACV opportunities : White space analysis, Propensity to buy, Sales coverage by region Segment, territory strategy, etc.
  • Create executive presentations for Instructure C-level audience, including board and QBR meetingsManage and coordinate weekly sales forecastLead ICP strategies and propensity to buy analysisPerform ad hoc analysis across multiple data sets, including Salesforce, Marketing, product databases, & more.
  • Benchmark and measure marketing and sales activity performance across the entire customer experience identifying areas for improvement.  Continuously monitor revenue metrics and have a good understanding of KPIs and how they can be impacted.
  • Partner with Sales, Marketing & Customer Success leadership and their teams to optimize territory segmentation and coverage.
  • Assists the business in understanding how marketing and sales spend and outcomes accurately drive impact and return on investment via accurate reporting & forecasting.
  • Provide business representation for risk, compliance, legal and work closely with the sales team, marketing team and other departments to ensure projects are completed on time and on budget.


Requirements:
  • 3+ years of work experience with SaaS sales strategy & operations backgroundStrategic, quantitative and operational mindset Expert presentation skills with ability to build compelling presentations. Advanced excel skills
  • Strong executive presence, exceptional problem solving skills, demonstrated ability to structure complex problems, develop solutions, and craft high quality executive presentations
  • Creativity in developing actionable recommendations for presentation to senior management
  • Be able to work independently and as part of a team in a fast pace, rapid change environment
  • Ability to succeed in a collaborative, startup fast paced environmentBachelor’s Degree required, Master’s degree preferred
  • Ability to understand data to extrapolate patterns to enhance revenue insights
  • Ability to manage through and resolve challenging situations in a matrix organization
  • Excellent written, verbal communication and interpersonal skills; credibility with peers and executive-level interactions
  • History of working in a complex environment with multiple sources of customer data to integrate systems and empower sales, marketing and customer success with useful information
  • Supported execution of projects and programs by creating visibility (project plans), progress (trackers/status-updates), and recommendations on best path forward
  • Knowledge of Marketing Attribution methodology
  • Experience with Marketo & Salesforce Saas experience


Get in on all the awesome at Instructure:
  • 401k with company match
  • HSA program, vision, voluntary life, and AD&D 
  • Tuition reimbursement
  • Lifestyle Spending Account
  • Paid time off, 11 paid holidays, and flexible work schedules 
  • Motivosity - employee recognition program


$115,000 - $125,000 a year

We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.


At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer.


All Instructure employees are required to successfully pass a background check upon being hired.

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Average salary estimate

$120000 / YEARLY (est.)
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$115000K
$125000K

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What You Should Know About Sr. Sales Operations Manager, Instructure

At Instructure, we're on a mission to empower individuals in their personal and professional journeys, and we're searching for a dynamic Senior Sales Operations Manager to join our friendly team. If you're passionate about sales strategies and thrive in a collaborative environment, this might just be the perfect role for you! As our Senior Sales Operations Manager, you'll work closely with the Sales leadership team to align our operational goals with our ambitious sales initiatives. Your key responsibilities will include developing effective strategies to meet sales targets, analyzing key metrics, and uncovering growth opportunities through innovative analysis. You'll also create engaging executive presentations for our C-level audience and manage weekly sales forecasts, all while helping to optimize the customer experience across the board. We're looking for someone with at least 3 years of experience in SaaS sales strategy and operations, and who possesses strong analytical skills. Your ability to turn complex data into actionable insights will be crucial in guiding our teams toward success. If you're an independent thinker with exceptional communication skills and a knack for problem-solving, then we're excited to see what you can bring to the table at Instructure. Join us in creating impactful educational solutions, all while enjoying benefits like competitive pay, flexible work schedules, and a culture that values diversity and recognition. Your journey starts here!

Frequently Asked Questions (FAQs) for Sr. Sales Operations Manager Role at Instructure
What are the responsibilities of a Sr. Sales Operations Manager at Instructure?

As a Senior Sales Operations Manager at Instructure, your primary responsibilities will revolve around partnering with the Sales leadership team to develop and execute effective sales strategies. This includes analyzing key metrics, tracking sales performance, generating executive presentations, managing sales forecasts, and optimizing territory segmentation. You'll also be instrumental in uncovering new sales opportunities and ensuring seamless communication between Sales, Marketing, and Customer Success teams.

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What qualifications do you need for the Sr. Sales Operations Manager role at Instructure?

To qualify for the Sr. Sales Operations Manager position at Instructure, candidates should have a minimum of 3 years of experience in SaaS sales strategy and operations. A Bachelor's Degree is required, and a Master's degree is preferred. Ideal candidates will also have strong analytical and presentation skills, along with the ability to thrive in fast-paced environments. Familiarity with Salesforce and marketing attribution methodologies is also beneficial.

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How does the Sr. Sales Operations Manager contribute to decision-making at Instructure?

The Sr. Sales Operations Manager plays a pivotal role in decision-making at Instructure by providing data-driven insights and analyses that guide the Sales leadership team. By understanding sales and marketing metrics, this position enables the organization to make informed decisions regarding sales forecasting, resource allocation, and strategic initiatives that drive business growth.

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What tools and technologies does Instructure use for the Sr. Sales Operations Manager position?

Instructure leverages multiple tools and technologies to support the Sr. Sales Operations Manager, including Salesforce for customer relationship management, Marketo for marketing automation, and advanced Excel skills to analyze data. Familiarity with these tools is essential for the position, ensuring efficient reporting, forecasting, and decision-making processes.

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What are the career growth opportunities for a Sr. Sales Operations Manager at Instructure?

At Instructure, the Sr. Sales Operations Manager role offers numerous career growth opportunities. Successful performance in this position can lead to advancement into senior management roles or specialized areas such as sales strategy or business development. Additionally, working in a collaborative and dynamic environment encourages professional development through continuous learning and engagement in key company initiatives.

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Common Interview Questions for Sr. Sales Operations Manager
Can you explain your experience with sales strategy in a SaaS environment?

Certainly! My experience with sales strategy in a SaaS environment has involved developing comprehensive go-to-market strategies, working closely with sales leadership to define performance metrics and assess market opportunities. I focus on data analysis to drive decision-making, optimizing sales strategies based on key trends and customer insights.

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How do you prioritize tasks and manage multiple projects in the Sr. Sales Operations Manager role?

In managing multiple projects, I prioritize tasks based on impact and urgency. I rely on project planning tools to track progress, set clear timelines, and communicate effectively with team members. This ensures that I can address any challenges that arise while keeping our sales initiatives on track.

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What analytical tools are you experienced with, and how do you use them?

I have experience using Salesforce for CRM analytics and Excel for advanced data manipulation and forecasting. I also utilize visualization tools to present findings clearly to the executive team. These tools help me extract actionable insights from data, which inform our sales strategies and performance assessments.

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Describe a time when you identified a new revenue opportunity. How did you go about it?

In a previous role, I conducted a white space analysis which revealed potential cross-selling opportunities within our existing customer base. I presented my findings to the sales leadership team, and we subsequently developed targeted campaigns, resulting in a significant increase in added Annual Contract Value (ACV) from those accounts.

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What techniques do you use to create compelling executive presentations?

To create compelling executive presentations, I focus on clarity and relevance. I structure my content around key insights, utilizing visuals to convey data effectively. I also ensure that I align my messaging with the audience's strategic priorities, emphasizing actionable recommendations based on thorough analysis.

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How do you stay updated with industry trends that may affect sales operations?

I regularly engage with industry publications, attend webinars, and participate in professional networks. Staying connected with other sales operations professionals also encourages the exchange of ideas and insights, allowing me to adapt our strategies to leverage emerging industry trends effectively.

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How do you handle underperforming sales metrics and develop corrective strategies?

When facing underperforming sales metrics, I conduct a root cause analysis to identify factors affecting performance. I collaborate with the sales team to gather insights and propose corrective measures, including targeted training, resource adjustments, or re-evaluating sales strategies to address specific challenges.

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What is your experience with forecasting sales and revenue?

My experience with forecasting sales and revenue involves analyzing historical data, market conditions, and pipeline dynamics. I use forecasting models to estimate future performance accurately, ensuring that our sales projections align with strategic business goals and resource allocation.

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Can you describe your experience with marketing attribution methodologies?

I have utilized marketing attribution methodologies to assess the effectiveness of various marketing campaigns on sales outcomes. By analyzing data from multiple sources, I have contributed to optimizing marketing spend and improving return on investment, ensuring alignment between marketing and sales efforts.

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How do you ensure effective collaboration between sales and marketing teams?

To foster effective collaboration between sales and marketing, I focus on transparent communication and shared goals. Establishing regular sync meetings and collaborative projects helps align our strategies and ensures that both teams are informed about market conditions and customer feedback.

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Our mission is to inspire everyone to learn together. We work toward this goal by focusing on openness, relationships, equality, ownership, and simplicity. These values apply across the board: to our software and services; our coworkers, customers...

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BENEFITS & PERKS
Health Savings Account (HSA)
Dental Insurance
Vision Insurance
Disability Insurance
Flexible Spending Account (FSA)
Family Medical Leave
Paid Holidays
FUNDING
SENIORITY LEVEL REQUIREMENT
TEAM SIZE
EMPLOYMENT TYPE
Full-time, remote
DATE POSTED
December 18, 2024

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