Director of Sales Operations

Job Description

Hi there.

We are Semrush, a global IT company developing our own product - a platform for digital marketers. New stars are born here, so don't miss your chance.

This is our

Director of Sales Operations role for those who are goal and success-oriented. Tasks in the role Business / Sales Operations

• Provide business insight into the sale of an expanding portfolio of Semrush products in a fast-paced and growing market, segmented by geography and customer segment (Enterprise, Mid-Market, and SMB).
• Facilitate the development and deployment of sales targets and quotas by geo and segment.
• Build short and long-term planning models with assumptions on product-led and sales-led growth motions.
• Provide assessments and analytics in the development of sales territories and deployment of Account Executives.
• Facilitate the development of the go-to-market organizational structure and associated sales hierarchy to maximize sales productivity.
• Coordinate forecasting, planning, budgeting, quoting, and order processing processes used within the sales organization, maintaining high levels of quality, accuracy, and consistency.
• Provide ad hoc sales performance reporting and analysis.
• Facilitate a culture of continuous improvement by identifying and executing opportunities for sales process enhancement and collaborating with cross-functional teams such as finance, marketing, customer support, legal, and the people team.
• Provides sales rep performance data to assist sales management with the management and administration of their teams.
• Works with sales management to quickly understand key differentiators to exploit sales and market opportunities, balancing driving a global framework with tailoring to local tailored needs.
• Assists sales management in understanding and addressing sales deficiencies, process bottlenecks, and performance inconsistencies.

Systems and Tools

• Work very closely in partnership with IT to build and scale a modern technology stack to support sales, including the need to program manage business requirements, user-testing, and quality assurance.
• Implement and leverage sales-enabling platforms/tools. Monitor the sales organization's compliance with the required standards for maintaining CRM data.
• Maintain reporting and business cadence to proactively inspect and manage Semrush sales and go-to-market efforts to meet critical KPIs in terms of bookings, revenue, and opportunity pipeline.
• Leverage to provide pre-sales analytics on deal commitments and pipeline and post-sale reporting of bookings data and performance against plan.

Cross-Functional Leadership

• Liaise with, enable, and influence members of the Sales, Marketing, Services, Finance, and Product teams on a global basis, as well as being a key member of the Senior Management team.
• This role is key to advancing our increased globalization, and to do so, you must understand local nuances, evaluate what can evolve into a globalized structure, and translate needs accordingly across all avenues, successfully driving ongoing change.
• May directly manage a support team of Ops Managers, Analysts, and Sales Operations Coordinators.

Sales Enablement

• Partner with the Sales Enablement team to develop, deliver, and maintain operational training of sales systems and processes for our Sales organization.

Requirements Who we are looking for

• 7+ years' experience in sales, business, or field operations.
• Strong business, financial, and sales acumen.
• Prior experience in a technology company, particularly $200m growing to $500m+
• Working knowledge of Software as a Service or internet-hosted applications, highly available architectures, computer security, and MarTech is a plus.
• Experience interfacing with business and technical teams, an enabler and facilitator with highly effective communication skills, able to manage expectations and influence all levels of the organization, from IT to front-line sales to executive management teams.
• Ability to maintain a high level of productivity in a fast-paced team environment while managing multiple competing priorities.
• Outstanding communication skills.
• Demonstrated experience in driving global frameworks with the ability to balance local nuanced needs, prioritizing pragmatism and commerciality.
• Highly organized and driven by success, achievement, and recognition.
• Entrepreneurial spirit, intellectual curiosity, h2 learning agility, and persuasive confidence.
• High energy level and a "can do" attitude.
• Strong time management and prioritization skills with proficiency with the Microsoft Office Suite.
• Bachelor's Degree in Business, Computer Science, or another related area.

They say there are no perfect candidates, but that might well be you, if

• You have strong knowledge of Salesforce and Tableau applications.
• You share our common values: Trust, because we prefer to speak up and be our true selves; Sense of Ownership, because it's not worth wasting time on something you don't believe in; and enthusiasm for Constant Changes, because we are always looking to make things better

We will try to create all the right conditions for you to work and rest comfortably

• Work format FLEX: This offer stands for the "hybrid" work format: some days, you work from the office, and some . Trust us, it's an efficient way of work. Proven.
• Low-cost medical, dental, and vision plans.
• Dependent Care Savings Accounts and Flexible Spending Accounts.
• Employee Assistance Program.
• 401(k) plan with flexible ways to save and fully vested employer match up to 4%.
• Unlimited PTO.
• Paid parental leave.
• Short-term and Long-term Disability.
• Accidental death and dismemberment (AD&D) insurance, Life Insurance.
• Travel Insurance.
• Corporate Events.
• Snacks, coffee, tea.

Finally, a little more about our company

We've been developing our product for 15 years and have been awarded G2's Top 100 Software Products, Global and US Search Awards 2021, Great Place to Work Certification, Deloitte Technology Fast 500 and many more. In March 2021 Semrush went public and started trading on the NYSE with the SEMR ticker.

10,000,000+ users in America, Europe, Asia, and Australia have already tried Semrush, and over 1,000 people around the world are working on its development. The Semrush team is constantly growing.
Semrush is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based upon race, religion, creed, color, national origin, sex, pregnancy, sexual orientation, gender identity, gender expression, age, ancestry, physical or mental disability, or medical condition including medical characteristics, genetic identity, marital status, military service, or any other classification protected by applicable local, state or federal laws. All employment decisions are based on business needs, job requirements, merit, and individual qualifications.