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SalaryAbout Coalfire
Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Denver, Colorado with offices across the U.S. and U.K., and we support clients around the world.
But that’s not who we are – that’s just what we do.
We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.
And we’re growing fast.
We’re looking for a Senior Sales Operation Manager to support our Sales team.
This can be a remote position (must be located in the United States), but there is a strong preference for this person to be residing in Northern California or Colorado.
Position Summary
As the Senior Sales Operations Manager, you will be a key leader and partner for the Sales Leadership team of Coalfire; responsible for driving productivity and effectiveness of revenue processes. Reporting to the VP of Sales Operations, this position will partner closely with the CRO and other executive leaders to act as a thought leader in GTM strategy and develop core processes and reporting around forecasting, performance analysis, compensation, sales capacity and program management.
What You'll Do
- Forecasting, Analytics and Reporting
- Lead the development of standardized operating reporting metrics and analysis on lead generation, conversion, and pipeline trends.
- Partner with Sales Leadership to define and align sales goals (quota), market positions and bookings and revenue targets. Build and measure sales metrics to drive sales performance and revenue growth.
- Develop sales strategy and lead sales planning process including territory mapping, quota setting and sales investments.
- Customer Trend Analysis & Segmentation Strategy – analyze historical customer data to identify trends in customer preferences, buying patterns and market trends.
- Complete a segmentation analysis to categorize customers based on regions, industry, and other relevant factors to drive strategic decisions, develop targeted sales strategies and optimize sales efficiency and marketing ROI performance.
- Bookings to Revenue Analysis – analyze bookings data and reconcile bookings to revenue recognition to ensure efficiency and accuracy. Identify trends and areas for improvement in bookings to revenue conversion. Collaborate with finance team to develop accurate revenue forecasts based on bookings data, historical performance and contract terms that influence revenue recognition.
Sales Strategy and Business Planning
- Drive regional and business segment sales planning process and modeling with quarterly and annual updates.
- Build and maintain sales coverage and capacity models to drive commission planning and quota target setting.
- Support sales program development and implementation – contribute to the development and execution of strategic sales programs including defining KPIs for sales programs, monitor & manage program related expenses, evaluation of program effectiveness.
Quota and Sales Compensation
- Lead and partner with sales leadership and finance to ensure fair, timely, and documented quota setting and sales compensation plans.
- Monitor and measure sales productivity, attainment and data accuracy for individual and team performance.
- Quota allocation - distribute quota across sales teams and regions based on market potential, historical performance, and resource availability.
- Provide sales support and training around compensation structure and execution plans.
- Monitor and adjust sales plans based on changing market conditions, business priorities and performance metrics.
What You'll Bring
- 8+ years in a strategy and Sales Operations role with proven experience in sales planning and insights; experience in a SaaS or professional services company is a plus (3+ in senior leader/manager roles)
- 5+ years in data analytics and sales forecast modeling with experience in working with large data sets, data warehouse, and visualization solutions.
- Advanced Microsoft Excel skills, including integration of data from multiple sources, analysis of large data sets, and development of reporting & models for business users.
- Proficiency with data reporting and GTM tools including Tableau, Snowflake, Salesforce, and Google Suite. Clari, CaptivateIQ and/or SPIFF is a plus.
- Strong customer service orientation – ability to identify and deliver analysis to support internal customer needs.
- Experience with optimizing and creating Salesforce reports and dashboards.
- Bachelor’s degree (four-year college or university) in Business Administration, Finance, Mathematics or Data Science required.
- Masters in Business Administration preferred.
Why You'll Want to Join Us
At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office.
Regardless of location, you’ll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You’ll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.
At Coalfire, equal opportunity and pay equity is integral to the way we do business. A reasonable estimate of the compensation range for this role is $94,000 to $163,000 based on national salary averages. The actual salary offer to the successful candidate will be based on job-related education, geographic location, training, licensure and certifications and other factors. You may also be eligible to participate in annual incentive, commission, and/or recognition programs. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
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