Senior Manager, GTM Sales Operations

Duck Creek Technologies

92d • $111,700 - $180,100

About The Position

As a Senior Go-To-Market (GTM) Operations manager you will be a key business partner to the GTM Organization, particularly Software Sales. You will be a thought leader, collaborating with Sales leadership to design best-practice reporting on Duck Creek’s pipeline, analyze sales data to uncover actionable insight, and build and roll-out processes that facilitate achievement of the Duck Creek GTM Organization’s targets. You will drive transformation initiatives designed to align the GTM Organization around common objectives and implement change management strategies to facilitate adoption of best practices. Designs, implements, and manages sales forecast and pipeline reporting and operational rhythm. Build and run reports and dashboards in Salesforce.com and Excel to visualize sales pipeline and forecast data. Extract Salesforce.com data into Excel and other analytics tools to perform analysis on Sales pipeline to uncover gaps and opportunities the Sales organization can address to assist in achieving bookings targets. Define and measure performance against forecast and pipeline KPI’s. Design and run regional review cadences for sales pipeline to drive forecast accuracy, data hygiene, and forward-looking planning. Assists in the management and administration of sales compensation plans, territory planning, and quota assignment. Analyze Sales Rep achievement and quota retirement to forecast commission spending and understand if Duck Creek’s Sales Commission Plan is incentivizing desired sales behaviors. Design and propose adjustments to Commission Plan and Special Incentive programs to drive Sales achievement of annual bookings targets. Analyze Account and Territory models to drive equitable distribution of accounts across Duck Creek’s Sales Directors. Designs and builds management reporting and presentations. Prepare presentations for internal reviews and Board of Directors reviews. Collaborate with Sales leadership on Annual Operating Plan buildout and analysis, measure and forecast achievement against Plan. Partners with senior sales leadership to identify opportunities for sales process improvement. Design and roll-out processes which interrogate sales motions, improve efficiency of GTM Organization, and facilitate sales achievement of bookings targets. Participate in GTM and cross-functional transformation initiatives, representing GTM Operations and ensuring such initiatives deliver value to the GTM function. Design change management strategies for high-impact operational changes which drive transparency and empower the Sales organization to execute effectively. Perform all other duties and activities as required. Act in accordance with and as a good steward of Duck Creek Technologies mission, vision, and core values.

Requirements

• Four-year college degree from an accredited institution.
• Minimum six years in Sales Operations, Revenue Operations, FP&A or related roles.
• Strong working knowledge of Salesforce.com, reporting, and dashboard building.
• Expert competence in Excel modelling, including fluency in pivot tables, array formulas, and formatting.
• Experience collaborating across functions to drive transformation initiatives.
• Experience successfully designing and implementing new operational processes.
• Experience engaging with stakeholders at senior executive levels.

Nice To Haves

• Three or more years business planning and/or strategic planning experience.
• Experience in compensation plan design.
• Working knowledge of Excel analytics add-ons.
• Working knowledge of scripting languages such as VBA and Python.
• Working knowledge of analytics tools such as Power BI, SFDC Einstein.

Responsibilities

• Collaborate with Sales leadership to design best-practice reporting on Duck Creek’s pipeline.
• Analyze sales data to uncover actionable insights.
• Build and roll-out processes that facilitate achievement of the Duck Creek GTM Organization’s targets.
• Drive transformation initiatives to align the GTM Organization around common objectives.
• Implement change management strategies to facilitate adoption of best practices.
• Design, implement, and manage sales forecast and pipeline reporting.
• Build and run reports and dashboards in Salesforce.com and Excel.
• Extract Salesforce.com data into Excel and other analytics tools for analysis.
• Define and measure performance against forecast and pipeline KPIs.
• Design and run regional review cadences for sales pipeline.
• Assist in the management and administration of sales compensation plans.
• Analyze Sales Rep achievement and quota retirement.
• Design and propose adjustments to Commission Plan and Special Incentive programs.
• Analyze Account and Territory models for equitable distribution of accounts.
• Design and build management reporting and presentations.
• Prepare presentations for internal reviews and Board of Directors reviews.
• Collaborate on Annual Operating Plan buildout and analysis.
• Identify opportunities for sales process improvement.
• Design and roll-out processes to improve efficiency of GTM Organization.
• Participate in GTM and cross-functional transformation initiatives.
• Design change management strategies for operational changes.

Benefits

• Flexible work environment.
• Medical, dental, vision, life and disability insurance.
• 401(k) Retirement Plan.
• Flexible Spending & Health Savings Account.
• Paid holidays, vacation, and volunteer time.
• Employee assistance program and other benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees