Regional Sales Operations Manager

About the Position

MuleSoft is looking for a Sales Operations Manager to work closely as a business partner with the regional sales organization and field leadership. This position reports to the Vice President, Sales and Financial Operations and is a key enabler of deal formation and execution with a focus on minimizing sales cycle times while optimizing revenue, profitability and market share. Acting as a “deal quarterback,” the Sales Operations Manager will assist with product selection, constructing deals, drafting order forms and exception handling. Additionally, s/he will be expected to accelerate decision-making by proactively facilitating reviews, escalations and approvals.
 
Position Deliverables

30 days

  • Develop a strong understanding of MuleSoft’s business model and product offerings
  • Establish close partnership with the regional field organization to ensure appropriate level of engagement
  • Master MuleSoft’s bookings policy and price book in order to provide appropriate guidance and ensure compliance
  • Become up to speed with the tools, systems and methods we use to track opportunities, quotes, pipeline and activity
  • Learn our process to close deals, provision products and onboard customers

60 days

  • Provide deal support, operating at the same cadence and urgency as the field
  • Manage all regional quote/order form flow through the approval process, ensuring sales leadership is aware of approval needs so that deals make it through the process expeditiously
  • Answer questions around deal structure and approval process
  • Provide booking guidance, helping the field understand the booking policy and how it affects their bookings and commissions
  • Provide overall support to operate within the discount limits and to exception handling process
  • Build expertise and analytics around discounting benchmarks to assist with deal pricing
  • Actively participate in all regional deal reviews

90 days

  • Become a key member of the regional leadership team, driving operational alignment across key functions of the business
  • Offer expertise and assistance in the construction of quotes and order forms
  • Facilitate reviews, escalations and approvals for exceptions, and offer deal intelligence to assist in decision-making
  • Provide guidance on deal structuring to maximize ACV and entitle customers for maximum success
  • Ensure end-to-end operational support for the region, providing Legal, Accounting and Product support
  • Help ensure reps are selling the right, latest mix of products
  • Help with territory alignment and analysis in region
  • Improve our process effectiveness in territory planning, including the development of tools, analyses and reporting
  • Work with a cross functional team (Sales Ops, Sales, Marketing Ops) to ensure account prioritization based on GTM
  • Aid in territory disputes and resolution
  • Work with the data stewardship team to ensure that the regional account data in our systems is clean, deduped, properly categorized, enriched and assigned to appropriate owners
  • Create and deliver ongoing enablement for the region with the Global Sales Operations team to ensure all Sales functions are aligned and optimized
  • Build dashboards to assist regional management and ensure global reporting and analytics integrity

 About You

  • Deep understanding of enterprise software business, particularly with a solid background in subscription model for both Cloud and on-premise modalities
  • 5-8 years of relevant Sales Operations experience in a prominent enterprise software company with progressive track record
  • Proficiency in overall construct of software license, services and renewal deals; prior deal desk experience is a plus
  • Ability to navigate internal resources to obtain advice and guidance on deal construction
  • Ability to communicate and provide support to field and sales management on policy updates and best practices
  • Ability to organize priorities for field and sales management
  • Ability to take initiative in driving operational processes while maintaining global integrity and consistency
  • Strong experience with Salesforce.com, CPQ and other sales-related systems including data enrichment tools
  • Remarkable intellectual curiosity to regularly challenge the status quo
  • A “do whatever it takes” attitude to affect change
  • Ability to balance being detail-oriented and seeing the big picture
  • Ability to work extended schedules during the month and quarter end cycles  
  • Highly responsive and thrives in a fast-pace environment

 About Our Benefits

  • Equity
  • Competitive medical, dental, and vision insurance for you and your family
    401(k) and pre-tax health care, dependent care, and commuter benefits (FSA)
  • “No policy” vacation policy
  • Commute up the Peninsula on the MuleSoft shuttle
  • Gym discounts and weekly on-site yoga classes
  • Mac or PC
  • Cell phone reimbursement
  • Fully stocked kitchen daily, catered lunches three times a week
  • Annual company-wide weeklong MeetUp trip for collaboration, learning, and inspiration
  • Office activities led by MulePack, including office happy hours and family nights

 

 

 


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