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Cockroach Labs is the creator of CockroachDB, the most highly evolved cloud-native, distributed SQL database on the planet that scales fast, survives anything, and thrives anywhere. We created CockroachDB to unshackle teams from the constraints of their database. Join us on our mission to enable every developer to build world-changing applications.

About the Role

The Senior Manager of Revenue Operations will develop and implement revenue growth strategies, build and execute operational frameworks and processes and define and deliver metrics and reporting to drive sales productivity. In this role, you will report to our VP of Revenue Operations, will lead a small team and will work closely with GTM leadership to enable the revenue and sales teams to deliver their goals. This role requires exceptional analytical and problem solving skills, a high level of autonomy and strong collaboration skills to work across various functions, stakeholders and organizational levels to provide support to the revenue organization. This position is a great opportunity to build and advance operational processes, policies and frameworks and create a scalable and predictable sales engine at a fast-moving high-technology company.

You Will

• Work with sales and go-to-market leadership to develop and execute strategies designed to achieve business and financial goals
• Evaluate and refine segmentation and coverage model, including capacity and investments across segments, regions and roles
• Drive account prioritization and territory design based on data to ensure balanced territories as well as broad rep productivity and goal attainment
• Manage and execute operational processes and reporting to drive the rhythm of the business, including forecasting, pipeline reviews, QBRs
• Drive operational improvements and build and refine processes, policies and procedures to create a highly productive and predictable sales engine
• Partner with sales to ensure pipeline hygiene is strong and the sales process is followed
• Work with the compensation team to develop, manage and improve the sales compensation program and to facilitate and manage quota allocation
• Develop, manage and refine the metrics framework and build automated dashboards and scorecards to provide visibility into performance and future outlook
• Monitor, analyze and evaluate the effectiveness and efficiency of the sales organization and develop actionable insights to improve sales productivity and market penetration
• Foster and maintain strong working relationships with sales leadership and the sales team to understand their needs and perspective and serve as their trusted advisor
• Function as a sales advocate and liaise with Legal, Finance and other teams to address and resolve obstacles
• Work with marketing on the development, management and analysis of shared sales and marketing processes, including lead management
• Lead and empower the revenue operations team to provide proactive support to sales and help identify revenue-driving opportunities
• Other projects as assigned in Revenue Operations to impact sales productivity

The Expectations

In your first 30 days, you will complete our onboarding programs and learn about our product, revenue strategy and sales and operational processes. Additionally, you will begin building relationships with key stakeholders across sales, marketing, customer success, finance and legal to understand the organization's goals and objectives better.

In your first 60 days, you will use your knowledge and experience to identify opportunities for improvement and start developing, managing and executing operational plans and processes. You will also work on developing and refining metrics, dashboards and reporting.

After 90 days, you will have established yourself as a strategic partner to the sales and GTM leaders. You will have initiated new projects to scale and improve the sales and go-to-market engine and enhance the revenue operations function. You will also be actively collaborating with other teams across Cockroach Labs to drive operational excellence and continuously improve our go-to-market efforts.

You Have

• 8+ years of experience in Revenue or Sales Operations at a high-growth enterprise tech/SaaS company
• 3-5 years of experience in cloud services and 2+ years of experience at a public company desirable
• 3+ years of experience with people management, building and maintaining a high-performing team
• Superior analytical and problem solving skills, with the ability to leverage data and to translate business needs and priorities into executable strategies and plans
• Experience developing sales and operations strategy, define and execute operational plans and build and enhance scalable processes and systems
• Ability to build relationships, collaborate and influence across a wide spectrum of functions and stakeholders from executives to ICs to drive the execution of initiatives and run the business
• Strong communication and presentation skills (written and verbal), with ability to quickly summarize findings and effectively communicate results to management
• Experience with enterprise sales motion and complex sales cycles
• Ability to independently lead multiple complex initiatives, establish priorities and deliver results to meet tight deadlines
• Proficiency in SFDC, modeling and analysis (in Excel, Google Sheets) and presentation of results (charts, reports, dashboards)

Our Benefits

• Competitive Health Insurance Coverage (for you & your dependents!)
• Paid Parental Leave (with baby bucks)
• Flexible PTO
• Learning & Development Budget
• Relocation Support (as applicable)

The annual anticipated base salary range for U.S. candidates for this role is USD $175,000 to $220,000, plus commission if a sales role. We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted. Salary is one component of the Cockroach Labs’ total rewards package, which includes stock options, health insurance, life and disability insurance, funds towards professional development resources, flexible PTO, paid holidays, and parental leave, to name a few! Salaries for candidates outside the U.S. will vary based on local compensation structures.

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at accessibility@cockroachlabs.com.