Sales Operations Leader

New York, New York, United States
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OpenX is looking for a Sales Ops veteran to focus on maintaining and growing the revenue operations function. This critical position will lead the planning and development of major corporate initiatives on sales compensation, strategy, pricing and business models.

This key individual will be responsible for the day-to-day operations of the sales rev ops team such as sales compensation, implementing sales strategies, data analysis, reporting, process improvement, and partnering with senior management.

Reporting to the SVP of Publisher Development, this role will oversee supply and demand efforts and have a great opportunity to influence the sales operations strategy and build a dynamic team.  Strong analytical and operational skills are key as well as the ability to thrive in a fast-paced, team-focused environment delivering against tight deadlines.                        

Key Responsibilities

  • Drive sales target setting and design of sales incentive plans through partnership with cross-functional teams and sales leadership
  • Develop solutions to enhance business performance, refine sales and customer support KPI and metrics. Effectively report progress towards goals across the organization to management
  • Define and develop strategic initiatives and develop processes and procedures to drive department efficiencies
  • Partner with business intelligence and management to create data visualizations / models to identify trends, determine root-causes, and provide strategic insights
  • Be a trusted advisor to sales management across the corporate teams
  • Develop and maintain current and historical data-management tools and processes that support market and trend analytics
  • Communicate the key performance parameters for new products
  • Organize data and generate deep customer insight to enhance sales force productivity and effectiveness
  • Create comprehensive dashboards and automated metrics reports that clearly define performance metrics, revenue, renewal rates, etc. Partner with Salesforce team to maintain data integrity in CRM system
  • Provide data, analyses, modeling, and reporting to support sales force monthly and quarterly business reviews
  • Analyze revenue trends and variances to goals, and communicate to Sales and Marketing managers. Detect emerging customer or market trends and help determine how the business can meet those opportunities and challenges to drive greater sales success
  • Partner with the Sales and Finance teams to drive direction and strategic initiatives through quantitative and qualitative analysis
  • Analyze historical data to identify trends and insights (such as advertiser spend analysis, business input metrics) and benchmark against the broader industry

Required Qualifications

  • Strong analytically, with an ability to use data and metrics to back business cases, planning, and decisions
  • Recent and deep experience using Salesforce, with success at designing and optimizing workflows
  • Heavy Sales Compensation Plan design and implementation experience
  • Ability to create a global sales voice and be a trusted advisor with the Executive Team
  • Bachelor’s Degree in Business, Sales, Marketing or a related field
  • MBA preferred
  • 15+ years’ of well-rounded sales and sales operations positions of increasing responsibility with a focus on market expansion
  • At least 10 years’ experience in a leadership role

Desired Characteristics

  • Results-driven and focused, combining a quantitative outlook with the ability to organize, motivate and lead senior stakeholders
  • Flexible, able to deal with ambiguity and comfortable working in a fast paced, results oriented environment
  • Ability to distill complex media, advertising and technology concepts into clear and simple sales messages
  • Strong leader and persuasive communicator with a vision; proven ability to self-motivate, work independently as well as collaboratively and motivate and inspire a team; excellent writing and verbal presentation skills
  • Excellent organizational and analytical skills with attention to detail
  • Superior influencing skills and the ability to gain the respect of, and build a rapport with, multiple constituencies, both internally and externally
  • Ability to create a global sales voice and be a trusted advisor with the Executive Team

Company at a Glance

OpenX is focused on unleashing the full economic potential of digital media companies. We do this by making digital advertising markets and technologies that are designed to deliver optimal value to publishers and advertisers on every ad served across all screens.

At OpenX, we have built a team that is uniquely experienced in designing and operating high-scale ad marketplaces, and we are constantly on the lookout for thoughtful, creative executors who are as fascinated as we are about finding new ways to apply a blend of market design, technical innovation, operational excellence, and empathetic partner service to the frontiers of digital advertising.

OpenX Values

Our five company values form a solid bedrock serving to define us as a group and guide the company. Our values remind us that how we do things often matters as much as what we do.

We are one

One team. No exceptions. We are a group of strong and diverse individuals unified by a clear common purpose.

Our customers define us

We know our business flourishes or dies because of our customers.

OpenX is mine

We are all owners of OpenX. We stake our personal and professional reputations on the excellence of our work.

We are an open book

We are eager to teach and share what we know with others.

We evolve fast

We take risks and confront failure openly. We recognize and repeat success aggressively. We actively seek out and provide constructive criticism. Defensiveness is for weaklings!