Director of Sales Operations

  • Quorum
  • Washington, DC, USA
  • Feb 03, 2020
Full time B2B Operations Sales

Job Description

Consistently named one of the top D.C. start-ups to watch since 2016, Quorum is software built for public affairs. Thousands of public affairs professionals use Quorum for their work in Congress, all 50 state legislatures, major U.S. cities, and the European Union. Quorum is 100% bootstrapped—meaning we have never raised venture capital funding—and works with organizations like Coca-Cola, the United Nations Foundation, Sierra Club, General Motors, and Lyft.

As our Director of Sales Operations, you will manage a Sales Operations team that empowers salespeople to win deals by making the sales process easy to understand and navigate. 

What You'll Do

  • First Week: You'll get to know your two (2) direct reports—a Sales Operations Manager and Deal Desk Manager, gain an understanding of how each of your direct reports’ roles contribute to sales effectiveness, and learn the ins and outs of Quorum’s new logo, renewal, and expansion sales processes. 
  • First Month: You will identify opportunities and build a plan to elevate sales operations from a fledgling function to a strategic business function that delivers value to sales managers. You will work with leaders of revenue generating teams to develop and aggregate core sales performance reports (e.g., win/loss reports, lifecycle stage reports) into Sales Performance Dashboards in Salesforce.
  • First Six Months: You will coach direct reports on activities ranging from Salesforce Administration to Contract Lifecycle Management in order to meet or exceed sales operations key performance indicators (e.g., # of days contracts are in negotiation, quote order form accuracy, quota attainment). You will build sales performance reports and highlight actionable insights to sales management. You will assume responsibility for sales incentive compensation, including eligibility, sales compensation plans, commission calculations, and dispute resolution. 
  • First Year: You will lead a high-performing sales operations team that manages the systems and data that we use to support our sales functions and conducts key sales administration, including contract lifecycle management. You will contribute to the ongoing professional development of Sales Operations team members. And—last, but not least—you will make a meaningful impact on the growth strategy at a start-up.

About You

  • You have professional experience overseeing a Sales Operations team or working on a Sales Operations team for an organization that sells software-as-a-service (SaaS) to businesses
  • You are able to name and build at least three (3) to five (5) sales reports and indicate key components of these reports that you would examine in order to uncover possible sales insights
  • You have professional experience building sales reports and dashboards in Salesforce (CPQ)
  • You know how sales managers think and can craft arguments that appeal to their desire to increase revenue growth in a sustainable manner—likely based upon experience partnering with or managing a revenue-generating function (e.g., sales, customer success, marketing)
  • You take pride in coaching team members to unlock their peak performance potential
  • You are intentional about building inclusive and diverse team environments where you regularly express concern for team members’ success and well-being
  • You want to make a meaningful impact on the growth strategy of a startup and you have experience with at least one of the following functions: Salesforce administration, sales forecasting and reporting, and/or commercial contract management
  • You think critically about how to explain complex data analytics techniques and display outputs in a manner that is simple for a non-technical audience to interpret 
  • You are comfortable identifying whether or not you have sufficient data to draw meaningful conclusions about a business question (e.g., If we are seeking to maximize revenue, what are one or more characteristics of our ideal prospective client profile?)
  • You are an especially competitive candidate if you have experience developing and/or administering sales incentive structures

About the Operations Team

  • We take pride in keeping the metaphorical train on its track at a high-growth start-up
  • We are the resident subject matter experts on business operations—our team covers sales operations, finance, and human resources!
  • We believe that precedent is not best practice—we are constantly striving to improve our own workflow. In doing so, we live by Quorum’s growth principles to Take the Lead and Own the Execution 
  • We pay attention to the details and have pride in the work we do, knowing that our team helps provides peace of mind to our team members, clients, and vendors
  • We're close as a company—we work together, spend time together, and value each others' ideas and input

Our Work Environment

  • We work in a vibrant, sunlit space in our modern, open concept office
  • Our office building is located in the heart of downtown DC, easily accessible by metro, bus, and rideshares. It is also in close proximity to great restaurants, food trucks, shopping, and popular happy hour spots
  • Our team loves to spend time doing fun things outside of the office, which we call Quorum Fun events. Past Quorum Fun events have included apple picking, yoga, and wine tasting

Do you want to learn what it's like to have a real impact at a fast-growing company that is changing the way the advocacy process works? If so, drop us a line. We'd love to talk to you!

Compensation Structure

  • Base Salary: $80,000.00 - $110,000.00 (commensurate with experience)
  • Plus up to $5,000.00 annual bonus based upon mutually agreed upon Key Performance Indicators (KPIs) 
  • On Target Earnings (OTE): $85,000.00 - $115,000.00  (OTE expectations dependent upon base salary)
  • Benefits: 401(k) match, health/dental, 12-weeks paid maternity/paternity/adoption/fostering leave, unlimited PTO, and more.