Sales Operations Manager

About Cyware

Cyware delivers an innovative approach to cybersecurity that unifies threat intelligence, automation, threat response, and vulnerability management with data insights gleaned from assets, users, malware, attackers, and vulnerabilities. Cyware’s Cyber Fusion platform integrates SOAR and TIP technology, enabling collaboration across siloed security teams. Cyware is widely deployed by enterprises, government agencies, and MSSPs, and is the leading threat intelligence sharing platform for global ISACs and CERTs.

Your next opportunity starts here!

More on Cyware: (www.cyware.com)

Built and designed by SecOps practitioners and cybersecurity leaders, Cyware offers multiple technologies within its Cyber Fusion platform, including advanced threat intelligence solutions (TIP) for large and small security teams, vendor-agnostic security automation (SOAR), and purpose-built security case management. As a result, organizations can increase speed and accuracy while reducing costs and analyst burnout. Cyware's Virtual Cyber Fusion solutions make secure collaboration, information sharing, and enhanced threat visibility a reality for enterprises, sharing communities (ISAC/ISAO), MSSPs, and government agencies of all sizes and needs.

About you:

• You are driven, inquisitive, proactive, and energetic
• You have a growth mindset and are committed to delivering results
• You thrive in a fast-paced, collaborative environment

Why We Are Hiring:

As a Sales Operations Manager, you’ll be the central point of strategy and organization for a growing sales team in a fast-paced cybersecurity organization. You'll work within the Revenue Operations team and across the global organization with key business stakeholders to develop, monitor, and own the operational processes, data and analytics tools, metrics dashboards, and performance reports, marketing uses to optimize for acquisition, retention, and growth goals. The ideal candidate is an experienced Salesforce administrator, has a track record of managing the day-to-day sales operations, and possesses a high attention to detail.

Come join an exciting cybersecurity product startup that just closed Series C funding round!

What You Will Do:

• Serve as the point of contact and subject matter expert on deal constructs, special pricing, operations, approval policies, and troubleshooting of deal issues and sales escalations
• Be a trusted advisor for the sales organization to improve deal closure velocity, including being the one-stop resource responsible for understanding contract requirements, structure, business terms and identification of potential risks and opportunities that can affect performance, growth and positioning.
• Partner with cross-functional teams including Finance and Contracts to review or address revenue recognition concerns for non-standard deal structures
• Ensure adherence to our quote-to-contract processes and policies for our commercial engine, while effectively escalating new use-cases outside of current approval matrix
• Provide Leadership with financial models and evaluation of deal economics, commercial terms and conditions and operational requirements to present risk/reward profile for opportunities.
• Craft and coordinate proposals between our Sales, Operations, Contract, and Finance teams
• Work closely with Finance on sales orders, Salesforce, and NetSuite integrations
• Create and maintain complex Flows in Salesforce
• Maintain scalable operations and feedback loop to increase contract velocity and efficiency
• Develop an in-depth understanding of subscription model and service/product offerings
• Use data to increase efficiencies in the sales process, closely monitor sales performance at all stages of the funnel, and provide continuous recommendations for improvements.
• Create presentations for team meetings with Sales and Marketing initiatives
• Collaborate with global sales teams across the United States, India, Singapore, Australia, the Middle East, and beyond.
• Work closely on deals of varying complexity, such as partner, reseller, distributor, channel, and MSSP agreements.
• Create processes to improve efficiencies in areas such as deal desk, quotes, procedure guides, etc.
• Sales process optimization: Development, automation, maintenance improvement of sales processes (i.e. streamlining the end-to-end sales cycle, consistent sales methodology)
• Sales technology: Selection, implementation administration of sales technologies that deliver user and business value.
• Strategy planning: Activities such as strategic sales planning support contribution as well as sales territory planning management.
• Sales intelligence: Developing sharing information insight on prospects, customers sales activities to help drive sales.
• Sales documentation, communication training: Onboarding and ongoing communication, knowledge sharing training.
• Deal pursuit: Sales opportunity-related activities that result in higher win rates and increased profitability.

Who You Are

• US Citizenship is a requirement of this position in accordance with 8 U.S.C 1324b(a)(2)(C)
• 3+ years of experience in a Deal Desk function with a national or global sales team
• Experience driving complex enterprise contracts to closure
• Proven ability to own and run complex deals end-to-end and a thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles
• Self-motivated, critical thinker with prior experience with complex, cross-functional pricing and proposal execution across Sales, Operations, Contracts, and Finance
• Positive team player and effective communicator with all levels of management and cross-functional organization
• Expert Salesforce administrator, minimum 5 years of experience, with the ability to create complex dashboards reports, custom report types, processes workflows, etc
• Data driven with a extreme attention to detail
• 2+ years of experience working with Outreach, Hubspot, ZoomInfo; especially in the flow of data between systems and specific workflow rules
• Proven experience in developing and implementing effective business processes and managing cross functional projects
• Confidence and ability to present to Senior Leadership, VPs and the board
• Curious - keeps up to date on new developments best practices in sales operations across multiple industries
• Experience within a SaaS company, startup environment or similar rapidly-growing enterprise strongly preferred
• Substantial experience with a SaaS sales process for enterprise grade software

We're a lean team, so your impact will be felt immediately. If this all sounds like a good fit for you, why not join us?

You’ll love working at Cyware because

• We foster an exciting and challenging start-up culture.
• We’re not just employees. We’re people. We offer a comprehensive benefits package including time off, paid holidays, retirement plans, insurance coverage and much more.
• We’ll invest in your career. Our company is growing quickly and we will give you the opportunity to do the same. You will have access to a number of professional development opportunities so that you can keep up with the company’s evolving needs.
• We offer competitive compensation packages. We deeply value the talent our team brings to the table and believe that fair and equitable total compensation packages are part of our commitment to everyone who works here.
• We value diversity of people, culture, and ideas.

EEO Statement:

Cyware is dedicated to hiring a diverse workplace that celebrates an inclusive culture and a sense of belonging. As an equal opportunity employer, we do not discriminate based on race, color, religion, sex (including pregnancy, gender identity, gender expression, and sexual orientation), national origin, age, veteran status, genetic information or disability.

How to Apply

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