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Director of Sales Operations - North America 

Baltimore, Maryland, United States




We have big plans for continued global growth, and we’re looking for people who are creative, flexible and dedicated to helping us build something great – something that matters.

Director of Sales Operations - North America

Baltimore | Maryland | United States

Your Role:

The Director, Sales Operations (DSO) – North America manages support functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales compensation design and administration, forecasting and pipeline management, and recruiting and selection of sales force talent.

The DSO – North America is responsible for the overall productivity and effectiveness of the assigned sales organization. Reporting to the Vice President, Worldwide Sales Operations, Sales Operations, the DSO also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.

Your Opportunity:

  • Coordinate sales forecasting, planning, and budgeting processes used within the sales organization
  • Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm
  • Support the assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources
  • Work to ensure all sales organization objectives are assigned in a timely fashion
  • Proactively identify opportunities for sales process improvement
  • Work closely with sales management to inspect sales process quality and prioritize opportunities for improvement
  • Assist sales management in understanding process bottlenecks and inconsistencies
  • Facilitate an organization of continuous process improvement.
  • Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization
  • Recommend revisions to existing metrics and measurements, or assists in the development of new reporting tools as needed.
  • Support the implementation of enabling technologies, including CRM, to field sales teams. Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data
  • Work closely with sales management to optimize the effectiveness of the firm’s technology investments
  • Coordinate Sales enablement training delivery to sales, sales management, and sales support personnel in the sales organization supported
  • Provide input to senior leadership in the development and administration of sales incentive compensation programs
  • Work with Accounting, Finance, and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures
  • Direct and support the consistent implementation of company initiatives
  • Build peer support and strong internal-company relationships with other key management personnel<="" span="" style="box-sizing: border-box; background-repeat: no-repeat; outline: none;"><="" span="" style="box-sizing: border-box; background-repeat: no-repeat; outline: none;">
  • Accountability and Performance Measures
    • Achievement of sales, profit, and strategic objectives for the business unit supported
    • Accountable for the on-time implementation of sales organization quotas and performance objectives
    • Accountable for the thorough implementation of sales organization impacting initiatives
    • Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization
    • Accountable for accurate and on-time reporting essential for sales organization effectiveness
    • Achievement of strategic objectives defined by company management
  • Organizational Alignment
    • Reports to the Vice President, Worldwide Sales Operations
    • May directly manage a support staff made up of Administrative Specialists, Sales Operations Coordinators, or Analysts
    • Directs the support of sales specialists, implementation resources, service resources, and other sales and management resources as-needed, coordinating with the appropriate management-level supervisors
    • Fosters close, cooperative relationships with peer leaders, sales management, and sales and support personnel

What you'll need:

  • Four-year college degree from an accredited institution
  • Four years of prior Sales Operation management experience
  • Two years sales or sales management experience in a business-to-business sales environment
  • Demonstrated proficiency managing analytically rigorous initiatives.
  • Strong proficiency in
  • Experience in working with performance management and commission applications
  • Strong PC proficiency
  • Excellent verbal and written skills
  • Strong presentation skills

If you’ve reached this point in the job description and feel you’re still not sure if you should apply…Just do it! We know there are no perfect applicants. You may not have 100% of all those bullets listed above - and that’s okay. If you’re feeling like you’re not going to fit in with our teams - that’s not ok. We're One Tenable which means however you identify and whatever background you bring with you, we encourage you to submit an application if it’s a role you can be passionate about doing every day.

We’re committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels.

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Can you join Team Tenable? Yes you can - if you’re excited by the thought of working with over 1200 colleagues, 27,000 customers and a range of revolutionary products that are shaping cybersecurity in 150 countries. The key question is: Is This You?