Rapid7: Director, North America Sales Operations
Rapid7
120 Causeway Street
Boston, MA 02114

Employee Testimonials

Helen Ackers Rapid7
Aniket Menon Rapid7

Video

Rapid7 is seeking to recruit an experienced sales operations leader for the position of Director, Global Sales Operations to lead impactful and highly strategic operations programs to drive sales efficiencies and productivity across our North American sales organization, and in proactive alignment with our International Team. S/he will interact at all levels of the organization and will have a key leadership role working with Go-to-Market Executives as well as other cross functional stakeholders. The Director, Global Sales Operations will lead a team of sales operations professionals that spearhead sales forecasting, territory planning, incentive planning, sales process optimization, and overall resource allocation. This role will also define and oversee implementation and management of key sales tools as well as actively participate in the development, reporting and analysis of the Sales Organization metrics, goals and forecasting. The ideal candidate will be a highly energetic leader with significant sales operations and analytics experience. Qualified candidates will have experience building and scaling Sales Operations in a high growth environment.

Responsibilities

  • Design, implement, and manage sales forecasting, planning, and budgeting processes, establishing a high level of quality, accuracy, and process consistency.
  • Facilitate pipeline review and create standardized leading indicators and metrics (standardized) that can be acted upon to improve overall sales performance.
  • Be an advocate of the field and champion an easy to do business with approach; drive continuous improvement on all related sales processes, documents and tools to ensure ongoing standardization and simplification of the Sales process.
  • Quarterback deal process and support non-standard deal structures
  • Manage territory planning and sales resources optimization. Provide comprehensive analysis of territory alignment decisions; advise and drive sales quota setting process.
  • Provide guidance, insight and recommendations to leadership team focused on increased revenue growth while improving overall sales team performance and effectiveness.
  • Oversee and administer variable incentive compensation plans. Work cross functionally with Finance and People Strategy to establish rules, policies, and procedures related to sales compensation and recognition and facilitate dispute resolution
  • Support sales strategy and enablement initiatives around sales process and methodology focused on improving productivity, win rates, and visibility, and track performance against goals.
  • Assists sales enablement in transition planning of new sales team members and on-boarding process.
  • Ensure sales team readiness and operational process as it relates to new product / feature rollouts: capabilities, sales strategy, goals.
  • Identify areas for improvement, and design and facilitate successful implementation and adoption of new processes
  • Work cross functionally with marketing, finance, product, and business analytics teams to solve complex business problems and drive strategic planning.
  • Lead and counsel sales leadership in implementing objectives and define success metrics that align with go-to-market business goals. Responsible for leading short-term and long-term planning operating mechanisms that drive continuous improvement and growth strategies.

Requirements

  • Bachelor's degree or equivalent in Finance, Management, Marketing, Business Administration.
  • Sales experience a strong benefit.
  • MBA a plus.
  • Minimum 10+ years of experience in an analytical leadership role, and providing strategic guidance and operational oversight in Sales Operations within a software sales environment.
  • Demonstrated ability to be comfortable in a fast-paced environment with changing priorities
  • Passion for leading a team and developing talent.
  • Willing to roll up your sleeves, and pick up the shovel.
  • Quick learner, curious and strong analytical skills; ability to dig into data, surface actionable insights and sound decision-making skills
  • Results-oriented and demonstrated record of development initiatives that impact productivity
  • Demonstrated ability to identify root causes of problems, generate and evaluate creative solutions, implements fact-based resolutions quickly and effectively.
  • Strong communication skills, including establishing credibility and trust with customers and building influential relationships with partners in the business.
  • Strong work ethic and customer service mentality
  • Adaptable, strong team player with outstanding communication skills and ability to work with all functional areas
Full-time

Employee Testimonials

James Green
Director of Engineering, Engineering, Software Development

"My favorite memory of being a 'Moose' is our first ever company-wide hackathon in Cambridge. After a fun–filled week for the company kick-off, we still managed to deliver, through the night, on some amazing ideas."

Brett Garofalo
Manager, Mid-Market Sales

"I am not a natural–born salesperson or leader. Rapid7 gave me the mentorship opportunities and leeway to develop those skillsets. Having the support of my management allowed me to take risks and learn from mistakes instead of being tentative and afraid to put myself out there."

Helen Ackers Rapid7
Helen Ackers
Marketing Specialist

"Every time you feel a little more comfortable with your job and what is expected from you, there is always something new to learn and something to add to the repertoire! I love this, it means every week I can see myself developing in my career."

Aniket Menon Rapid7
Aniket Menon
Manager, Enterprise Deployments

"I love the infectious energy and fast–paced nature of the job. Unrelenting progress towards becoming the #1 company in Cyber Security. The sheer number of Products and Services we have launched in the last two years is a staggering achievement."

Dennis Nahas Rapid7
Dennis Nahas
Systems Administrator

"The most fulfilling moments are seeing our products name dropped in the security press, knowing we all contributed to that."

Ashley Seamans Rapid7
Ashley Seamans
Director of Business Intelligence

"There's never a dull moment and always a new challenge to tackle. I have had the opportunity to work with people across the company on product launches, acquisitions, our global sales expansion and lots of new programs, each with its own hurdles but all equally rewarding."

Chris Wallace Rapid7
Chris Wallace
People Strategy Manager

"It's pretty cool to look around the room and know that I played a part in making all of that happen, and that I hopefully helped those people move into a role that they find really rewarding and exciting. Especially in a company where they in turn can have a big impact and take their careers to the next level. The fact that they are all good people, and that we all manage to have a bit of fun in the process, helps too."

Stephanie Philips Rapid7
Stephanie Philips
Counsel and Director, Contracts, Legal

"I love the truly collaborative team effort from everyone across the board – people are always willing to join an effort or a conversation to make a difference and find a solution, and they don't feel bound by their job descriptions or departmental functions if they have expertise that will help out a fellow Moose."

Roy Hodgman Rapid7
Roy Hodgman
Data Scientist

"I feel that [our core value for] continuous learning best represents me because it's been essential to my career here. There are no shortage of tools and techniques that can be applied to the projects I work on, and despite what I think I might know about the problem at hand, more often than not there are new and novel ways to approach it."