VP, Worldwide Sales Operations

Los Altos, CA (Potential for Remote U.S.)

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Contrast Security

Unify security and development teams with one DevSecOps platform across the entire SDLC that increases accuracy, improves developer productivity, and scales for comprehensive software coverage.

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Contrast Security named to Inc.'s “Best Workplaces of 2020”
Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio, without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development, to operations, to production.
About the PositionAs Vice President of Worldwide Sales Ops, you will lead sales operations, programs, analytics, and process design/improvement, for the Global sales team. Contrast is looking for someone to help design, optimize and scale the sales organization as we expand our global market presence. Reporting to the CRO, you will collaborate with other executive leadership to develop and optimize a cohesive global sales strategy and measure new and existing sales programs while identifying existing areas to improve efficacy.  This role requires collaboration with Sales leadership on items ranging from conceptualizing high-level Sales Strategies, annual planning, territory planning, forecasting general comp design and pipeline generation. You will serve as a trusted colleague to the broader GTM ecosystem, providing actionable recommendations regarding the progress to revenue goals and partner cross-functionally across the company.
This role is an excellent fit for a self-starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g., problem solver) and owner, and is looking for the opportunity to have significant exposure and visibility across the business. This role leads a team of two and must also act as a player/coach to support an efficient operating model. The ideal candidate will foster a positive culture for the team of growth, excellence and support.
This position is US-based. There will be occasional travel required once reopened including off-site events.

Responsibilities

  • Sales Process Optimization  
  • Act as a strategic business partner to the CRO
  • Partner with the CRO, Vice President of Sales and Senior Sales leadership to continuously improve the Contrast Security sales process by ensuring sales process adoption, implementation of sales methodology practices within the sales process, capturing the necessary process information to analyze and modify the process, and work with other departments to shorten the entire sales, contracting and client setup process
  • Champion a collaborative and inclusive relationship with, Customer Success, Marketing, Sales Leadership and our G&A partners and Serve as POC to Finance, and other critical operating partners
  • Customer Engagement  
  • Develop consistency in the way our sales and client management organization conducts executive business reviews, assesses and mitigates client risk, and presents information to our clients via proposals and RFP responses
  •  Sales Data Management, Reporting & Analytics  
  • Coordinates with the CRO, Vice President of Sales and other stakeholders to lead efficient and accurate sales force reporting initiatives
  • Partner with CRO and Business Leaders to prepare for Regional QBRs, Forecasts, Key Programs, Staffing and All Hands
  • Develops new reporting as needed, and summarizes and shares recommendations stemming from sales reporting and analytic findings
  • In addition, works closely with senior sales leadership to define and measure all sales personnel against performance standards
  • Collaborate with FP&A and global sales leaders to provide regional forecasting, analytics and planning that delivers predictable sales intelligence
  • Drive the weekly forecast cadence and performance improvement efforts for pipeline growth
  • Standardize reports across all teams to ensure global consistency in our analysis approach
  • Evolve the framework and structure for critical leadership meetings
  • Recognition 
  • Manage the annual sales compensation program, including program criterion, communication and regular updates to the sales organization
  • Evaluate regional territories, account assignments, lead generation, performance goals and ensure compensation plans are in alignment with Contrast's global revenue goals
  • Lead performance analysis to identify areas of concern and best practices. Use this analysis to provide actionable feedback and areas of focus to improve performance
  • As a people manager, foster a work environment that encourages people to act with integrity, respect, and trust. Support the team by removing barriers whenever possible
  • Encourage others to implement better approaches to address problems and opportunities, leading the implementation and acceptance of change within the workplace
  • Partner closely with the Sales Enablement Leader to mature and expand training and tools to our sales and sales leadership teams; ensure the cross-functional support that drives the career development
  • Deal Desk and Administrative Programs  
  • Responsible for the cross-functional deal desk program that analyzes non-standard deal requests
  • Additionally, this role leads the planning and coordination for the annual sales meeting, oversees the sales lead management process and other administrative functions related to the management of a sales organization
  • Contract Facilitation and Management
  • Maintain all 3rdparty and customer agreements  
  • This role will be the facilitator of all customer NDA’s, Contracts, and any other 3rdparty agreements  
  • Ability to facilitate collaboration with our Legal Team to execute the contracts process effectively with our customers

Qualifications

  • BS/BA degree in a relevant discipline an MBA or the equivalent is preferred
  • 15+ years in sales, business operations, or business intelligence; SaaS experience is a plus and 5+ years leading and motivating layered management teams
  • Experience in a start-up environment
  • Must have hands-on experience in data analytics, data management, and statistical modeling
  • Experience in building and leading a team operationally and strategically; this role requires both mindsets
  • Exceptional communication skills and proven ability to create and manage initiatives across numerous cross-functional stakeholders
  • Experience managing workflow from Salesforce.com
  • Process-oriented with the capability to simplify the existing process or design new ones
  • Ability to manage complex sales problems in a fast-growing, dynamic environment supporting executive leaders
  • Strong organizational skills, a self-starter, and can quickly identify and resolve inefficiencies across the business
  • Capable of building, implementing and monitoring sales methodologies, processes and policies that create actionable deliverables that support revenue goals
  • Definable experience influencing change management, problem resolution, and communicating complex ideas in coherent terms to cross-function groups in a scaling environment
  • High energy, a positive attitude and accountability is key 

  • We are focused on building a diverse and inclusive workforce. If you’re excited about this role, but do not meet 100% of the qualifications listed above, we encourage you to apply.

What We Offer

  • Competitive compensation
  • Medical, dental, and vision benefits
  • 401(k)
  • Flexible paid time off
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We are changing the world of software security. Do it with us.  We believe in what we do and are passionate about helping our customers secure their business.If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.
Contrast Security is committed to a diverse and inclusive workplace. Contrast Security is an equal opportunity employer and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations.
By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers, to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”) will go into effect on January 1, 2020. Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts and dependents (“CA Employee”) new rights to privacy.* We could support remote work in most states except Colorado.
Recruitment Agencies: Although we value the services you provide, at this time we are not accepting resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.
Job region(s): North America
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