SmartRecruiters is a values-driven, global-minded, and well-funded tech employer on a mission to connect people to jobs at scale. As a global leader in enterprise recruitment software, SmartRecruiters offers a cloud-based global Hiring Success platform that allows teams to attract, select, and hire the best talent. 4,000 companies worldwide rely on SmartRecruiters to achieve hiring success—including brands like Bosch, LinkedIn, Skechers, and Visa—using recruitment marketing, CRM, AI, ATS, and a marketplace of 600+ connected vendors all within one scalable platform.

SmartRecruiters was recognized by Forbes as one of the Best Employers in 2020. We are proud to offer a collaborative, diverse, and remote-friendly work environment, as well as competitive salaries and generous equity. We believe in promotion from within, so high performance can lead to upward mobility. Needless to say, we make sure you’re taken care of. Our inclusive office environment welcomes and respects all.

We are looking for a high-energy and driven Senior Manager, EMEA Revenue Operations, to lead the planning and implementation of our strategic initiatives and programs across sales, pricing & packaging, product, talent acquisition, marketing, customer experience, and corporate development into our largest companies.

This role is part of the Operations team, reporting to the Sr. Director, Revenue Operations, and will partner closely with other stakeholders and senior leaders across the business as needed.

This role requires a strong customer mindset and experience in business operations, strategy, analytics, and program management to support our Operations team, and other senior leaders in developing and executing key company initiatives. The ideal candidate has strong business acumen, an analytical mindset, and ability to act as a trusted adviser and business partner to Go-To-Market (GTM) leaders, while working cross- functionally with G&A leadership, data science, corporate marketing, product marketing, and enablement. The ideal candidate must be competent with data analysis, adept at prescribing and prioritizing technology solutions to meet business problems and is comfortable presenting to VP+ stakeholders. This role combines the creative process of designing prescriptive programs and strategies, with the “business end” of operationalizing these programs with field teams to ensure they are executed and produce results.

What You’ll Deliver 

The successful candidate will engage regularly with key functions including sales, finance, marketing, customer success, HR/TA, finance, product, and technology  to design and execute custom strategic sales programs that drive results across our entire organization, particularly in GTM. Ultimately, this role will  deliver prescriptive programs quarterly and results to be reviewed quarterly at theVP level.. The role spans across 3 key areas and initial deliverables include:

1. Sales Excellence & Compliance (i.e., Increase operational efficiency and effectiveness of SR’s sales teams) [50%]

• Financial close related to revenue and commissions, reconciliations, flux, internal control, compliance, audits, and associated operational activities
• Design and implement a ‘sales excellence’ transformation program, spanning across:
  • Strategically aligned sales incentives & compensation
  • Effective structure & resource allocation across territories
  • TAM allocation and whitespace expansion (territory assignments)
  • Data-driven performance management
  • Best-in-class sales talent acquisition
  • Ensure a rigorous post-mortem process exists around key lost deals
• Drive and accelerate the redesign of SR’s customer journey (in collaboration with “Winning by Design”)
• Support operations colleagues and sales leadership with the planning and execution of SR’s commercial enterprise strategy to capitalize on sales traction and develop a unique selling proposition over key competitors (e.g., Jobvite, Greenhouse, Lever)
• Create/update training material and provide ongoing training to cross-functional organization members on revenue related matters

2. Special Projects (i.e., increase the SVP, Ops’ & CFO’s bandwidth, and depth to support CEO with mission-critical projects (e.g., M&A/ corporate development, IPO, or compliance). [10%]

• Identify strategic growth opportunities through M&A early on; also drive DD, and PMI or support set-up of M&A team
• Support CFO/ SVP, Ops with key compliance topics (e.g., SOC2 certification or GDPR)
• Knowledge of effective enterprise sales strategies (seed, grow, advise)
• Ability to design prescriptive programs and strategies, and “operationalizing” them
• Ability to work collaboratively with Sales, Sales Strategy, Data Science, Corporate Marketing, Product Marketing, and Enablement
• Highly skilled in Salesforce reporting and/or Excel
• Operational rigor and track record of cross stakeholder program management and execution
• Governance leader for all sales process & sales methodology activities 

3. Deal Desk / Pricing & Packaging (i.e., Support Ops in role as strategic thought partner to GTM Leadership team, e.g., development of GTM/ commercial strategy) [40%]

• Develop frameworks to effectively identify, quantify, and prioritize strategic opportunities and “no regret moves/ lowest hanging fruits” that materially contribute to SR’s success
• Ensure deals are structured in a way to maximize benefits to both prospect and company from signature and compliance to revenue recognition principles. (Deal Desk Oversight)
• Review pricing strategy and develop tactical and strategic recommendations to enable full-potential pricing/ reduce discounting while maximizing ROI for the business

• 8 plus years of relevant experience
• Experience in Commercial Strategy, Program Management, Sales Strategy, Sales Programs, or Sales Operations
•  Experience designing (or influencing the design) of revenue-producing sales campaigns and/or programs. Experience drawing actionable insights from data sets in their most common forms (Excel, Business Objects, Salesforce.com, etc.)
• Comfortable working across sales geos, territories, and leadership levels 

Preferred Requirements

• Experience designing sales strategic programs, sales campaigns, and go-to-market strategies
• Strong presentation skills at an executive level
• Overachievement in a quota-carrying enterprise sales role
• Experience running tactical or strategic sales training
• Team-player with an ability to handle interpersonal relationships judiciously, professionally, and empathetically
• Detail-oriented with a love for creating order out of chaos
• Intellectual curiosity paired with a high growth-mindset
• Strong influencing skills, with a reputation for getting things done effectively
• Strong computer skills, including Salesforce.com, Microsoft Excel, Google G Suite
• Bachelor or University Master’s Degree, or relevant work experiences

SmartRecruiters is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.