Director of Sales and Customer Success Operations

San Francisco, CA, United States

Join us on our mission to make a better world of work.

Culture Amp revolutionizes how over 25 million employees across 6,000 companies create a better world of work. As the global platform leader for employee experience, Culture Amp empowers companies of all sizes and industries to transform employee engagement, develop high performing teams, and retain talent via cutting-edge research, powerful technology, and the largest employee dataset in the world. The most innovative companies across the globe, such as Salesforce, PwC, KIND, SoulCycle, Celonis and BigCommerce depend on Culture Amp every day.

Culture Amp is backed by 10 years of innovation, leading capital venture funds, and offices in the U.S, U.K, Germany and Australia. Culture Amp is recognized as one of the world’s top private cloud companies by Forbes and one of the most innovative workplace companies by Fast Company.

Learn more about how Culture Amp can help you create a better world of work at cultureamp.com .

How you can help make a better world of work

As the Director of Sales and Customer Success Operations, you will play a critical role in shaping the future of our sales and customer success organization and ensuring that we are operating at peak efficiency and effectiveness. The ideal candidate will have experience with customer data, process, and technology, with previous experience leading sales/customer success operations and/or analytics. This is a people leader role, with great emphasis on people growth and engagement focus.

You will…

Manage and grow a team of Sales and Customer Success Operations professionals and contractors as required

Must be an approachable and relatable leader that junior sales operators will follow and who will organically earn the trust of the Chief Revenue Officer, key stakeholders, and external partners.

Liaison with Sales, Account Management, Partnership, Customer Success, Delivery and Support leaders to provide proactive intelligence, continuous process improvement and lead project with strategies with intent to impact to revenue growth and productivity

Own the data analysis to partner with Sales and Customer Success leaders on key trends, KPIs and Customer Funnel metrics via partnering with Finance and Customer Analytics teams

Partner closely with Revenue Operations cross functional teams (e.g. Marketing and Sales Development Rep Operations) on top of funnel conversion rate, growth strategies and revenue performance

Help establish a measurement and accountability mindset in Customer Group: Own, improve, maintain, and distribute customer retention/churn data and sales win rate to leaders. Manage, analyze, and summarize the weekly Sales, Expansion and Churn Forecast

Pricing and Contract Support: Partner in cross functional team in pricing initiatives to increase revenue

Collaborate with regional sales, partnership and customer success leaders and teams to develop and execute management disciplines and processes (territory assignment & reviews, weekly/quarterly forecast, QBRs, pipeline analysis and development, account planning, account assignments, quota/budget allocation, rules of engagement, bonus plan design)

Continually strategize and optimize Culture Amp sales, partnership and customer success SaaS stack with other company systems (e.g Salesforce, Quote To Cash, back office systems)

Evaluate and deploy additional software and tools as required – e.g. sales funnel, forecasting, pipeline to closed won, data sources, etc partnering with the Revenue Systems team

You have …

7+ years of experience in leading sales and/or customer success operations, preferably in the SaaS or technology industry

Proven track record of developing and implementing successful sales/customer success operations strategies.

Expertise in sales/customer success automation and technology solutions.

Advanced understanding of customer data, structures, measurement, retention and churn insights, analytics advertising tools, salestech, and CStech

Excellent at improving workflow and processes for customer pipeline funnel for win rate optimisation

Hands on experience with reporting, analyzing and optimizing customer account planning at scale.

Sales and Customer Success expertise in sales funnel tools like Gong, Outreach, 6Sense, Salesforce / Salesforce Marketing cloud, Vitally & Intercom and other standard revenue sales software

Practical experience with BI platforms (e.g. Tableau, Power BI, Looker)

Excellent communication and presentation skills with the ability to influence and persuade stakeholders.

Proven leadership and team management skills.

Bachelor's degree in Business, or a related field.

You are…

Detail oriented, organized and have an eye for detail particularly in the context of building complicated business systems and seeing longer term implications of certain decisions.

A people leader and team player who builds trusted relationships across various departments in a business

Proactive in identifying areas of opportunities to gain efficiencies.

Passionate about working with a talented and energizing group of Sales/Customer Success ops and Rev Ops professionals

Please keep reading…

Research shows that while men apply to jobs when they meet an average of 60% of the criteria, women and other marginalized folks tend to only apply when they check every box. So if you think you have what it takes, but don't necessarily meet every single point on the job description, please still get in touch. We'd love to have a chat and see if you could be a great fit.

What We Offer

Culture Amp really practices what we preach. We are extremely proud of the Culture we have built, but don't just take our word for it, our Glassdoor reviews speak for themselves!

We want every Camper to feel at home and do their best work at Culture Amp, so we have 4 values that we live by, take a read , and if this sounds like the environment for you, please apply.

We have a strong commitment to Anti-Racism, and we believe in leading through example. Every step we make as a business towards anti-racism is another step we take to support our customers in making a better world of work. You can see our current commitments to Anti-Racism here .

But that’s not all!

Flexible working hours - in this (please don't say unprecedented again!) time, make your work schedule work for you

14 weeks parental leave at full pay for primary carers and 4 weeks for secondary carers

MacBooks for all!

Shares - it’s important to us that everyone is an owner and can share in our success.

Fun and inclusive digital, and (in the future) in-person events

Health Benefits

Equity

And so much more!

Most importantly. An opportunity to really make a difference in people’s lives.

We already have over 1,000 amazing Campers and we want to continue to attract exceptional people who are motivated by our mission. Our approach to compensation aligns with this value. We believe in fair & equitable pay at Culture Amp, and therefore , we build pay equity into all our programs in addition to conducting annual pay equity audits.

For this role, the estimated base salary range is listed below. The range is a guideline, and the base salary range for this role may be modified. The actual base salary will vary based on various factors, including market and individual skills, capabilities and experience, objectively assessed during the interview process.

In addition to base salary, your compensation package will include additional components such as equity and benefits. For sales roles, your package may also include sales commission. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

US Salary Range

$187,000 — $228,500 USD

Thank you for taking the time to read this advert. If you decide to apply, as part of your application, we will ask you to complete voluntary diversity questions (excluding Germany). Please watch this video from our amazing DEI Leader, Aubrey Blanche to share more on why we collect the data and how we will use it.

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