Sales Operations Analyst - Public Sector

In this high-impact role, the Sales Operations Analyst will be the primary operations support and business partner to our US Public Sector Sales team. You will ultimately be an extension of the Global Revenue Operations team and as the Subject Matter Expert/Analyst of your business ensure the field operation has timely and efficient business support, analytics, tools, and processes to run effectively and efficiently.

You will be a critical part of the entire sales team’s success in driving strategy, growth, and business execution in our US Public Sector vertical as you collaborate across multiple functions - Sales Operations, Marketing, BI, Finance, Deal Desk, Customer Success/Renewals,   Partner & Channels organization, etc. It is a multi-faceted role requiring multiple and competing tasks, timely and fast-paced deliverables, establishing priorities and field expectations, and owning projects/programs end-to-end. This individual must be extremely service-oriented with an ability to roll-up their sleeves each day to drive and influence data insights, action-oriented to get things done effectively, and motivated to improve outcomes every day.

Are you ready to join the Crew and make a mark in your career? Are you a true team player, hungry to learn and share, and meticulous to details and quality? Do you love growth organizations and exposure to the US Public Sector segment?

Specific Responsibilities / Business Alignment:

Trusted Advisor: partner to the Public Sector Leadership and sales organization (Federal, SLED, and Higher Education) thus requiring multiple stakeholder hats

Partnership: ability to win the hearts and minds of Sales Leaders and other cross-functional partners through a customer centric “get things done” and proactiveness

GTM Operations: Support the business planning cycle to include territory management design and maintenance, quota setting, compensation, splits and holds, capacity and modeling for distinct organization data requirements and business nuances

CRM Operational Excellence: ensure quality of account, opportunity, and user object level in SFDC through reporting & CRM hygiene to maintain integrity and governance.

Performance Management: Support the QBR and Business Management cycles to drive business insights, sales performance management, and course correction

Reporting: Create & maintain reports and dashboards to support the Sales team across all stages of the sales funnel, organization hierarchies, & needs of teams.

Public Sector SME: business experience in the segment uniqueness and complexities

Consult: Monitor, analyze, and recommend data trends, identify strength & weaknesses in sales execution, and support future sales strategies to enhance & optimize results

Field Operations: Build, adopt, and deploy sales practices and related processes to drive further sales maturation (including Sales Planning, Forecasting GTM, Performance Management, and Sales Execution).

Change Management: General and ad hoc support to helping grow and scale the sales organizations while maintaining policy, order, and corporate governance in the business

Qualifications:

• 1-3 years operational capacity within Sales Operations, Business Operations, Sales Finance, or Management Consulting roles with preference in B2B Enterprise SaaS

• Experience supporting sales teams directly, with strong preference working for a Public Sector Solution Provider or Sales Division / Vertical concentration Awareness of Public Sector/Federal procurement, buying cycles and contracting, etc.

• Experience working in high-growth rapidly changing organizations directly with multiple sales leader stakeholders and teams

Significant use and increasing skillset across ‘tools of the trade’:

• Exceptional quantitative and advanced/power MS Excel user (SUMIF, INDEX/match, VLOOKUP, conditional formulas) for advanced data modeling requirements

• Highly experienced Salesforce CRM, CPQ, reporting & dashboards

• Knowledge of Sales Stack (Clari, People.ai, ZI) and awareness to any Public Sector market intelligence and program of record tools for business development.

Misc. tool exposures (Anaplan or planning software, BI, and big data (e.g., SQL)

• Strong analytical skills, deep data/hierarchy/reporting relationships, and ability to synthesize large data sets into a cohesive story

• Problem-solver, results driven, self-motivated, independent, strong communicator that can influence and persuade others with ideas

• Positive attitude, ‘can do’, and flexible when faced with fast-paced, complex challenges

• Work under tight deadlines and in heavy business cycle demands (e.g., quarter-end)

• Excellent verbal and written communication skills, and ability to comprehensively and clearly present information to variety of stakeholders and leadership

• BA/BS Degree or global equivalent experience

Within 30 days you will:

Attend the Corporate Sales Onboarding Program and get introduced to the broader Revenue Ops organization. You will start to build critical business relationships cross-functionally and within the field operation including segment  sales leadership, sales management, and account executives.. You’ll learn about our corporate organization, landscape, and IT environment including Salesforce, Clari (forecasting), Tableau (dashboards), ZoomInfo, High Spot, etc. to better navigate your supporting role.  You’ll document processes as you go and work with a buddy from the team to help you get jump started.

90 days:

Deeper time and exposure to your respective business to be more engaged in current business rhythm, operational cadences, and sales processes. You’ll be engaged with the field leaders helping facilitate data gathering conversations covering weekly forecast calls, CRM hygiene and timely deal updates, monthly and quarterly business review content, and organizing business analytics and insights to help meet the evolving business needs.

6+ Months:

You will become a trusted operations partner and business advisor to the respective business management team. You will become an important point of contact and relied upon within the segment as you contribute heavily to help  standardized reporting usage, build value-add business insights for team, model and shape recommendations, and ultimately become that Subject Matter Expect for the team. You’ll help drive bigger cycle initiatives like go-to-market (GTM) fiscal planning  relying on advanced excel expertise (requiring carving territories & quota cascade modeling) and project managing teams to completion. You will leverage your relationships to ensure sales remains aligned to corporate compliance, governance, and meets demanding deadlines.

#LI-AS1 #LI-REMOTE

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.  

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability.  Contact hr@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.