Director of Sales Strategy and Operations

San Mateo, CA United States

Who We Are

Verkada is a leader in cloud-based B2B physical security. Verkada offers six product lines — video security cameras, access control, environmental sensors, alarms, workplace and intercoms — integrated with a single cloud-based software platform.
 
Designed with simplicity and scalability in mind, Verkada gives organizations the real-time insight to know what could impact the safety and comfort of people throughout their physical environment, while empowering them to take immediate action to minimize security risks, workplace frustrations and costly inefficiencies.
 
Founded in 2016 with more than $460M in funding raised to date, Verkada has expanded rapidly with 15 offices across three continents, 2,100+ full-time employees and 28,000+ customers across 70+ countries.

Overview

We are seeking a hands-on, strategic and results-driven leader to join our team as the Director of Sales Strategy and Operations, Mid-Market Embedded. In this critical role, you will be responsible for managing the team that drives the strategy and operations of our Mid-Market and SDR organizations, which account for over half of company revenue and account executives. You will be a key resource, partnering with the sales leaders and teams across the entire group to drive impact and increased performance. 

Responsibilities

  • Leadership and Team Management: Lead and grow a high-performing Sales Strategy and Operations team. Provide mentorship, coaching, and professional development opportunities to team members, which are distributed across multiple offices. Foster a collaborative and inclusive team culture that encourages continuous learning and growth.
  • Sales Strategy Development and Execution: Serve as the strategy and operational lead for the Mid-Market Sales organization. Partner with Sales leadership to identify, evaluate, and operationalize strategic levers to drive growth across the organization. Utilize historical data, market trends, and sales funnel analysis to provide insights that help the organization evaluate new initiatives and programs.
  • Workflow and Process Improvement: Implement best practices and new solutions to enhance sales efficiency and effectiveness. Lead initiatives to identify pain points, streamline sales processes, reduce friction, and improve the overall sales experience for the Sales team. Stay abreast of industry developments and tooling solutions to ensure Verkada remains at the forefront of sales operations excellence.
  • Performance Analytics and Reporting: Develop and maintain a robust sales performance reporting framework to track progress against targets and identify areas for improvement. Provide actionable insights and recommendations based on data analysis to drive sales productivity and effectiveness. Build self-service tools and regularly review progress to goal with Sales leaders to ensure alignment and accountability.
  • Planning and P&L Management: Collaborate with senior executives, Finance, Sales, and Sales Operations to develop and maintain multi-year divisional operational models to drive headcount, quota capacity, and expense management across the sales divisions. Track performance against those targets and provide accurate and timely reporting, trends, and areas for improvement. Collaborate with Sales leaders to operationalize P&Ls and make high ROI investment decisions that drive growth within cost constraints.
  • Sales Operations Leadership: Partner with the broader Sales and Sales Operations stakeholders to design and implement compensation and incentive programs, segmentation and account strategies, and other programs. Regularly evaluate and adjust programs to support sales effectiveness.
  • Cross-Functional Collaboration: Collaborate with Sales, Finance, Marketing, Product, Supply Chain, and Sales Operations teams to ensure seamless coordination and alignment of strategies and objectives. Partner with cross-functional stakeholders to design and operationalize programs within the Inside Sales organization. Act as a trusted advisor to Sales leadership, providing insights and recommendations to drive business growth, operational efficiency, and profitability..

Requirements

  • Minimum of 6-8 years of experience in sales strategy, sales operations, or a related role, with a focus on Mid-Market or similar segments.
  • 2-3+ years experience in strategy consulting, investment banking, private equity, or corporate strategy highly preferred.
  • Proven leadership capabilities, with experience in managing and developing high-performing teams.
  • Strong understanding of sales operations and technology sales organization operations.
  • Strategic mindset with strong business acumen and the ability to think holistically about sales and financial objectives in order to drive revenue growth.
  • High degree of adaptability and comfort working in a fast-paced, dynamic environment while juggling multiple priorities.
  • Strong analytical skills with the ability to translate data into actionable insights and strategies. Experience with CRM systems (Salesforce) and Excel / Google Sheets are a must; SQL, and BI tools strongly preferred.
  • Excellent communication and presentation skills, with the ability to effectively influence stakeholders at all levels of the organization.
  • Bachelor’s degree in Business, Marketing, Finance, or a related field; MBA or advanced degree preferred.

US Employee Benefits

Verkada is committed to investing in the holistic health and wellbeing of all employees and their families. Our benefits and perks programs include, but are not limited to:

  • Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under most plans and 80% for family premiums
  • Nationwide medical, vision and dental coverage
  • Health Saving Account (HSA) and Flexible Spending Account (FSA) with tax saving options
  • Expanded mental health support
  • Paid parental leave policy & fertility benefits
  • Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
  • Professional development stipend
  • Wellness/fitness benefits
  • Healthy lunches and dinners provided daily

Pay Disclosure

At Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate’s skills and experience, as well as market demands and internal parity. This estimate can vary based on the factors described above, so the actual starting annual base salary may be above or below this range. This estimate is also just one component of Verkada’s total rewards package. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of Restricted Stock Units (RSUs).

Estimated Annual Pay Range

$220,000 - $280,000 USD

Verkada Is An Equal Opportunity Employer

As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.

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