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Director, Sales Operations

  • Mailgun
  • Full time
  • United States
  • 30/05/2021

Mailgun is looking for a Sales Operations Director to join our Business Operations team. The primary goal of the Business Operations department is to facilitate outcomes that customers will find to be valuable to consume, and that Mailgunners will find to be extremely rewarding to build. The Sales Operations Director will help us achieve this goal by empowering our leaders with timely, accurate, and insightful analysis into how well our various sales initiatives are proceeding toward their targets.

This position will work closely with Operations, Sales, and other departments (Marketing, Finance, etc.) to drive our strategy, including identifying enhancements to current technologies in use, increasing adoption, and ensuring full compliance and ease of use. The position will also apply advanced analytical, problem solving and leadership skills while engaging sales team members, and interdepartmental resources in the execution of streamlined sales processes.

The primary responsibility of this role will be to lead the design, deployment and maintenance of sales-focused reports and analytics that align with accomplishing our quarterly and annual revenue goals. You will be a key member of the Operations team and act as a cross-functional strategic advisor on the analysis of metrics related to sales productivity and effectiveness. The ideal candidate loves data, analytics, and has a passion for process improvement. The primary objective is to improve business function.

  • Develop, drive, and enhance ongoing reporting efforts of sales performance data and critical metrics.
  • Support sales enablement including sales leadership development, on-boarding, sales process, and field communications.
  • Forecast and pipeline management
  • 1st line of support for sales teams
  • Works closely with customer success teams on renewal operations, renewal management
  • Orchestrates and facilitates the weekly Sales Flash with the Sales Management team
  • Manage Quoting Software (Salesforce CPQ) to reduce friction and drive product and pricing compliance.
  • Partner with departments throughout the organization to develop and maintain approval processes for non-standard deals.
  • Oversee commissions and quotas
  • Support ad-hoc reporting needs and conduct in depth analysis as needed; identifying, analyzing, and interpreting trends or patterns in complex data sets.
  • Provide informed recommendations on how to improve data quality.
  • Partner with Sales Management on delivering recurring forecasting and pipeline reviews.
  • Attends sales management meetings on a regular basis to provide updates on relevant Sales & Services


  • Bachelor of Science Degree in Mathematics, Physics, Economics, Computer Science, Statistics or other quantitative fields
  • 5+ years of experience developing and delivering quantitative sales metrics, preferably within software industry.
  • Proven reporting, analysis, and dashboard creation skills
  • Extremely proficient in Excel
  • Proficient-level user in relational databases, SQL queries, and business intelligence software
  • Adept at presenting findings in a compelling non-technical manner
  • Process oriented, but flexible around business needs
  • Ability to provide consultative input to management regarding performance and productivity analysis and suggest optimal solutions
  • Must have a sense of urgency and excellent time management skills
  • Expertise in deal structuring
  • High level understanding of GAAP revenue rules
  • Expertise in designing commissions plans
  • View on forecasting and an overall operating cadence
  • Expertise in sales analytics and reporting
  • (Quota deployed / productivity per head / capacity / pipeline build/ activity / forecast accuracy / tenure / cross sell % / customer retention rates / win rates)
  • Prior experience of managing Sales Operations
  • Administrative expertise with SalesForce
  • Experience leading SalesForce implementation
  • Strong project management skills
  • Results oriented with strong decision making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines
  • Ability to evaluate office production and procedures and create processes to manage workflow
  • Must have a sense of urgency and excellent time management skills
  • Excellent people management skills -
  • Manage up and down
  • Troubleshoot and work with sales teams
  • Patient listener, who respects the opinions of others and can comfortably implement a project plan or ideas different from their own
  • Capacity to see and work both broadly and deeply within the organization


  • KEEPING YOU HEALTHY: Mailgun offers 100% employer paid comprehensive medical, dental, and vision plans (US). We offer a variety of supplemental plans to meet your individual needs and provide access to telehealth for all participants.
  • KEEPING YOU BALANCED: Mailgun provides free virtual counseling resources through our Employee Assistance Programs. Your mental health is as important as your physical health.
  • FINANCIAL SECURITY: We offer an employer match for 401k participants to help you plan for the future (US).
  • TAKE A BREAK: We believe performance at work requires balance at home. This is why we provide 5+ weeks of time-off to all employees.
  • FAMILY PLANNING: We know that families can be built in a variety of ways and this is why Mailgun offers paid parental leave and family planning support.
  • WORK WHERE YOU ARE: It’s not where you work that matters. This is why we provide flexible remote work offerings for most of our roles

    Mailgun embraces diversity and equal opportunity in all aspects of our business. We are committed to building a company that empowers individuals from diverse backgrounds and values diversity of thought as a beacon for performance. The more inclusive we are, the better our work will be.

    About Mailgun

    Mailgun is the leading API-based email delivery service to send, receive, and track email. Since our start in 2010, Mailgun has delivered innovative technologies to the email space for the benefit of technically progressive companies around the globe. In October 2019, Mailgun furthered this initi...

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