MuleSoft careers

Regional Sales Operations Manager


MuleSoft is looking for a Sales Operations Manager to work closely as a business partner with the regional sales organization and field leadership. This position reports to the Vice President, Sales and Financial Operations and is a key enabler of deal formation and execution with a focus on minimizing sales cycle times while optimizing revenue, profitability and market share. Acting as a “deal quarterback,” the Sales Operations Manager will assist with product selection, constructing deals, drafting order forms and exception handling. Additionally, s/he will be expected to accelerate decision-making by proactively facilitating reviews, escalations and approvals.
Goals for your first three months:

30 days:

  • Develop a strong understanding of MuleSoft’s business model and product offerings
  • Establish close partnership with the regional field organization to ensure appropriate level of engagement
  • Master MuleSoft’s bookings policy and price book in order to provide appropriate guidance and ensure compliance
  • Become up to speed with the tools, systems and methods we use to track opportunities, quotes, pipeline and activity
  • Learn our process to close deals, provision products and onboard customers

60 days:

  • Provide deal support, operating at the same cadence and urgency as the field
  • Manage all regional quote/order form flow through the approval process, ensuring sales leadership is aware of approval needs so that deals make it through the process expeditiously
  • Answer questions around deal structure and approval process
  • Provide booking guidance, helping the field understand the booking policy and how it affects their bookings and commissions
  • Provide overall support to operate within the discount limits and to exception handling process
  • Build expertise and analytics around discounting benchmarks to assist with deal pricing
  • Actively participate in all regional deal reviews

90 days:

  • Become a key member of the regional leadership team, driving operational alignment across key functions of the business
  • Offer expertise and assistance in the construction of quotes and order forms
  • Facilitate reviews, escalations and approvals for exceptions, and offer deal intelligence to assist in decision-making
  • Provide guidance on deal structuring to maximize ACV and entitle customers for maximum success
  • Ensure end-to-end operational support for the region, providing Legal, Accounting and Product support
  • Help ensure reps are selling the right, latest mix of products
  • Help with territory alignment and analysis in region
  • Improve our process effectiveness in territory planning, including the development of tools, analyses and reporting
  • Work with a cross functional team (Sales Ops, Sales, Marketing Ops) to ensure account prioritization based on GTM
  • Aid in territory disputes and resolution
  • Work with the data stewardship team to ensure that the regional account data in our systems is clean, deduped, properly categorized, enriched and assigned to appropriate owners
  • Create and deliver ongoing enablement for the region with the Global Sales Operations team to ensure all Sales functions are aligned and optimized
  • Build dashboards to assist regional management and ensure global reporting and analytics integrity

 The ideal candidate will have:

  • Deep understanding of enterprise software business, particularly with a solid background in subscription model for both Cloud and on-premise modalities
  • 5-8 years of relevant Sales Operations experience in a prominent enterprise software company with progressive track record
  • Proficiency in overall construct of software license, services and renewal deals; prior deal desk experience is a plus
  • Ability to navigate internal resources to obtain advice and guidance on deal construction
  • Ability to communicate and provide support to field and sales management on policy updates and best practices
  • Ability to organize priorities for field and sales management
  • Ability to take initiative in driving operational processes while maintaining global integrity and consistency
  • Strong experience with, CPQ and other sales-related systems including data enrichment tools
  • Remarkable intellectual curiosity to regularly challenge the status quo
  • A “do whatever it takes” attitude to affect change
  • Ability to balance being detail-oriented and seeing the big picture
  • Ability to work extended schedules during the month and quarter end cycles  
  • Highly responsive and thrives in a fast-pace environment

 About Our Benefits

  • Equity and generous Employee Stock Purchasing Program
  • Unlimited vacation
  • Regular opportunities to participate in charitable activities
  • Annual MeetUp, our company-wide offsite to learn, grow, and connect
  • Competitive medical, dental, and vision benefits for you and your family
  • 401(k) and pre-tax health insurance, dependent care, and commuter benefits (FSA)




About Us

Our mission is to help organizations change and innovate faster by making it easy to connect the world’s applications, data, and devices. MuleSoft's Anypoint Platform is at the heart of the applications and services you use every day, like Spotify and Salesforce, from Global 500 corporations to emerging companies in approximately 60 countries. Hiring the best and brightest people is our number one priority—our people define our culture and our future. We’re committed to providing an equal opportunity workplace where everyone is supported and inspired to fulfill our mission and build a successful company together. One of the fastest growing software companies, now with 18 global offices, we’ve been named the #1 Top Workplace in the Bay Area and a best place to work five years in a row—but we’ve barely scratched the surface. We need fiercely determined people to help us take on this challenge. Join the team!

To all recruitment agencies: MuleSoft does not accept unsolicited agency resumes. Please do not forward resumes to MuleSoft employees or to any other company location. MuleSoft is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the company. MuleSoft provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. MuleSoft complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. MuleSoft expressly prohibits any form of unlawful employee harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of MuleSoft employees to perform their expected job duties is absolutely not tolerated.


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