MuleSoft careers

Senior Manager/Director, Sales Optimization

San Francisco

Sales Enablement & Operations at MuleSoft is transforming how we sell, enabling much larger ASPs and higher win rates.  Our charter is to improve sales productivity, which is arguably the most important metric in our business.  As Senior Manager/Director, Sales Optimization, you will tackle two primary challenges:

Growth & territory planning

You will lead the effort to understand our market opportunity at the account level and ensure that we are efficiently allocating our sales resources against that opportunity.  As we grow, this puzzle is becoming increasingly complex and the stakes for getting it right are going up.

  • Territory Planning
    • Lead our territory planning efforts, working closely with Sales Management, Marketing, and Sales Operations.  
      • You’ll own the end-to-end process, which you’ll need to define
      • Sales Management will own final account assignments and territory sizing
      • Sales Operations owns underlying data quality and implementation in our systems
      • Marketing provides data on account scoring and prioritization
    • Objective is to create balanced territories that creates focus on the highest-propensity accounts and alignment across sales and marketing efforts
  • Growth Planning
    • AE capacity
      • Work with Sales Management to determine how many accounts an AE in a given segment should cover
      • Identify and propose, as needed, changes to our market segmentation
      • Conduct coverage analysis to determine where we we have the most room to grow
      • Suggest the amount of sales headcount that each region can carry
    • Drive alignment on the success model (# opportunities, win rate, average deal size) for each segment
    • Based on this information, bring a perspective to FP&A on the quota capacity for each sales region as part of our annual planning process

 Sales Productivity Analysis

Data provides the foundation for behavior change.  It helps us isolate the best behaviors and provides a reason to change for those who are lagging.  It also helps us drive accountability for important behaviors.  

Our FP&A team puts out core reporting packs on sales performance. You’ll go a level deeper, looking for indications of exceptional or lagging performance and drilling into the root causes of what you find. Your analysis will help focus Sales Management and the Enablement team on the most pressing issues that we need to tackle, from the senior executive level to the regional level.  How you frame your analysis and engage key stakeholders will be as important as the underlying analytical work.

In addition to these responsibilities, you will be the primary interface to our Sales Systems team.  You’ll work with them to ensure that our systems support best practice in the field, and that we can track and report on the right data in Salesforce.com.

This position is a new role.  We’re looking for a leader that can scale a team over time.

Position Deliverables

  • 30 days
    • Complete the sales onboarding program.  Build confidence in how we sell at MuleSoft, our value proposition, and our product.  This foundation will be critical to your long-term success
    • Partner with Regional Enablement Leads to diagnose issues and opportunities in their regions based on the data you see
    • Take over reporting on key regional-level sales productivity metrics
  • 60 days
    • Determine current territory coverage in each subregion and segment
    • Determine ideal number of new opportunities per AE per month by segment
    • Determine ideal territory coverage ratios by segment
    • Review suggested 2018 headcount by subregion and segment with TVPs (Theater Vice Presidents)
    • Publish reports to sales management that the show progress of new hires against both learning objectives and business results
  • 90 days
    • Assess current market segmentation approach and propose any needed changes
    • Review proposed process and timeline for carving territories with TVPs, Sales Ops, and Marketing
    • Propose preliminary targets for # opportunities, win rates, and ASPs by segment
    • Extend reports on the progress of new hires to include the SC, Customer Success, and Services functions

 About You

  • You dig deep in your analysis, not satisfied to settle for surface-level answers
  • You tell compelling stories with data, and know how to use data to create behavior change
  • You are a collaborative leader and strong communicator.  You are able to work with -- and win over -- strong personalities by balancing advocacy with inquiry
  • You look first to yourself for solutions to thorny problems
  • You favor practical, simple solutions
  • You love working with an enterprise sales organization
  • You enjoy being waist-deep in a big Excel model
  • You had a formative career experience at a top-tier management consultancy

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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