Sr. Director, Sales Operations

| Greater Denver Area
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Nylas is a pioneer and leading provider of universal communications APIs that allow developers to quickly connect their applications to every email, calendar, or contacts provider in the world. Over 40,000 developers around the globe use the Nylas communications platform to process over 1.2 billion API requests and 15TB of data per day from providers such as Gmail, Microsoft Exchange, Outlook, Yahoo! and more. 

 

Who We Are

 

Nylas was founded in 2013 and has raised over $175M to date from Tiger Global, 8VC, Spark Capital, Slack, and more; as well as individual investors including Patrick Collison, Co-Founder and CEO of Stripe, John Collison, President and Co-Founder of Stripe, Sebastian Siemiatkowski, CEO of Klarna, and Tony Fadell. Developers around the world use Nylas to quickly and securely build email, scheduling, and work automation features into their applications. Nylas customers include Upwork, Wix, Freshworks, Lever, Dialpad, Ceridian, and Move.com.

 

People First

 

Nylas is a BIG advocate for the well-being of its employees, which is why we have embraced a People First philosophy. It's about give more autonomy and flexibility to our employees. It's not about when, where or how the work is accomplished; it's about adopting a mindset of velocity and trust when tackling the work. It's about respecting individual working styles, disabilities, and personal schedules, but also ensuring everyone has a better work-life balance. The outcomes will always be more important than the physical location.


Nylanauts have the ability to decide the best workspace or environment that will result in more ideas, engagement, creativity, focus, collaboration, and productivity. Why? Because we want our employees to be great; because we are focussed on being a high-performing team. To achieve this mission, we remove barriers and offer more autonomy. So, Nylanauts are encouraged to find those environments that inspire them to be great. This means Nylanauts can work from the slopes of Montana or from the beaches of Italy.

 

And if Nylanauts want to work from an office in one of our hubs (San Francisco, Denver, New York City, Toronto, and London), they can! The workspace is there to be utilized.

 

So, if you’re looking to join a fast-growing company with a beloved, daily-use product, and an authentic mission that puts people first, we want to meet you. Want to know more? Check us out on Comparably and Great Place to Work!

 

Recent Awards:


Fastest Growing Companies (Inc 500)

2020 Great Place to Work (Great Place to Work)

2020 Best Places for Professional Development (Comparably)

2020 Happiest Employees (Comparably)

2020 Best Companies for Compensation (Comparably)

2020 Best Companies for Perks & Benefits (Comparably)

2020 Best Companies for Work-Life Balance (Comparably)


The Role:


Nylas is searching for a Sr. Director, Sales Operations to scale our team through our next phase of growth and beyond. You will shape a talented team of sales professionals across Sales Development, Sales Enablement, Sales Operations. These teams all play a significant role in how we achieve our sales targets each month. This role will help drive Nylas’ sales strategy and continue to scale our growth through leveraging these teams in various ways as we grow better upmarket and downmarket.


Reporting to the Chief Revenue Officer (CRO), the Sr. Director, Sales Operations will help increase sales productivity through the creation and implementation of innovative, long-term, sales solutions that meet client acquisition and growth goals and deliver strong returns on investment. We’re looking for a data-driven, strategic and results-oriented individual who can conceptualize, design and execute programs end-to-end. Someone who will bring creativity, experience and a sense of urgency to drive sales execution, key initiatives, and the team forward. 


A successful candidate must be a strong leader, winning others’ respect through professional excellence, technical competency, personal integrity, commitment, and enthusiasm for company goals, objectives, actions, and values. This person must also inspire and motivate others naturally and continuously can create an inclusive team environment that fosters trust and a sense of empowerment through passion, humility, and intellectual curiosity!

What You'll Do:

  • Partner with the legal team to have a deep understanding of the benefits of Sales including Revenue Operations, Sales Development, Sales Operations, and Sales Enablement
  • Coordinate sales forecasting, planning, and budgeting processes used within the Sales organization
  • Provide leadership and guidance to the Sales teams both strategically and tactically on how to optimize our GTM strategy and align with Product and Engineering on how best to represent and position our Products in the field
  • Support salesforce quota assignment and ensure optimal allocation of quotas to all sales channels and regions of interest for enterprise and commercial prospect and customer portfolios
  • Analyze historical and potential future resource allocation & territory assignments to ensure maximization of booked and retained business
  • Drive sales adoption of sales processes and methodology through onboarding new employees and reinforcing them throughout organization
  • Lead initiatives as needed to drive Sales strategies forward with executives, peers and key stakeholders while fostering close, cooperative relationships with these individuals
  • Drive efficient contract administration and records retention, balancing the needs of stakeholders; extract meta-data to improve renewal rates and the client experience
  • Proactively diagnose the sales organization’s analytics requirements; design and deliver reporting to meet these requirements while providing cross-functional revenue leadership recommendations
  • Recommend revisions to existing strategy and processes either through the better use of existing tools or implementation of new and improved process and/or tools
  • Monitor the assigned sales organization’s compliance with the required standards for maintaining CRM data and drives the team’s Salesforce Administration
  • Develop standards of performance and specific actions that drive sales activities at the territory level consistent with pre-defined success criteria for the sales organization, track and report on these activities periodically
  • Assess the learning needs of the sales force and delivers effective sales enablement learning and coaching solutions
  • Provide input to senior leadership in the development and administration of sales incentive compensation programs. Working with Accounting, and Finance, assists with sales and customer retention incentive compensation on an as-needed basis

What You'll Bring

  • 10+ years of experience in Account Management, Sales Operations, Sales Management
  • 5+ years in a leadership capacity where you have built and scaled a team of 50+ and a business beyond $50M ARR
  • Extensive experience in high-growth, fast-paced B2B SaaS environments
  • Experience in closing high value solution sales in complex SaaS products
  • A deep understanding of customer needs to design sales processes which solve for customers first
  • Drive Sales and broader Revenue productivity through developing and optimizing processes and systems
  • Partner closely with Sales and Solutions Engineering to define customer adoption, growth and success strategies aligned to Nylas business objectives.
  • Deliver core business metrics, reporting, and analytics, including pipeline, bookings, lead funnel & churn analysis
  • Experience developing GTM motions and strategies that apply to both large customer acquisition and low touch small customer acquisition
  • Experience leading PreSales or worked closely developing PreSales strategy and building overlay sales functions that help accelerate sales of a specific product
  • A strong track record of overachieving sales targets in a high velocity, high-growth business focused on customers that range between 1 and 2,000 employees
  • A curious mindset with a strong desire to leverage creative problem-solving skills to develop new ideas and revenue opportunities for the organization
  • Experience using and administering Salesforce
  • Experience in managing net new business sales in both software and services/solutions
  • Experience managing or partnering account management resources that drive incremental revenue in both software and services/solutions
  • Excellent forecasting, reporting, communication skills
  • A proven playbook for for hiring, coaching, and mentoring successful teams
  • Bachelor’s degree required; Master’s degree strongly preferred

Perks/Benefits

  • Unlimited Paid Time Off (PTO): we take this very seriously as we care about the well-being of our employees
  • Healthcare: 90% of medical, dental and vision coverage for you and your family
  • Retirement Plan: 401k & RRSP with a company match (super rare for a startup)
  • Holidays: 14 paid annual holidays (New Year’s Day, Family Day, President’s Day, Good Friday, Indigenous People's Day, etc)
  • Education Stipend: annual education & development benefit
  • Paid Parental Leave: 12 weeks parental leave (maternity & paternity)
  • Voting/Election PTO: 4 hours of paid time off to vote in person or volunteer at a polling place

Nylas is registered as an employer in many, but not all, states. If you are not located in or able to work from a state where Nylas is registered, you will not be eligible for employment. Visa sponsorship may not be available in certain remote locations.


Nylas is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also EEO is the Law.


Compensation range:

$200,000 - $260,000 + equity

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Location

The Nylas office is in the heart of downtown Denver! The office is easy to get to with Union station being just a quick 2 minute walk.

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