Senior Manager, GTM Sales Operations

Helping careers take flight. Reshaping an industry. Enable your career to be Made on Duck Creek.      

WHO WE ARE:   

Duck Creek Technologies is the intelligent solutions provider defining the future of the property and casualty (P&C) and general insurance industry. We are the platform upon which modern insurance systems are built, enabling the industry to capitalize on the power of the cloud to run agile, intelligent, and evergreen operations. Our modern SaaS solutions help insurers set a new standard and revolutionize how consumers interact with insurance companies.    

Authenticity, purpose, and transparency are core to Duck Creek, and we believe insurance should be there for individuals and businesses when, where, and how they need it most. Our market-leading solutions are available on a standalone basis or as a full suite, and all are available via Duck Creek OnDemand. With more than 1,000 successful implementations to date, Duck Creek removes the IT burden for insurers so they can focus on the business of insurance.   

We have a flock of more than 1,800 employees across the globe and are proud to be a Flexible-First employer. We empower our employees with the choice to work from an office, from home, or on a hybrid schedule. Our flexible-first environment fosters productivity, inclusion, collaboration, and ensures a consistent employee experience regardless of location.   

If working in a fast-paced, rapidly evolving company that is transforming one of the world’s oldest and largest industries sounds exciting, let us know. We are excited you are considering Duck Creek as a future employer and hope you decide to join “The Flock”!   

To learn more about us, visit www.duckcreek.com and follow us on our social channels for the latest information – LinkedIn and Twitter.  

Title: Senior Manager, GTM Sales Operations

WHAT YOU’LL DO:

As a Senior Go-To-Market (GTM) Operations manager you will be a key business partner to the GTM Organization, particularly Software Sales.  You will be a thought leader, collaborating with Sales leadership to design best-practice reporting on Duck Creek’s pipeline, analyze sales data to uncover actionable insight, and build and roll-out processes that facilitate achievement of the Duck Creek GTM Organization’s targets.  You will drive transformation initiatives designed to align the GTM Organization around common objectives and implement change management strategies to facilitate adoption of best practices.

• Designs, implements, and manages sales forecast and pipeline reporting and operational rhythm

• Build and run reports and dashboards in Salesforce.com and Excel to visualize sales pipeline and forecast data

• Extract Salesforce.com data into Excel and other analytics tools to perform analysis on Sales pipeline to uncover gaps and opportunities the Sales organization can address to assist in achieving bookings targets

• Define and measure performance against forecast and pipeline KPI’s

• Design and run regional review cadences for sales pipeline to drive forecast accuracy, data hygiene, and forward-looking planning

• Assists in the management and administration of sales compensation plans, territory planning, and quota assignment

  • Analyze Sales Rep achievement and quota retirement to forecast commission spending and understand if Duck Creek’s Sales Commission Plan is incentivizing desired sales behaviors

  • Design and propose adjustments to Commission Plan and Special Incentive programs to drive Sales achievement of annual bookings targets

  • Analyze Account and Territory models to drive equitable distribution of accounts across Duck Creek’s Sales Directors

• Designs and builds management reporting and presentations

  • Prepare presentations for internal reviews and Board of Directors reviews

  • Collaborate with Sales leadership on Annual Operating Plan buildout and analysis, measure and forecast achievement against Plan

• Partners with senior sales leadership to identify opportunities for sales process improvement

  • Design and roll-out processes which interrogate sales motions, improve efficiency of GTM Organization, and facilitate sales achievement of bookings targets

  • Participate in GTM and cross-functional transformation initiatives, representing GTM Operations and ensuring such initiatives deliver value to the GTM function

  • Design change management strategies for high-impact operational changes which drive transparency and empower the Sales organization to execute effectively

• Perform all other duties and activities as required.

• Act in accordance with and as a good steward of Duck Creek Technologies mission, vision, and core values:

  • Mission: To empower insurers to reimagine the future of insurance

  • Vision: To transform insurance technology, helping insurers be smarter, faster, and more efficient, and ultimately provide the best protection for people and businesses

  • Values: We Prioritize Respect, We Listen, We Care, We Add Value, and We Lead

WHAT YOU'VE DONE:

REQUIRED:

• Four-year college degree from an accredited institution

• Minimum six years in Sales Operations, Revenue Operations, FP&A or related roles

• Strong working knowledge of Salesforce.com, reporting, and dashboard building

• Expert competence in Excel modelling, including fluency in pivot tables, array formulas, and formatting

• Experience collaborating across functions to drive transformation initiatives and cross-functional alignment

• Experience successfully designing and implementing new operational processes

• Experience engaging with stakeholders at senior executive levels

PREFERRED:

• Three or more years business planning and/or strategic planning experience

• Experience in compensation plan design

• Working knowledge of Excel analytics add-ons

• Working knowledge of scripting languages such as VBA and Python

• Working knowledge of analytics tools such as Power BI, SFDC Einstein

Specialized Knowledge, Skills, and/or Abilities:

• Takes initiative, is resourceful, and committed to driving results

• Highly collaborative individual contributor

• Strong business acumen with excellent communication skills - verbal and written

• Comfortable in fast paced environments and thrives under pressure

• Self-starter, and able to quickly understand new processes, methodologies and systems

• Ability to communicate and provide support to the field and sales management on updates/changes to policies

• An ability to balance being detail-oriented as well as seeing the big picture

• Able to work extended schedules during the month and quarter end cycles

• Strong understanding of accounting standards and revenue recognition

• A thorough understanding of typical software sales process

• Strong communication skills, and ability to influence

• Attention to detail

• Ability to work across organizations with disparate needs

Other Requirements:

• Travel: 0-10%

• Special Work Hours: Work extended schedules during the month and quarter end cycles

• Work Authorization: Legally authorized to work in the country of the job location.

WHAT WE STAND FOR:   

Our global company celebrates & leverages the differences each employee brings to the table. Our success is a direct result of an inclusive culture where opportunities to learn from one another occur regardless of title, seniority, or background. This collaborative and team-oriented approach is at the core of how we operate and continuously improve our products, services, and systems.  As such, Duck Creek is committed to providing equal opportunity to all employees and applicants – to recruit, hire, train, and reward employees for their individual abilities, achievements, and experience without regard to race, color, gender, religion, sexual orientation, age, national origin, disability, marital, military, or any other protected status.   

We strive to be an example to the world of inclusion, diversity, and equity in all things – where employees are free to be their authentic selves in the workplace and in the communities in which we live. We believe in leading by example and are proud of the diversity of our team and our shared commitment to our Core Values: We Prioritize Respect; We Listen; We Care; We Add Value; and We Lead. 

To learn more about our inclusive company culture, values, DE&I initiatives, and people, please visit: https://www.duckcreek.com/life-at-duck-creek/.  

Please let us know if you encounter accessibility barriers with our web content by sending an email to [email protected].  

Duck Creek Technologies does not accept, nor will we pay a fee for any hires resulting from unsolicited headhunter or agency resumes.   

#LI-Remote

#LI-HT1

Duck Creek Technologies supports a flexible-first work environment and has employees throughout the United States. Based on a fair and equitable compensation philosophy, we have five (5) United States pay markets based on regional validated survey market data. The expected salary range for this position is between 111,700 and $180,100. This position is also eligible for annual bonuses. The final compensation may vary due to the above listed factors and be determined based on experience and other factors permitted by law. 

We also offer a competitive benefits package that includes:

▸Flexible work environment

▸Medical, dental, vision, life and disability insurance

▸401(k) Retirement Plan

▸Flexible Spending & Health Savings Account

▸Paid holidays, vacation, and volunteer time

▸Employee assistance program and other benefits.

The application window will remain open until the position is filled or until a sufficient number of qualified candidates have been identifie