Sales Operations Manager - North America

Job Title: Commercial Operations Manager – North America 

Location: Denver Office​ (Littleton, CO) - Hybrid

Reports to: Head of Global Commercial Operations

Salary: $90,000 - $100,000/year 

Employee status: ​Full-time​ 

Classification: Exempt, Salary​ 

About Cyberhawk: 

Founded in 2008, Cyberhawk™ is the first company in the world to use drones to inspect industrial assets. Cyberhawk’s world-class pilots and inspection engineers complete hundreds of thousands of UAS inspections per year, for 300 customers across 40 countries. 

Today, the Cyberhawk team continues to lead the way in close visual inspections of critical assets, including electrical grids, power generation sites, oil and gas structures and capital-intensive industrial construction projects – while always putting safety at the forefront of our operational excellence. 

Using Cyberhawk’s intuitive, cloud-based visualization software platform, iHawk™, we consolidate diverse sources of inspection data to provide a single source of truth for assets at any scale and translate these findings into actions. We are experts at finding defects in critical energy infrastructure which can impact the environment and the communities our customers serve, and we deliver solutions which are critical to our customers’ ability to document capital intensive industrial sites. 

Cyberhawk is changing the way our industry has operated for 75 years by empowering our customers to harness the full power of their data and visual assets, both integrating into workflows, and sharing this information across their enterprises. This leads to better decisions, faster, saving our customers hundreds of millions of dollars in the process. 

Every employee at Cyberhawk is expected to demonstrate and foster the 5 core values, along with the overarching value of ‘Nae Drama’, that encourage a positive culture within Cyberhawk: 

• One Team 
• Open and Humble 
• Hungry to Grow 
• Show up and Have Fun 
• Own It And Solve It 

About the Team:
The Commercial Operations (ComOps) team is a key part of the wider Sales & Marketing department at Cyberhawk. We are a small but growing team that is looking to expand in line with our company's aggressive growth plans in North America. Although we work most closely with the Sales and Operations teams, we also interact regularly with all areas of the business, including Finance, Health & Safety, Aviation, and Equipment teams. Our existing team is currently based out of Cyberhawk headquarters in Edinburgh, Scotland, so it is imperative that our team members are able to work well remotely and across different time zones. 

About the Role: 
As the Commercial Operations Manager for North America, you will be based in the Littleton, CO office (hybrid) and report to the Head of Global Commercial Operations, who is based in the UK. You will be the main point of contact on all North American bids and tenders, and you will be responsible for the end-to-end administrative process. You will also be responsible for analyzing the commercial viability of opportunities, running analyses of scenarios to drive pricing strategies and decision making. Additionally, you will be responsible for Sales Operations in North America, driving sales cadences, managing our CRM platform, and delivering valuable data insights. This is a great opportunity to take on a lot of responsibility for Commercial Operations in North America and be an integral part of Cyberhawk’s continued growth in the region.

Job Responsibilities:  

• Act as the central point of contact on all assigned bids and tenders, leading and guiding the work of internal stakeholders in the Technical, Service, Sales, and Software Delivery teams: 
  • Manage the end-to-end administrative process and support the team on all assigned bids and tenders. 
  • Monitor and respond to tendering websites, including completion of pre-qualification questionnaires and maintenance of supplier portals. 
  • Support sales process associated with RFPs, RFIs, RFQs and other public and non-solicited bids and tenders. 
  • Source, coordinate, analyze, and produce proposal documents for RFI, RFP and ITT bids. 
  • Draft bespoke content and consolidate sections and/or documents developed by other team members into the required tender format. 
  • Create and maintain standardized proposals and tender documents that are compliant with Cyberhawk brand guidelines.  
  • Report on success/failure ratios and bid/no bid decisions and collate feedback.  
• Carry out cost and pricing analysis and collaborate with relevant internal stakeholders to ensure profitability of bids and proposals. Work closely with opportunity owners to advise on pricing strategies and margins. 
• Ensure compliance with, and assist in development of, proposal processes: 
  • Champion collaboration tools, document management, and version control best practices. 
  • Maintain, make available, and backup master document sets and maintain a library of reusable responses, templates, and processes.   
  • Curate responses to ensure a well-organized bid library is easily accessible and compliant with processes.    
• Lead the North American Sales Operations: 
  • Carry out regular sales cadences with opportunity owners, monitoring sales and revenue pipelines.  
  • Manage CRM system for US sales, ensure data integrity of all stakeholders, analyze sales data, and generate reports to identify trends and opportunities. 
  • Track and analyze key performance indicators (KPIs) to measure sales performance and identify areas for improvement. 
  • Assist in developing sales forecasts and strategic plans. 
• Contribute to lessons learned and continual improvement of the North American Commercial Operations function.  

Required Experience: 

• 2 years of experience in Sales / Commercial Operations or related field. 
• 2 years of Proposals or Bid Management experience with a proven track record of producing winning bids. 
• Experience with analyzing sales pipeline/data, managing a CRM system, and working with sales staff to manage pipeline and optimize performance/processes. 
• Experience with cost/margin analysis and pricing proposals.  
• Advanced skills in Excel and other MS Office applications with a professional understanding of document templates and styles. 
• Proven success operating in an autonomous environment with minimal direct oversight. 
• Outstanding written and verbal communication skills.  
• The ability to generate creative ideas while working both independently and collaboratively.  
• The ability to multi-task and deliver towards tight deadlines in a pressurized environment with varied stakeholders.  
• Excellent attention to detail.  
• A self-starter mindset: proactive and resourceful.  
• Possess a strong work ethic: leading by example and keeping the team informed of changes. 
• Experience in using bidding platforms. 
• Proven ability in planning, producing and delivering compliant proposal documents within a complex global business environment.  

Desirable Experience: 

• Experience in Sales Operations/proposals specific to SaaS. 
• Experience using Salesforce CRM system and carrying out backend optimization.  
• Experience in using graphic design packages (e.g. Canva). 

Additional Details: 

• Eligibility to live and work in the US with high fluency in English. 
• Passport required to be able to train at our headquarters in Edinburgh, Scotland. 
• Be able to access the Littleton office on a regular basis and when required. 
• This position has minimal travel expectations, however, occasional domestic/international travel to other Cyberhawk offices may be required.  
• The successful candidate will be required to complete a criminal background check and reference check during the onboarding process. 

Company US Benefits:  

• Employee medical, dental and vision insurance paid for 100% by the company 
• Basic life insurance, short-term disability and long-term disability covered 100% by the company 
• Other voluntary health benefits – hospital, accident, critical illness and voluntary life insurance
• Paid company holidays, Flexible PTO and Sick time 
• 401k with a 5% company match
• Discretionary Annual Performance Bonus
• Hybrid working
• Complimentary access to LinkedIn Learning to support your development
• Monthly adventure draw
• Employee Referral Program

Cyberhawk is an Equal Opportunity Employer that values equality, diversity, and an inclusive work environment. 

Salary : $90,000 - $100,000