Director Sales Operations

Why Join HYCU?  

HYCU is the fastest-growing leader in the multi-cloud Data Protection SaaS industry. By bringing true SaaS-based data backup and recovery to both on-premises and cloud-native environments, the company provides unparalleled data protection, migration, disaster recovery and ransomware protection to thousands of companies worldwide. As an award-winning and recognized visionary in the industry, HYCU solutions eliminate complexity, risk and the high cost of legacy- based solutions, providing data protection simplicity to make the world safer. With an industry- leading NPS score of 91, customers experience frictionless, cost-effective data protection, anywhere, everywhere. HYCU has raised $140M in VC funding to date and is based in Boston, Mass. Learn more at www.hycu.com.  

Overview  

We are looking for a Director, Sales Operations to lead and manage our Global Sales Operations team.  This role will support our sales organization by optimizing sales processes, SFDC design, efficient compensation planning and delivering actionable sales insights to develop a best-in-class sales organization. The ideal candidate has strong experience with Salesforce administration, CPQ, forecasting, and developing sales compensation plans. You will work closely with the sales, marketing, and finance teams to ensure alignment, streamline workflows, and ultimately drive revenue growth. 

If you’re a hands-on builder and thrive in a start-up SaaS environment, this is the perfect opportunity for you.  

Location(s):   

• Boston, MA (Hybrid; 3 days onsite/2 days remote) 

What You’ll Do:  

• Sales Operations: Oversee the day-to-day administration and management of Salesforce including configuration, customization, and data integrity. Develop and enforce best practices and system usage policies to drive high levels of adoption 

• CPQ: Oversee process of configuring, pricing and quoting to HYCU partner and customers. Manages discount approval process, price books, quoting and deal desk function. Team is responsible for reviewing sales orders to ensure they meet approvals and revenue recognition criteria set by finance team.  

• Sales Compensation Planning: Lead the planning, design, and administration of the sales compensation programs, ensuring alignment with business objectives, incentive structures, while meeting budget requirements defined by finance 

• Data Analysis & Reporting: Create and manage reports, dashboards, and analytics within Salesforce and Clari to provide sales performance insights, identify trends, and track compensation metrics to inform business decisions  

• Process Improvement: Identify opportunities to improve sales processes, streamline operations, and enhance Salesforce functionality to support the sales team’s productivity and overall performance 

• Stakeholder Collaboration: Work closely with sales leadership, finance, and HR to align and implement compensation plans. Design monthly analysis reporting and analysis with finance identifying potential gaps and areas of improvement.  Share recommendations with executive leadership every month 

• Sales Compensation Analysis: Conduct regular analysis of compensation plan effectiveness, assess ROI, and make data-driven recommendations to optimize incentive structures 

• Team Leadership: Manage a small group of application administrators and analysts providing guidance, mentorship, and professional development opportunities 

• Training & Enablement: Develop and deliver Salesforce and compensation training materials to the sales team, ensuring they understand system functionality, and reporting tools 

What We’re Looking For:  

• Minimum of 7-10 years of experience in sales operations, with a strong focus on Salesforce administration and sales compensation planning. At least 3 years in a management role is preferred. Experience in SaaS is a must

• Bachelor’s degree in Business Administration, Finance, Information Systems, or a related field. Relevant certifications (e.g., Salesforce Administrator, Advanced Administrator) are a plus 

• Proficiency in Salesforce, CPQ (Deal Hub preferred), Conversational Intelligence, Prospecting/Sequencing Tools, Clari and other sales productivity tools. Experience with integrating custom objects, reports, dashboards, and workflows. Strong Excel skills and experience with compensation software/tools 

• Strong analytical and problem-solving skills, with the ability to interpret data and make data-driven recommendations for compensation planning and sales strategy 

• Ability to create process for driving & generating recurring reports for overall business & performance 

• Experience implementing process & systems improvements that drive sales productivity, improving Salesforce functionalities and capabilities 

• Knowledge of sales forecasting methodologies 

• Experience managing complex projects and prioritizing multiple initiatives to meet business timelines 

• Excellent written and verbal communication skills, with the ability to communicate effectively across all organizational levels 

• Can thrive in a hypergrowth, fast-paced startup environment  

It’s Great if You Have:   

• Certifications: Advanced Salesforce certifications (e.g., Salesforce Certified Advanced Administrator, Platform App Builder) are preferred 

• Industry Knowledge: Familiarity with sales compensation structures in Technology, B2B SaaS environments  

• Compensation Planning Tools: Experience with incentive compensation software is a plus 

• Sales Tech Stack: Forecasting (Clari), Conversational Intelligence (Co-Pilot), Prospecting/Sequencing (Salesloft), Lead Routing (Ring Lead) and experience with other sales tools.  

Attributes of a Successful HYCUer in this role:  

• Hungry, self-starter and strategic thinker who thinks outside the box  

• Takes responsibility and ownership for driving successful outcomes. You’re results-driven with a winning attitude  

• Team player! You have excellent people and management skills to interact with staff, colleagues, cross-functional teams and third parties  

• Hands-on and builders' mentality with an entrepreneurial mindset and intrinsic motivation  

• Obsessed with being customer-focused – We know our customers and are advocates for their voice and point of view across HYCU  

• Intellectual curiosity, always open for continuous learning/growth mindset  

Who We Are:  

Our Core Values: Authenticity, Grit and Empathy are at the heart of everything we do at HYCU. All of us at HYCU take ownership in shaping and contributing to our culture. We pride ourselves in developing an inclusive and diverse company that supports our employees and customers to do extraordinary things.    

"We are at our best when we stay true to our Core Values."~ Simon Taylor, CEO  

What We Offer: 

Come work for one of CRN’s “20 Coolest Cloud Storage Companies of the 2024 Cloud 100.” At HYCU you’ll have the opportunity to build your career with a “Visionary” B2B SaaS company from Gartner’s Magic Quadrant for Enterprise BackUp. HYCU provides an excellent benefits package including Medical, Dental, Vision, Life Insurance, 401K match, generous time off, and more (varies by region). We offer career development programs and an inclusive global culture. All our employees participate in our equity program.