Director of Sales Ops

Remote, USA /
Sales /
At Density, we build the infrastructure necessary to measure how people use space. The result of distributing this platform is lower emissions, less waste, better access, safer buildings, and better designed cities. It is a long term pursuit and one we could use your help achieving.

Amid unprecedented uncertainty in the broader market, Density has tailwinds and is poised for tremendous growth. As Director of Sales Operations, you'll design and build our foundation for scale. Working in close partnership with Density's VP of Sales and VP of Finance, you'll shape everything from commission structures and territory plans, to sales enablement resources and new-product pricing. We’re looking for an enthusiastic teammate that can scale the dynamic range for day to day Sales Ops needs through to strategic and programmatic design.

Pop Quiz 
Density's net dollar retention is better than most top-performing SaaS companies. Density's current net dollar retention is:

(a) 109%
(b) 143%
(c) 202%
(d) 300+%

If you're a business-minded quant or sales operations guru who loves this kind of metric, read on... We'd love to speak with you — and we may even tell you the correct answer :)

In this role, you will:

    • Act as a strategic partner to Density's VP of Sales
    • Build new sales processes to scale Density by 10X in the coming 12-18 months
    • Apply analytical rigor to determine ideal customer profiles and market segments
    • Establish scalable, rationalized and effective market segmentation for named account lists and sales territories
    • Lead sales performance reporting and forecasting
    • Assist senior leadership with reporting and strategic insights for board meeting preparation
    • Analyze sales, channel and top-of-funnel data to make recommendations to senior leadership on optimizing our go-to-market strategy for existing and new initiatives
    • Put in place a process and resources for Salesforce administration, including but not limited to managing user roles & permissions, workflows and automations that streamline sales processes, dashboards & reporting, etc.
    • Manage sales data integrity across all tools and platforms (such as Salesforce, etc.)
    • Onboarding and perpetual training for the team
    • Coverage planning across territories
    • Determine appropriate performance measurements and programs
    • Act as the primary POC for the flow of information to the team on roadmap and feature availability

Background & Qualifications

    • Demonstrated ability to apply analytical rigor to solve complex business problemsHighly detail oriented
    • Willingness to take on any task and creatively solve problems quickly and efficiently
    • Speaks fluently in SaaS metrics
    • Experience acting as a Salesforce Administrator preferred
    • Advanced Excel/spreadsheet skills
    • Decent data viz (board ready slides)
    • SFDC admin experience mandatory
    • Deep experience with SFDC workflows, calculated fields, custom reports
    • CPQ tool experience — nice to have
    • Experience creating and managing compensation plans that incentivize desired behavior/outcomes - what works, what doesn't
    • Willingness to push back on account execs (hold firm to the guardrails we have in place for discounting and terms)
    • Strong academic background; degrees in finance, economics, business administration, or equivalent experience preferred
    • 5-7 years of relevant experience
    • Experience in a startup environment preferred