About Xage Security
Xage is the first and only zero trust real-world security company. Powered by the Xage Fabric, the company’s Identity & Access Management (IAM), remote access and dynamic data security solutions allow customers to secure, manage and transform operations. With its distributed, scalable and easy-to-operate Fabric, Xage solves the complex digitization challenges of the real-world operations we rely on. Xage customers include leaders in manufacturing, energy O&G, utilities, Space, logistics and transportation.
Xage Security has been recognized as one of the fastest growing tech companies in North America in the recent CNBC’s Top 100 of the World’s Most Promising Start-Ups, and has raised a total of $62 million in venture capital.
About the Role
The Manager of Sales Operations and Strategy is a crucial role for achieving optimal sales performance to exceed the company’s financial goals. Your responsibilities will include reporting and analyzing key metrics of sales performance and setting the strategic agenda for current and future revenue growth with corporate leadership. You will be defining and reviewing compensation plans with the executive team, as well as, designing on-boarding processes for sales operations and go-to-market functions. This position will be involved in key projects and deliverables of the Sales Operations team: yearly business planning, forecasting, board meeting data preparation, pipeline analysis, planning and scheduling quarterly business reviews (QBR’s) with guidance from CRO, go-to-market strategy and execution, addressable market analysis, etc. This position will also coordinate with marketing, product management, accounting and finance departments as end to end sales operation processes are defined, automated, and maintained such as order processing and other sales functions. It is desired that the candidate be based in the San Francisco Bay area region.
You are an analytical rock-star that can balance operations with strategy and planning and not be afraid to ask difficult questions and proactively seek the answers for them. Be inquisitive by nature and drive process improvement in everything you do with a focus of getting details right the first time. You have a hypothesis-driven approach to solving problems and are able to analyze large quantities of data, derive insightful recommendations and confidently present to our senior leadership team. Last but not least, a rolling up your sleeves attitude is very important – Xage is still a startup and a very lean and ambitious company – in our team, we balance the high-level strategic view with actual deep-dive analysis. Xage is in a high growth stage and the sales team is expanding rapidly.
Responsibilities
- Track long term sales data, goals, and objectives such as KPIs, progress to revenue goals, pipeline analysis, and forecasts
- Analyze the health of the business and interpret key performance metrics to derive recommendations and action plans to address areas of opportunities
- Work with accounting to track key revenue metrics such as ARR, NRR, TCV, ACV
- Prepare Board of Directors presentation material (data and formatting) on sales operations and revenue metrics
- Implement and manage business operations such as quoting, order process, licensing renewals, and customer agreements
- Update the corporate CRM (Hubspot) as necessary to reflect business operational changes including development of dashboards and automated workflows
- Lead cross functional projects across product, marketing, service, and finance to achieve sales objectives to include making recommendations for operational changes and investments to improve business outcomes
- Assist marketing teams to operationalize customer outreach methods such as account based marketing and pipeline generation
- Train staff and new employees on operational procedures, sales materials, and technologies (CRM)
- Ensure repeatability in sales functions through training, business process definition, enablement, and deal flow
- Support account management needs of the sales organization as required
- Manage CRO and global sales teams weekly forecasting meetings
Skills and Experience
- Bachelor’s degree
- Minimum 5+ years experience in a sales organization with a track record of increasing responsibility
- Excellent project management skills and experience with business process definition and implementation
- Experience with CRM management software (Hubspot preferred)
- Managing sales pipeline funnel including data analysis for annual and quarterly forecasts
- Strong interpersonal skills with the ability to negotiate, communicate, and present effectively with various departments from individual contributors to corporate executives
- Strong organizational skills to manage multiple projects and tasks simultaneously
- Strong numeracy and analytical skills, including the ability to use Excel, numerical tools and systems
Perks
- Competitive salary and Equity
- Full health, dental, vision insurance
- We will process visa transfers and immigration
- Work with founders and executives closely and participate in all aspects of company building.
- Early stage opportunity in a massive sized market with proven traction and growing rapidly
Awards and Recognition
Xage Security has received numerous awards and recognition, including:
- CNBC: 100 of the World’s Most Promising Start-Ups
- Forbes: Top 25 IoT Startups to Watch 2019
- San Francisco Business Times: Top 10 Best Places to Work for 2019 and 2020
- IoT Breakthrough Awards: 2021 Emerging Company of the Year
- SC Awards” “Best Identity Management Solution” finalist 2022
- Network World: 10 Hot IoT Startups to Watch 2018
- Gartner: Gartner Cyber-Physical Systems Protection Platform and OT Security (2022)
- TSA Certified
