GitLab is an open-core software company that develops the most comprehensive DevSecOps Platform used by more than 100,000 organizations. Our mission makes it clear that we believe in a world where everyone can contribute. We make that possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

The Area Sales Manager (ASM) role is vital in all of our territory selling markets. As the ASM, you will lead a dynamic sales team and help GitLab surpass our growth goals. Reporting to the Area Vice President, you will be responsible for hiring, developing, and leading a high-performing team of Account Executives to meet and exceed sales goals. The right candidate is truly passionate about open-source software and has a proven track record to talk about! This is an exciting opportunity to influence GitLab’s overall success and growth unequivocally.

Senior Area Sales Manager Responsibilities

• Works closely with the VP, Commercial to develop and operationalize strategies for new customer acquisition
• Focuses on selling into new customer accounts within the Mid Market segment which has between 100 and 4000 employees globally
• Develops and executes strategies focused on expanding the client base within the territory
• Recruits and hires top talent onto the team and also invests time weekly to build and engage a pipeline of top talent for potential future hires
• Manages a team of Account Executives; fosters a successful and positive team environment
• Responsible for maintaining and growing accounts within the territory and converting new accounts at acceptable margins
• Accurately forecasts bookings by territory and prioritizes time accordingly
• Effectively engages Channels, Customer Success, Marketing, and Sales resources during the sales process as necessary
• Maintains close contact with assigned accounts by establishing strong relationships with key decision-makers. Develops and maintains a strong executive call plan and relationship with the CXOs & Program level leaders for the account set.
• Utilizes advanced offering knowledge and understanding of the customer’s business to develop customized proposals

Senior Area Sales Manager Requirements

• Demonstrated progressive sales leadership experience; demonstrated progressive experience in leadership roles.
• Consistently achieved bookings targets >$10m in IACV.
• Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
• Experience repeatably selling multi-million dollar deals to Fortune 500 companies as an individual contributor and as a sales leader
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
• Experience utilizing CRM systems and marketing automation systems (such as Salesforce, Clari, Marketo, etc).
• Ability to exercise effective judgment, sensitivity, and creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
• Strong relationship-building and negotiation skills
• Strong presentation skills; Executive level communication skills (both written and verbal)
• Experience with coaching and developing Sales reps and managers
• Proven track record of selling and coaching account executives to sell into new customer accounts
• Ability to travel as needed
• You share our values and work in accordance with those values.
• Leadership at GitLab

Performance Indicators

Sales KPIs

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

1. Mission: Everyone can contribute
2. Results: Fast growth, ambitious vision
3. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
4. Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
5. Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
6. Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
7. Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
8. Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
9. Work/Life Harmony: Flexible workday, Family and Friends days
10. Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.

#LI-BC2

An overview of this role

The Enterprise Applications Administration job family is responsible for the implementation and operational ownership of all Enterprise Applications across GitLab. In this role, you will be part of the Enterprise Applications CRM Systems team, reporting directly to the Senior Manager of CRM Systems. Your primary responsibility will be to maintain the compliance-readiness of our Salesforce systems by ensuring that only approved changes are made in our production environments. This is critical to our compliance efforts and provides a springboard for broader knowledge and responsibility in a Salesforce environment.

Due to the government contract nature of this position and the potential exposure to sensitive government data, only US citizens physically located within the United States will be eligible for the role.

What You’ll Do  

• Technical Delivery:Ability to administer and configure enterprise applications to support GitLab business processes while adhering to SOX-compliant change management.
• Process Improvement: Accomplish improvements to processes that you support. Understanding the impacts of changes recommended and how to translate them into technical requirements. Document updated processes in the company handbook. A proactive attitude to platform enhancements.
• Business Acumen: Understanding of core business processes of quote to cash, record to report, hire to retire, and procure to pay. Motivation for continuous learning in these areas.
• Business Engagement: Engage with your team and stakeholders regarding their business strategy and objectives for automating and optimizing processes using low code / No code approach. Meet regularly with business partners to ensure that the applications are functioning as designed and supporting their needs.
• Compliance: Supports data, security, and legal governance processes and adherence of guidelines between internal business units and systems to ensure efficiency and compliance of technical delivery.
• Project Management: Run small-sized projects that improve our ability to make better data-focused insights or make the company more efficient.
• Solve technical problems of moderate scope and complexity.
• Experience implementing Salesforce configuration changes including (but not limited to): Flow, fields, page layouts, record types, custom settings and Understanding of Salesforce sharing and security (roles, profiles, permissions, OWD, sharing rules).

What You’ll Bring 

• Bachelor’s degree, preferably in Computer Science, Information Technology, Computer Engineering, or related IT discipline; or equivalent experience.
• 2-3 years of experience in a systems administrator role.
• Experience with 3rd Party Tools & App Exchange packages installation & maintenance.
• Hands-on administrator experience: Salesforce,  ETM, Marketo, Clari, Spekit, DocuSign CLM, and Zuora CPQ.
• Minimum 2+ years of experience on the Salesforce platform, including release management, Salesforce Administrator, user management, and implementing technology-based solutions.
• Demonstrated progressive experience in Enterprise Application Operations or Business Systems role.
• Experience with Change sets, Data Uploads & Run debug logs on users.
• Ability to run Developer Console, Run Queries, and Schedule Apex Jobs.
• Public company and SOX ITGC controls experience is preferred.
• Ability to thrive in a fully remote organization.
• Be a self-starter, thrive in a fast-paced environment customer-centric, and have the interpersonal skills necessary to manage business and technology - relationships.
• Exceptional time management and prioritization skills, resilient under pressure.
• Exhibit strong security and confidentiality practices with systems that handle sensitive data.
• Ability to use GitLab.

About the team

The Enterprise Applications team is responsible for GitLab’s critical business applications, including Salesforce, Zuora, Netsuite, and many others. This team will be an important part of GitLab’s ability to scale as an organization. This includes introducing new system features and capabilities while maintaining the existing production environment for scalability and compliance.

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave 
• Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

This position is 100% remote and will be based in Ireland, United Kingdom, Germany or the Netherlands.

An overview of this role

GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR), to join our growing Revenue Marketing team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted Telco Enterprise accounts working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. In this role you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab’s value. You will be responsible for generating qualified meetings and pipeline for the GitLab’s Sales organization. Our BDRs come from a diverse background many have worked closing roles previously or managed teams.

We have an extensive onboarding and training program at GitLab and you will be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you'll do in this role

• Effectively execute outbound prospecting initiatives
• Conduct high-level discovery conversations in target accounts
• Meet or exceed BDR sourced Sales Accepted Opportunity (SAO) volume targets
• Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities
• Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts
• Work to have a variety of touches (call, email, social, etc.) on all prospects in your assigned territory using Outreach.io
• Manage, track, and report on all activities and results using Salesforce
• Participate in documenting all processes in the GitLab handbook and update as needed with your Business Development Manager
• Work in collaboration with Field and Corporate Marketing to drive attendance at regional marketing events
• Attend field marketing events to engage with participants identify opportunities, and to schedule meetings
• Act as a mentor for new BDR hires in helping them navigate their key accounts
• Work in collaboration with Digital Marketing to develop targeted marketing tactics against your assigned target accounts
• Actively partners with the Sales Team to strategically prospect in their respective territories.

We're looking for

• Experience working on Telco accounts
• Fluency in French, Spanish or Italian
• Positive and energetic phone skills, excellent listening skills, strong writing skills
• Meet or exceed daily, weekly and monthly KPIs
• A self-starter with a track record of successful, credible achievements
• You share our values, and work in accordance with those values
• Knowledge of business process, roles, and organizational structure
• Determined personality with a desire to grow and win
• Passionate about being a part of GitLab’s journey
• Proficient in using Salesforce and LinkedIn Sales Navigator
• Previous tech industry experience or experience in sales development, marketing and/or sales is a plus
• Globally we require excellent written and spoken English which is our company language

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave 
• Home office support

About Symmetry

Symmetry Software is now part of Gusto. Symmetry is the payroll infrastructure for software & payroll platforms powering the paychecks of over 64 million workers each year. Our fully integrated suite of payroll tax APIs and software tools allows companies to solve tax compliance issues and build applications across the entirety of the payroll process. 

About the Role: 

We are looking for an Enterprise Demand Generation Marketer reporting directly to the Chief Marketing Officer. This role is responsible for developing efficient and impactful marketing approaches executing lead-generation campaigns that drive new opportunities for our  sales team. You’ll closely partner with our sales team (SDR & AE’s) and own a collective responsibility to build our sales pipeline, with an eye on contracting the sales cycle and boosting ACV within our ICP. 

The ideal candidate for this role has at least 5-7 years of marketing experience in enterprise demand generation from a B2B SaaS, preferably a FinTech, HRTech, or API-first startup, with a proven record of building a sales pipeline. You should be able to lead with a growth mindset, adapt to a fast-paced environment, and exhibit deep collaboration with a sales team. 

About the Team:

The Marketing team at Symmetry is responsible for building brand awareness for Symmetry and generating enterprise b2b demand for our payroll tax compliance solutions. Our team mission is to drive 10x growth and establish Symmetry as a category leading “infrastructure as a service (IAAS)” for people software and payroll platforms. We are building a full-stack enterprise marketing team, including demand generation, product marketing, digital marketing and online presence, sales enablement, analytics and reporting, and lifecycle marketing.

Here’s what you’ll do day-to-day:

• Develop, execute, and report end-to-end demand generation marketing campaigns across multiple channels, including account-based marketing, email, paid ads, partners, webinars, and events.
• Develop ICP-relevant messaging for marketing campaigns in collaboration with Sales, Product, Tax Research, and Client Success teams.
• Utilize existing content and agency to support demand generation goals, including gated content, blog posts, case studies, whitepapers, ebooks & more.
• Build campaigns and improve the marketing funnel and KPIs i.e. Contacts to MQL and Demos to Opportunities Created. 
• Improve our MQL to opportunity conversion by refining messaging and creative for inbound marketing.
• Work closely with the SDR team to break through with our ICP and execute lead-generation campaigns for inbound marketing.
• Work closely with the AE team on sales cycle engagement and/or prospect re-engagement tactics. 
• Develop and execute account-based marketing (with SDR and AE’s) for target  accounts and key partners to drive referrals.
• Evaluate and implement tools aligned with our marketing strategy that increase our efficiency and performance.
• Build and manage relationships with third-party vendors and/or SEO/advertising agencies, HR/payroll industry associations, and content syndication vendors. 
• Manage allocated marketing budget and identify resources to maximize lead gen performance.

Here’s what we're looking for:

• Minimum 5 years of experience developing and executing enterprise demand generation marketing campaigns in B2B SaaS, preferably in API-first companies, FinTech, HRTech or late-stage startups.
• Experience with martech tools such as HubSpot, Salesforce, Google Suite, Outreach, and Slack, and ability to source data for prospecting. 
• An OBSESSION with proving ROI, and an expert in data & analytics 
• Hands-on experience working across different digital marketing disciplines, including account-based marketing, email marketing, event and partnership marketing, CRO, SEO, paid ads, lead generation, and more.
• Excellent project management skills, with the ability to manage multiple projects simultaneously and deliver results on time and on budget.
• Proven to be a succinct writer and clear communicator. 
• Builder mindset who can work individually or enjoys collaboration with others.
• Be proactive in crafting creative campaigns and communicate often with transparency. 
• Strong attention to detail. You can dive into the weeds with your team and pick up on the seemingly small, yet important, details.
• Display grit. We’re an established industry brand but function like a high-growth startup, and will expect you to roll up your sleeves and work hard to provide feedback and get the job done.
• Bias for speed. Activate your growth mindset. We move very quickly, and will expect you to set a similar pace. 

Our cash compensation range for this role is $96,000/yr to $128,000/yr in Scottsdale. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.

About the Partnerships Team

The Partnerships team is focused on driving more customers to the platform through B2B partnerships that can deliver long-term, sustainable customer growth. Additionally, the Partnerships team works closely with different XFN partners in product, sales, success, marketing, etc. to design and execute targeted campaigns and experiments for new and existing professionals on Thumbtack.

About the Role

The Partner Success Manager sits within the Sales organization with an indirect line into the Partnerships team. This role will serve as the primary point of contact for Thumbtack’s strategic and technology Demand partners. The Partnerships Manager role will directly impact the overall growth of the Thumbtack marketplace by creating and maintaining a framework for ensuring that a partner’s business goals, objectives, and needs are exceeded.  Improving the quality of partners on the platform, that provide an exceptional customer experience, while driving revenue for the company. 

Responsibilities

• Manage and proactively engage with a portfolio of Partners (“book of business”) that use our Demand API products, with a focus on Partner retention and Net Retention Growth YoY
• Partner with the various Partnership leads to identify opportunities to drive product adoption, net retention, and overall revenue growth
• Enable co-selling and co-marketing initiatives; including training with our partners and internal sales team to create win/win strategies.
• Manage partner relationships by setting strategic goals, KPIs, and initiatives for continued success
• Drive adoption of best practices to enable Partners to convert and perform more effectively as a Thumbtack partner.
• Provide API and integration guidance with partners and internal stakeholders
• Work cross-functionally with product, sales, success, and marketing teams to define, improve, and execute on our GTM strategy

What you’ll need

• 2-4 years of experience in customer success, account management, partnerships, business development, consulting or similar customer-facing roles
• Demonstrated ability to build strong relationships and deliver a customer-centric solution
• Experience managing a portfolio of accounts that met or exceeded quota or defined KPIs
• Salesforce or similar CRM experience is required
• Technology enthusiast, positively curious, and eager to build and learn
• Proven ability to manage, utilize, and prioritize your time and efforts  

Bonus points if you have

• Experience managing a book of business and “owning” a target
• Experience working for a company offering services through an online Marketplace, and/or SaaS offerings
• Experience selling to, or working with, publishers, content creators, large retailers, SaaS companies, and/or business that operate on revenue share models
• Ability to work cross-functionally within an organization to drive results 
• Understanding of API and technology tools
• Comfortable working in a highly entrepreneurial environment and building new processes from the ground up

Thumbtack is a virtual-first company, meaning you can live and work from any one of our approved locations across the United States, Canada or the Philippines. Learn more about our virtual-first working modelhere. 

#LI-Remote

Description

Sprout Social is looking for a seasoned and strategic leader to head our GTM Systems and Data function. This critical role will oversee the development, implementation, and maintenance of systems and processes that support our go-to-market efforts.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including DoorDash, General Mills, Trello, Make-a-wish Foundation, Edelman, and Blue Cross Blue Shield. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there. 

What you’ll do

• Salesforce Backlog Management:
• Partner with business operations to prioritize and manage the Salesforce backlog on behalf of the Revenue team.
• System Ownership and Optimization:
• Ensure seamless integration between these systems to maximize efficiency and data accuracy.
• Drive continuous improvement initiatives to enhance system performance and user experience.
• Data Governance and Quality:
• Establish and enforce rigorous data governance policies and standards for Salesforce and GTM data.
• Lead data quality initiatives to improve data accuracy, consistency, and completeness.
• Monitor data usage and security to mitigate risks and protect sensitive information.
• Collaborate with data teams to develop data pipelines and analytics solutions.
• Team Leadership:
• Build, develop, and lead a high-performing team of technical experts.
• Foster a culture of innovation, collaboration, and continuous improvement.
• Provide mentorship and guidance to team members.
• Stakeholder Management:
• Collaborate closely with cross-functional teams, including sales, marketing, customer success, and IT, to understand their needs and align technology solutions.
• Build strong relationships with key stakeholders, such as executives, business leaders, and external partners.

What you’ll bring

Sprout Social is looking for someone with a deep understanding of data governance, data quality, and data privacy, with a specific focus on Salesforce and GTM data.

The minimum qualifications for this role include:

• Minimum of 8+ years in a sales operations role with a majority focus on leading GTM systems and data governance initiatives
• Minimum of 5+ years managing teams showcasing excellent leadership skills
• Deep understanding of Salesforce administration, configuration, and customization
• Experience with Gong and Outreach, including data integration and analysis
• Strong knowledge of data governance principles, data quality, and data privacy regulations

Preferred qualifications for this role include:

• Strong communication and presentation abilities, both written and verbal
• Ability to think strategically and solve complex problems

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Experience Sprout’s in-depth onboarding, covering everything from our company mission and values, hearing directly from executives and founders, to deep training on our products and the value that Sprout delivers to our customers.
• Partner with the Vice President, Revenue Operations to define key success metrics for your role and how you will be measured against them.
• Meet your team in 1:1’s to understand current processes and areas for opportunity. 
• Learn Sprout’s current approach to GTM systems and data governance.
• Meet with leaders throughout Sales, Customer Success and IT organizations that share responsibility for accomplishing goals.

Within 3 months, you’ll start hitting your stride by:

• Fully immerse yourself within our current programs and initiatives while developing a point of view on the most effective mechanisms for facilitating project management and documentation.
• Effectively prioritize the needs of the business in order of impact and priority by reviewing the available data and running meetings with department stakeholders.
• Conduct active research leveraging all available tools and data sources to understand brand, culture, KPIs, and success metrics so you can add value throughout your interactions and become a trusted advisor to your team and the company.
• Take ownership of major initiatives already in flight, including among others, data integrity & assurance, and key reporting infrastructure buildouts.
• Collaborate with partners to design the ideal flow of data into and out of GTM systems.

Within 6 months, you’ll be making a clear impact through:

• Measure initial process improvements and make adjustments where appropriate.
• Meaningfully addressed our CRM data integrity issues with a sustainable approach and program.
• Have established a new set of standards for our Sales Operations organization, including system optimization and data governance.
• Have refined a roadmap for improvements in our GTM systems capabilities and begun to execute against top priorities.
• Continue to develop your team, personally and professionally.
• Achieve noticeable improvements in the adoption and effectiveness of the technology stack.
• Meaningfully addressed our CRM data integrity issues with a sustainable approach and program.

Within 12 months, you’ll make this role your own by:

• Being recognized across the organization as a strategic resource and effective communicator.
• Have developed and socialized a roadmap and series of future programs and investments that will shape our Sales Operations team and drive increased scale and leverage.
• By way of your involvement, the department will have matured into an efficient and strategic arm for the company.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity, and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient, and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

This role’s minimum On Target Earnings (“OTE”) is $228,000 USD annually. OTE is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The minimum amount earned is the fixed base salary. 

These ranges were determined by a market-based compensation approach. We used data from multiple sources, including, but not limited to, trusted third-party compensation sources to set equitable, consistent and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application, please email us at accommodations@sproutsocial.com. Include the nature of your request and your preferred contact information. We'll do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g., you send your resume but are not requesting an accommodation). 

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster (2) Sprout Social's Affirmative Action Statement (3) Pay Transparency Statement. 

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software, Inc., and Crosschq, Inc., cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controller’s behalf. Accordingly, if you are located outside of the United States, by clicking “Submit Application” on this site, you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. 

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of theWorld’s Most Innovative Companies for 2023and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.”  SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

Position Overview:

The Senior Business Development Representative (SR BDR) plays a critical role in identifying and qualifying potential new customers by generating leads, initiating contact, and understanding their cybersecurity needs. The SR BDR will leverage the SecurityScorecard platform to showcase its value proposition, helping prospects assess and manage their cybersecurity risks. As a vital member of the sales organization, the SR BDR will collaborate closely with the sales team to ensure seamless handoffs of qualified leads.

Key Responsibilities:

• Lead Generation: Proactively identify and qualify potential clients through channels such as cold calling, email outreach, online networking, and other lead-generation strategies.
• Security Awareness Education: Educate prospects on the importance of a robust cybersecurity posture and the role of SecurityScorecard in managing and assessing third-party risk.
• Needs Analysis: Engage in consultative conversations to understand prospects' business challenges and pain points, identifying how SecurityScorecard's solutions can address their needs.
• Demo Presentation: Conduct compelling demonstrations of the SecurityScorecard platform, showcasing its key features and functionalities tailored to the prospect's specific concerns.
• Sales Qualification: Qualify leads by assessing their needs, budget, authority, and buying timeline to ensure they are a good fit for further engagement by the sales team.
• Data Management: Maintain accurate, up-to-date records of leads and prospects within the CRM system, ensuring data integrity and proper follow-up.
• Collaboration: Work closely with the sales team to facilitate a seamless transition of qualified leads, providing detailed context to support continued conversations and sales efforts.

What Sets a SecurityScorecard SR BDR Apart:

• Deep Cybersecurity Knowledge: Ability to understand and articulate cybersecurity concepts, industry terminology, and trends, effectively communicating SecurityScorecard’s value proposition to prospects.
• Sales Acumen: Demonstrated success in identifying potential customers, building strong rapport, and effectively navigating sales cycles to maximize engagement and conversion.
• Platform Expertise: In-depth knowledge of the SecurityScorecard platform to deliver insightful demonstrations and respond to inquiries about its capabilities.

Qualifications:

• 2+ years of experience in business development, sales, or related roles, preferably within the cybersecurity or SaaS industry.
• Strong communication and interpersonal skills, with a proven ability to engage prospects and build relationships.
• Experience with CRM systems and sales tools such as Salesforce, Outreach.io, or other similar platforms.
• Self-starter with a passion for technology and a keen interest in cybersecurity.
• Team-oriented with a collaborative approach to driving results and achieving goals.

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $65,000 - $85,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. 

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. 

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io.

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. 

SecurityScorecard does not accept unsolicited resumes from employment agencies.  Please note that we do not provide immigration sponsorship for this position.   #LI-DNI

The Role:

The Client Success Manager’s responsibilities include developing strong relationships with clients, connecting with key business executives and driving adoption of our product. Client Success Managers present a client first mentality and advocate for our clients to ensure client growth and retention. This role will also identify new business opportunities among existing clients.

If this opportunity excites you, we encourage you to apply even if you do not meet all of the qualifications.

How You Will Make an Impact:

• Lead point of contact for all client account management matters
• Suggest solutions and innovative ideas to meet client needs
• Develop trusted advisor relationships with key accounts, customer stakeholders, and executive sponsors
• Be the leader and orchestrator during customer escalation situations ensuring responsiveness and speedy resolution
• Build effective business strategy for client’s post launch to enable the long-term retention and growth of the account
• Collaborate with internal teams to advocate for client’s needs, drive adoption, and provide best in class support 
• Clearly communicate the progress of monthly, quarterly and annual initiatives to internal and external stakeholders 
• Forecast and track key account metrics (e.g. enrollment and adoption)
• Analyze data through reports and trends 
• Negotiate contracts and close renewal agreements
• Minimize Churn, anticipating and identifying risks and mitigating them 
• Upsell and cross sell new products and services
  
  

What You Bring to The Team:

• Proven work experience of 5+ years as a CSM or Sales
• Demonstrable ability to communicate, present and influence client C-Level stakeholders 
• Solid experience with Account Management reporting systems, CRM software (e.g. Salesforce or HubSpot), Google Suite, and MS Office (particularly MS Excel)
• Understanding of sales performance metrics or KPIs
• Experience delivering client-focused solutions to client needs
• Availability to travel as needed
• Occasional need to work outside of normal business hours as required to support customers

Nice to Haves:

• HR/Payroll experience

About You:

• You have a client first mentality, always 
• You are solution-oriented and have a can-do attitude 
• You are a great communicator; orally and written 
• You enjoy collaborating with others and are a team player

What We Offer:

• Exceptional health, vision, and dental care
• Opportunity for equity ownership
• Life and AD&D, short- and long-term disability
• Employee Assistance Program
• Employee Resource Groups
• Fun company outings and events
• Unlimited PTO
• 401K with company match

#BI-Remote #LI-Remote

The Role

Addepar is seeking a Deal Operations & Sales Strategy Analyst to join our GTM Strategy and Operations team. This hybrid role will focus on optimising sales processes, supporting deal flow, and working closely with sales leadership to drive operational excellence. You will manage key operational functions across the sales lifecycle, work to improve data integrity and reporting and support strategic sales initiatives designed to accelerate revenue growth.

In addition to being a process-focused operator, you will be a strong collaborator, working cross-functionally with teams like Sales, Finance, Legal, and Product to ensure smooth execution of deals, streamline workflows, and continuously improve performance.

What You’ll Do

• Sales Operations Support: Manage key aspects of the sales cycle, including deal flow, pricing, and approvals. Collaborate with sales, finance, and legal teams to optimize processes and remove friction in the deal-making process.
• Sales Performance & Analytics: Analyze sales pipeline data and key performance metrics, providing insights to leadership on opportunities for growth, process improvement, and resource allocation.
• Process Optimization: Identify bottlenecks and inefficiencies in the sales cycle and implement process improvements to drive deal velocity and sales productivity.
• Cross-Functional Collaboration: Work closely with sales, finance, legal, and product teams to ensure alignment and efficient handoffs between departments throughout the deal lifecycle.
• Reporting & Data Hygiene: Maintain accurate data across systems, ensuring Salesforce and other sales tools are up-to-date. Build and maintain dashboards to track sales performance, deal health, and other key metrics.
• Stakeholder Management: Build strong relationships with key internal stakeholders, guide them through the deal process, address operational challenges, and ensure alignment on priorities.
• Sales Enablement & Training: Create process documentation and train sales teams on best practices, tools, and workflows to ensure effective deal execution.

Who You Are

• Bachelor’s Degree or equivalent experience in a quantitative subject area (e.g., Statistics, Math, Finance, Engineering, Sciences)
• 4+ years in a deal operations, sales operations, or revenue operations role focusing on optimizing the sales cycle. Hands-on experience with Salesforce and sales reporting tools is required.
• Strong quantitative skills, including the ability to analyze large datasets, identify trends, and provide actionable insights to improve sales performance and operational efficiency. Proficiency in Excel/Google Sheets, as well as familiarity with BI tools such as Looker or other analytics platforms, is a plus.
• You understand how operational excellence drives business outcomes and are motivated to continuously optimise sales processes for better efficiency and revenue growth.
• You are focused on improving and automating sales processes to ensure deals are executed quickly and accurately while minimizing manual effort and friction.
• Experience working within Salesforce, CPQ systems, and related tools to track deals, forecast sales, and manage reporting.
• You thrive in a cross-functional environment and can effectively partner with diverse teams to drive initiatives forward. You can influence stakeholders and align teams on common goals.
• You are organized and detail-oriented, and you can manage multiple projects simultaneously in a fast-paced environment. You take ownership of your responsibilities and proactively seek solutions to operational challenges.
• You have excellent written and verbal communication skills and can present complex ideas or data-driven insights to technical and non-technical stakeholders.