Director, Sales Operations - EMEA
London, UK
2d ago

Who We Are

Samsara is the pioneer of the Connected Operations Cloud, which allows businesses that depend on physical operations to harness IoT (Internet of Things) data to develop actionable business insights and improve their operations.

Samsara operates in North America and Europe and serves more than 20,000 customers across a wide range of industries including transportation, wholesale and retail trade, construction, field services, logistics, utilities and energy, government, healthcare and education, manufacturing and food and beverage.

Our team has raised $930M from Andreessen Horowitz, General Catalyst, Tiger Global, Dragoneer, AllianceBernstein Holding LP, Franklin Templeton, General Atlantic, Sands Capital Management and Warburg Pincus LLC.

At Samsara, we welcome all. All sizes, colors, cultures, sexes, beliefs, religions, ages, people. We depend on the unique approaches of our team members to help us solve complex problems.

We are committed to increasing diversity across our team and ensuring that Samsara is a place where people from all backgrounds can make an impact.

About the role

Samsara has seen huge growth over the past six years - we're now at 1,200+ people, and our 20,000 customers have 500,000 vehicles and assets connected worldwide.

Last year, we were valued at $5.4 billion and hit $300 million ARR.

Here in EMEA, based out of London, we are significantly increasing our headcount in 2021 to grow the business in line with the US.

It’s an exciting time to come onboard - we have the pace and progression of a scale-up with the backing and rewards of a big US tech company.

This key senior leadership position will build and scale our Europe revenue-generating operations. The right person for this role is passionate about scaling high-performing sales organisations, leading others through change, and being a part of a fast growing company.

This role is ideal for a Sales Ops leader with experience of hyper growth businesses. In return, you’ll be a major player in a San Francisco-based enterprise firm with huge plans to expand outside the US.

Key Responsibilities

  • Reporting and analytics on key metrics to understand sales performance and guide the direction of Europe Enterprise, Inside Sales & ADR organizations.
  • Define, build, and maintain the source of truth for all key sales performance metrics including deal size, deal cycle time, win rates, and othersProvide analysis to assist sales management with performance coaching responsibilitiesDefine pipeline targets and track progress to goal, identifying areas of strength / weakness and propose solutions to ensure pipeline coverage goals are metDeliver key insights on quarterly and annual forecasts, and territory planning topics

  • Strategy and Planning for Europe Sales Partner with the Sale Strategy & Planning team on the annual and quarterly planning processes, including advising and executing on on headcount, productivity assumptions, and new market entryLead the analysis to advise on new market entry & strategy, including understanding the total and sales addressable markets and unique operational considerations for each marketMonitor execution against approved sales plans including comparing actuals to plans for sales productivity and headcount goals, identifying areas that require further investment and areas to accelerate growth
  • Sales policy, support, and process improvement Partner with the global sales operations organization on policy changes including the global sales rules of engagement, sales segmentation, and other sales policies.
  • When appropriate resolve policy disputes at the lowest levelProvide daily sales support to the sales and ADR teams, include help desk requests, custom quote edits, deal approvals, and error resolutionIdentify areas for new process implementation or existing process improvements;
  • work with the appropriate sales operations and cross functional teams to implement solutions; lead process change communications with the sales team

  • Enhance cross functional partnership and drive strong communication Serve as a thought partner to the VP of Sales, Europe, standing in during meetings and speaking on their behalf when necessaryLead organization-wide, cross-functional project teams;
  • provide ongoing visibility to the rest of the company on organization goals and progress-ensuring cross-functional alignment.

  • Communicate with stakeholders while helping to prepare meeting decks, high-level presentation decks, and other high-value collateral;
  • owning memos, presentations, and emails for internal and external audiences

  • Additional Projects Become an extension of Europe Sales leadership and act as a go-to liason, helping the VP execute the department’s highest priorities on a given day or week while working on longer term special projects and strategic initiatives.
  • Execute important projects for the Inside Sales organization that will help the org scale and operate more efficiently. Examples of projects may include learning and development programs, change management plans, creating sales-wide dashboards, talent reviews, staffing strategies, running quarterly business reviews, SKO planning etc.

  • Leadership Hire, develop, and lead a team of sales operations professionalsBe a part of the Europe senior leadership team and be a senior leader within the Sales Operations team
  • Qualifications

  • 10+ years of work experience, 5+ years of experience in a sales operations leadership role in a high-growth B2B SaaS company or similar role such as Business Operations, Strategy, or Planning;
  • experience leading the European market entry for a US-based company is a big plus

  • 5+ years of direct leadership and hiring experience for sales operations, business operations, or similar teams
  • MBA preferred but not required
  • Experience working with and / or leading strategy & direction for 50+ person sales orgs
  • Experience working with senior and executive leadership
  • Ability to navigate through and communicate complex ideas effectively - verbally, in writing, and presentations
  • Advanced decision-making skills, including ability to be proactive and adapt quickly
  • Strong people and thought leadership; ability to develop, mentor and coach others
  • Ability to thrive in an action-oriented, fast paced, cross regional, diverse, and dynamic work environment
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