Director, Sales & CS Operations

At PitchBook we are always looking forward. We continue to innovate evolve and invest in ourselves to bring out the best in everyone. Were deeply collaborative and thrive on the excitement energy and fun that reverberates throughout the company.

Our extensive learning programs and mentorship opportunities help us create a culture of curiosity that pushes us to always find new solutions and better ways of doing things. The combination of a rapidly evolving industry and our high ambitions means theres going to be some ambiguity along the way but we excel when we challenge ourselves. Were willing to take risks fail fast and do it all over again in the pursuit of excellence.

If you have a good attitude and are willing to roll up your sleeves to get things done PitchBook is the place for you.

About the Role:

As the Director of Sales & Customer Success (CS) Operations at PitchBook you will play a pivotal role in driving the efficiency effectiveness and scalability of our sales and customer success efforts. Treating people and teams within the Sales & CS departments as your primary customers and treating our systems as your products you will lead a team with the goal of optimizing and automating sales and customer success operational processes with tools data and analytics to efficiently and effectively drive PitchBooks overarching business goals.

In this role you will define and drive the vision mission strategy and roadmap for Sales & CS Operations (Sales Ops) with the goal of aligning your people processes and technologies to empower enable support and drive operational efficiency and scale for our Sales and CS doing so you will treat Sales Customer Success and all users of the tools systems and analytics built within Sales Ops as your internal customers overseeing teams with three primary capabilities:
1) Sales Operations that enable & empower your internal customers with timely and exceptional support for configuration and administration of and training on the tools that drive their day-to-day work (e.g. etc.).
2) Sales Platform that identifies delivers automates integrates optimizes and maintains all tools code / low-code and systems that improve operational efficiency for your internal customers.
3) Sales Intelligence that utilizes data generated by our operational systems to deliver analytics dashboards and reports offering data-driven insights guiding tactical decisions and informing strategic direction.

Reporting to the Senior Director Revenue Operations and working closely with the Chief Sales Officer (CSO) Chief Customer Officer (CCO) and our Sales & CS leadership you will identify Sales & CS needs. Blending your knowledge of sales & customer success practices and outcomes with your deep knowledge of the wide array of tools and technologies available to meet those needs you will work with Enterprise Technology leaders to devise sustainable technical solutions to complex sales customer success and business problems while collaborating closely with cross-functional teams and other Revenue Operations leaders.

Primary Job Responsibilities:

• Own the vision and strategy for Sales Operations and collaborate closely with other Revenue Operations groups to achieve that vision
• Own and drive our Sales Operations roadmap using well-aligned strategic initiatives to increase the efficiency productivity and scalability of Sales & CS teams
• Foster a customer-centric product-oriented culture in Sales & CS Operations. Employ Product Management methodology in our Sales & CS tools and systems build teams that think strategically and devise intuitive enterprise experiences that delight our internal users in the Sales & CS departments
• Establish responsive and support-oriented Operations teams that improve business operational processes and enable business teams with training support configuration and administration of Sales & CS enterprise systems
• Oversee the our Sales Platform as a product ensuring your group establishes the roadmap priorities and requirements necessary to deliver value for your internal customers via configuration automation and integration for Sales & CS enterprise systems (e.g. Salesforce Catalyst etc.) ensuring efforts are aligned across Sales Operations and other Revenue Operations systems while meeting compliance requirements (SOX ITGC)
• Identify prioritize and manage our roadmap of dashboards metrics and KPIs that enable data-driven insights and data-oriented management and tracking of Sales Operations
• Deeply understand your internal customers (primarily PitchBook sales & CS teams and team members) needs and ensure our Sales Operations roadmap is focused on driving the most critical and impactful work for those teams
• Continuously assess and refine sales & CS processes to improve efficiency scalability and effectiveness
• Lead and build the Sales & CS Operations team providing direction mentorship and support to ensure operational excellence and alignment with business objectives
• Collaborate effectively with Sales Marketing Customer Success Customer Support Program Management Finance and Enterprise Technology leaders and teams to deliver business value
• Stay abreast of industry trends emerging technologies and best practices in revenue operations and revenue management to drive innovation and competitive advantage
• Support the vision and values of the company through role-modeling and encouraging desired behaviors. Foster a culture of collaboration accountability and continuous improvement within the Revenue Operations team and across the organization
• Participate in various company initiatives and projects as requested

Skills and Qualifications:

• Bachelors degree Business Administration or related field; MBA preferred
• 5 years of experience being accountable for company-wide vision strategy and roadmap in Sales or Customer Success Operations
• 8 years of experience in Sales Operations including experience owning systems implementation and automation
• Deep understanding of sales or customer success processes including the enterprise systems supporting them and the analytics necessary to manage and track their efficacy
• Strong leadership and management skills with experience leading and developing high-performing teams in a fast-paced and dynamic environment
• Strong understanding of product management methodology and experience applying it in practice to understand customers gather requirements build and maintain a roadmap and manage enterprise systems
• Extensive experience with CRM systems (e.g. Salesforce Catalyst) data platforms (e.g. Snowflake) and analytics tools (e.g. Google Analytics Tableau)
• Extensive experience working with program management for cross functional initiatives and leading/sponsoring programs
• Excellent analytical and problem-solving skills with the ability to translate data into actionable insights and recommendations
• Exceptional communication collaboration and influencing skills with the ability to build relationships and drive alignment across cross-functional teams
• Highly organized and detail-oriented with the ability to manage multiple initiatives projects and priorities simultaneously

Benefits Compensation at PitchBook:

Physical Health

• Comprehensive health benefits
• Additional medical wellness incentives
• STD LTD AD&D and life insurance

Emotional Health

• Paid sabbatical program after four years
• Paid family and paternity leave
• Annual educational stipend
• Ability to apply for tuition reimbursement
• CFA exam stipend
• Robust training programs on industry and soft skills
• Employee assistance program
• Generous allotment of vacation days sick days and volunteer days

Social Health

• Matching gifts program
• Employee resource groups
• Subsidized emergency childcare
• Dependent Care FSA
• Company-wide events
• Employee referral bonus program
• Quarterly team building events

Financial Health

• 401k match
• Shared ownership employee stock program
• Monthly transportation stipend

*Please be aware the above PitchBook benefit and perk offerings are subject to corresponding plan and policy documents and may change during the course of your employment.

Compensation

• Annual base salary: $190000-$250000
• Target annual bonus percentage: 20%

Working Conditions:

At the heart of our company is a belief in the power of in-person collaboration. Being together in the office fuels our creativity strengthens our connections and drives the innovation that sets us apart. Our culture is built on spontaneous momentsthose hallway conversations whiteboard brainstorms and shared celebrations in each of our global officesthat simply cant be replicated remotely. This role is expected to be in the office 5 days a week.

The job conditions for this position are in a standard office setting. Employees in this position use PC and phone on an on-going basis throughout the day. Limited corporate travel may be required to remote offices or other business meetings and events.

Life At PB:

We are consistently recognized as a Best Place to Work and our culture is at the heart of our success. Its our fundamental belief that people do and create great things and that people are the cornerstone of prosperity. We believe that proactively seeking out different points of view listening to others learning and reflecting on what weve heard creates a sense of belonging within PitchBook and strengthens the PitchBook community.

We are excited to get to know you and your background. Concerned that you might not meet every requirement We encourage you to still apply as you might be the right candidate for the role or other roles at PitchBook.

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