Responsive is the market leader in an emerging new category of SaaS solutions called Strategic Response Management. Responsive customers including Google, Microsoft, Blackrock, T.Rowe Price, Adobe, Amazon, Visa and Zoom are using Responsive to manage business critical responses to RFPs, RFIs, RFQs, security questionnaires, due diligence questionnaires and other requests for information. Responsive has nearly 2,000 customers of all sizes and has been voted “best in class” by G2 for 13 quarters straight. It also has more than 35% of the cloud SaaS leaders as customers, as well as more than 15 of the Fortune 100. Customers have used Responsive to close more than $300B in transactions to-date."
Director, Sales and Marketing Operations will be based in our India office and will build and coach our local operations team to help scale and support our global operations function. Your team will work in close partnership with the US-based operations leadership supporting various initiatives, implementing structure and processes, providing support in implementing and managing sales and marketing tools and technology. This role reports to VP, Sales and Marketing Operations based in our US office.
Essential responsibilities
- Manage and coach other members of the operations team, ensure quality control of team’s execution
- Provide support to cross-functional and direct stakeholders in executing various Sales and Marketing initiatives, including running marketing campaigns, establishing and maintaining lead routing rules, sales territory mapping, etc.
- Establish and manage ‘around the clock’ operational support responding to requests from the field sales team around areas such as deal desk, CRM management, lead assignment, etc.
- Provide sales analytics support to the organization with a focus on Sales/Market intelligence
- Support operating planning and forecasting; execute on assigned operating plan to assure that business achieves growth targets
- Drive the necessary changes to improve data quality and data governance across the GTM systems
- Interact directly with all function heads in Sales, Marketing and Operations to ensure that the support needed is provided
- Oversee and be adviser to the team responsible for technical changes and maintenance of Salesforce CRM and Salesforce CPQ
- Oversee the process of sales order booking, implement improvements to ensure high quality standards
- Support functional peers based in US with resources and insights, collaborating in a matrix-based structure
- Prepare and maintain relevant process documentation
- Serve as the trusted advisor and thought partner to VP, Sales and Marketing Operations
Education
- Bachelor’s degree in Business Administration, Sales, Marketing, or related field
Experience
- 7+ years of sales or marketing operations experience in SaaS company, sales experience is a plus
- Proven success building and coaching teams
Knowledge, Ability & Skills
- Excellent interpersonal and communication skills
- Strong analytical and problem-solving skills
- Able to manage multiple projects and prioritize tasks
- Proficient in Salesforce CRM, experience with Salesforce CPQ, Conga CLM and Tableau is a plus
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