Head of Sales Operations

Integrity360 is the largest specialist IT security consultancy in the country. We secure the networks, infrastructure and information of some of the leading companies in both Ireland and the UK. We are passionate about what we do, so too must any new recruits.

Integrity360 is currently expanding at a rapid rate – could you be the newest member to our team? We are fun and dynamic and believe in constant learning and development. Progression is a typical buzz word within the organisation. #Whatsthecatch

We are looking to hire a skilled, driven, and passionate sales leader for our Sales operations team. They will lead and motivate the sales operations team to achieve their objectives and delight our customers. You will build a high performing sales operations team who will deliver on key roles: Renewals Manager, Bid Manager, Partner Manager and Account Executives. As the Head of Sales Operations, you will play a critical role in the Sales organization by working with our Sales, Strategy and Operation teams to optimize our sales processes to enable us to deliver our sales numbers. Measures of success will be our sales number performance, efficiency of our sales processes, bid win rates, sales velocity, bid process, account/bid review process and new product introduction process. 

The Head of Sales Operations will be responsible for ensuring the sales teams are enabled to be successful with the required processes, collateral and training. You will collaborate with various departments, tech professionals and subject matter experts, so it’s essential that you have excellent communication skills and feel comfortable working in a team environment. 

You will be responsible for the leadership, management and operations of the Sales Operations Team who are in our Dublin office or working remotely in Ireland and the UK. This position requires a candidate who can drive quality, productivity, and process improvements and keep pace with our growth whilst motivating the sales ops team to meet the challenges of an extremely dynamic customer-focused and metrics driven environment. 
You will be comfortable in a fast-paced, multi-tasked, high-energy environment and will display creative and analytical problem-solving skills with an unrelenting passion for excellent service to our customers. You will have a strong commitment to employee skills development (including an emphasis on selection and retention), as well as exceptional coaching skills.  

Responsibilities 

• Lead and manage a team of high performing professional within the Sales Operations function to meet monthly goals, objectives to drive sales opportunities & revenue/margin targets. The roles within this function are Renewals Manager, Bid Manager, Partner Manager and Account Executives. 
• Work with the Renewals Manager and Partner Manager to identify cross sell, upsell and win-back opportunities. 
• Conduct regular multi departmental interlocks to ensure the smooth running of the sales process and create a project plan where any obstacles are identified  
• Run the bid management process with clear auditable record of sign on, mid term and sign off outcomes 
• Run the lessons learned process and provide actionable insight to drive improvements in how we sell 
• Lead cross functional virtual teams to design and deploy CSI Sales Projects and Programs to enhance sales productivity by enabling the team to work smarter by refining and simplifying internal processes 

• Run or attend meeting required to fulfil the function 
• Work closely with our Strategy and Product teams to assist with the onboarding of new solutions, develop and deliver sales enablement and identify target customer base 
• Ensure new products, enhancements and withdrawals are managed well into the sales teams 
• Responsible for Base Management, conduct quarterly reviews to refine customer segmentation and profiling. 
• Assist with sales management on the on-boarding and training of new sales team members 

• Responsible for the creation and implementation of Integrity360 Sales Methodology, Playbooks, CRM system, communication, and customer management 
• Own the training plan for the sales and sales ops teams including required partner training and certification 
• Build an open-communication environment both within and outside your team  
• Set and manage objectives and behaviours for your team 
• Recognise and reward the contribution of team members in a timely manner so that they are motivated and encouraged towards delivering excellence. 

• Provide great leadership on a day-to-day basis, supporting Senior Stakeholders, so that team members have a role model and a colleague to provide guidance towards continuous improvement. 
• To effectively manage sick absence, lateness, and attrition by using and following Integrity360 guidelines and procedures. 
• To understand and analyse the departmental budget and ensure that team costs are managed and that the budget is maintained and on target. 

• Experience managing a Sales or Sales Operations Team 
• Ability to work independently and be a self-starter while also being capable of working within a dynamic and highly distributed team environment. 
• Good working knowledge of the Cyber Security solutions landscape 
• Ability to communicate clearly both verbally and in written form 
• The ability to interpret reporting and analysis to drive operational and seller solutions. 

• Self-motivated with strong organizational and administrative skills 
• Ability to build relationships with customers based on knowledge of Security needs in general and Integrity360 solutions in particular 
• Have a network of high performing inside sales professionals so you can grow the team headcount as needed 
• Experience working with Cyber Partners 
• Experience of collaborating with Field sales teams to deliver commercial outcomes 

• Excellent written and verbal communication skills. 
• Experience in Microsoft Office  
• Ability to build relationships both internally and externally  

• Experience in managing a sales or operations team, 3+ years is preferable 
• Strong leadership and coaching abilities 
• Self-motivated, detailed-oriented and a big appetite for high achievement in a fast-paced environment 
• Excellent attention to detail, with great planning and organisation skills 
• Strong analytical skills to increase efficiencies in the sales process and measure performance 

• Personal responsibility to hit monthly team goals & with a positive attitude 
• Ability to prioritise and handle multiple tasks at any given time 
• Strong working knowledge of Salesforce and other software applications 
• Fluency in English is a must 
• Strong analytical and organizational skills 

• Excellent interpersonal and team management skills 
• In-depth understanding of the sales administration process 
• Experience in performance management of an Inside Sales team 
• Experience in developing and improving performance by coaching and counselling sessions to ensure metrics and quality targets are achieved. 

You will have the opportunity daily to interact with other committed, talented, and equally security focused professionals in a challenging, team-oriented environment to guide and liaise on technical issues and mentor other staff members.  

• A team of highly experienced technology and security professionals to work with and support you. 
• A chance to work with one of the market leaders in Information Security companies (Winner of the AIB Enterprise of the Year Award 2013, Nominated for EY, EOY 2015, Winner of Best Place to Work 2016, Winner of Managed Security Service Provider 2017) 
• A company that is going from strength to strength with significant growth plans that we are achieving 

• Working in Cyber which is one of the most exciting and fastest moving sectors in IT now