About Us:
SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle.
We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. We're looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!
What We Are Looking For:
As a pivotal member of the Revenue Operations leadership team and the APJ Sales leadership team, the Senior Director of APJ Revenue Operations will report directly to the Vice President of Global Revenue Operations and partner closely with the SVP of Sales & Solution Engineering, APJ and the entire APJ Sales organization.
The responsibilities of this customer facing role span APJ strategy formulation through to tactical execution, and the measurement, analysis and reporting thereof. As right hand and trusted advisor of the APJ SVP, you must be capable of acting with the delegated authority of the APJ SVP in his absence. You are expected to support and implement global initiatives designed to advance alignment with, and achievement of, global strategy and objectives. As the business scales you will be required to build a team of Rev Ops ‘A Players’ around you.
We are looking for an experienced GTM Operations professional to support all aspects of our APJ Sales function. The ideal candidate should have a proven track record of developing and implementing go-to-market strategies, the ability to lead teams and set up operational structures that drive predictable quarterly results, the ability to develop deep business partnering relationships within all levels of Sales and customers and a keen eye on developing and using go-to-market analytics to help drive quality decision making. We are looking for someone that can think strategically yet manage daily operational details.
What Will You Do?
- Work with the APJ SVP to develop and implement sales strategies designed to achieve overall business objectives and financial targets, including predictability of the business.
- Work with Sales leadership and Global Revenue Operations to design and operationalize the APJ GTM Strategy through the Annual Operating Plan. Develop and execute business plans including territory designs, headcount plans, booking targets, discount and pricing goals.
- Lead the APJ forecast processes, ensuring accurate data has been provided and timelines have been met; provide quality analytics to the viability of the forecast and pipeline strength.
- Work with the APJ SVP to recruit and develop a world class team capable of achieving financial targets set for APJ.
- Play a leading role in driving behavior to strategize and structure deals to maximize win rates while achieving top line and margin line targets, including participating in customer facing presentations and closing deals.
- Set up and lead our operational cadence to ensure all aspects of our business is being inspected and managed including pipeline reviews, forecast inspection, tactical quarter end business reviews and interpreting other key Sales KPIs for our Sales leadership team.
- Use knowledge of company products, strategy, tools and processes to oversee revenue operations activities to achieve company objectives.
- Analyze and assess all aspects of the APJ operations. Proactively provide recommendations on performance and productivity improvement strategies and actions. Execute against the strategies and actions under the direction and leadership of the APJ SVP and VP Global Revenue Operations.
- Be the leader for all Revenue Operations activities for our APJ Sales geography
- Be the first line of assistance to the Sales Leaders for issues with systems and processes and liaison with Global Revenue Operations to make ongoing improvements and updates.
- Build, hire and lead an Operations team to support a fast-growing APJ Sales organization
- Drive continuous process improvements as the business matures, elevating concerns and issues to Revenue Operations leadership and developing solutions to allow for scale in everything we do
What Skills and Knowledge Should You Bring?
- Minimum 15 years of experience in the technology industry, with at least 8 of those years working in Revenue/Sales Operations in the APJ geography.
- Previous experience as the Head of Revenue/Sales Operations for APJ in a high growth software business, preferably operating in a SaaS business.
- Results-orientated with strong decision-making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines and financial targets.
- Ability to provide consultative input to APJ SVP and VP Global Revenue Operations regarding performance and productivity analysis and suggest optimal solutions to achieve business objectives.
- Willing to contribute in all areas of the business, including outside the typical scope of Revenue Operations, to support the APJ SVP in scaling the business. This includes customer-facing presentations, deal strategy formulation and deal closure.
- Expertise in forecast management, pipeline management, deal structuring, SFDC, analytics, and reporting.
- Extensive experience and knowledge of sales operations and enterprise sales models, including multi-channel distribution.
- Experience doing data analysis, modeling, and/or financial analysis to support and drive business decisions.
- Ability to build relationships with all levels and across all functions of the company.
- Bachelors degree required in either a business or technology discipline.
