Responsibilities
- Manage the Salesforce data architecture for Sales, ensuring accuracy in object models, field definitions, pipeline integrity, and data hygiene processes.
- Develop and maintain Salesforce reports for pipeline analysis, stage progression, sales rep activity, and performance tracking, serving as the main reporting contact for sales leaders and managers.
- Establish and enforce data entry standards across the sales team, implementing automated systems and workflows to maintain long-term data quality.
- Collaborate with the GTM Systems Architect on Salesforce configuration updates, flow modifications, and object model changes driven by evolving sales processes.
- Act as the sales data liaison to the GTM Insights & Analytics team, ensuring Salesforce structures properly feed into Snowflake and business intelligence platforms.
- Lead the operational execution of the sales forecasting process, including weekly pipeline reviews, data validation, and follow-up on action items.
- Generate pipeline review materials from Salesforce data to highlight trends, risks, slippage, and coverage gaps by segment for leadership discussions.
- Proactively identify forecast risks and data issues, escalate coverage shortfalls, and initiate cross-functional discussions when pipeline performance lags.
- Work with the GTM Insights & Analytics Manager to improve forecast accuracy through data discipline and process accountability, complementing their analytical modeling.
- Support GTM monthly and quarterly business reviews with reliable Salesforce-based reports and operational insights by segment.
- Oversee end-to-end sales compensation administration, including plan documentation, quota assignments, attainment tracking, payout calculations, approvals, and dispute resolution.
- Collaborate with Revenue Operations and Finance on annual compensation plan design, aligning with GTM strategy, bookings targets, and crediting rules for all deal types.
- Maintain the compensation platform as the source of truth, ensuring accurate calculations, auditability, and clear data traceability from deal close to payout.
- Manage the full compensation calendar, including plan communications, quota letters, mid-year adjustments, and commission statement delivery.
- Administer SPIFs and accelerators, monitor performance, and report results to sales leadership and Finance.
- Build scalable compensation infrastructure that supports growing headcount and increasing plan complexity, with modular design and clear documentation.
- Lead the documentation and implementation of sales processes and methodologies to ensure consistent execution from prospecting through deal closure.
- Partner with sales leadership and Enablement to drive adoption of sales processes, with structured feedback loops to identify funnel breakdowns.
- Manage the deal desk for standard and non-standard pricing, defining approval workflows, enforcing SLAs, resolving bottlenecks, and ensuring smooth handoffs.
- Identify gaps in sales processes and collaborate with the GTM Systems Architect to translate business needs into system improvements.
- Improve handoffs between Marketing, Sales, Implementation, and Customer Success to reduce friction and improve efficiency.
- Lead the end-to-end weekly forecast and pipeline review, including preparation, facilitation, and follow-up on commitments.
- Monitor open roles and hiring progress in Sales, identifying and alerting leadership to capacity and coverage risks.
- Collaborate with sales leaders on bookings planning, consolidating inputs, validating against historical trends, and stress-testing assumptions.
- Support segment performance reviews by preparing Salesforce-based operational data and partnering with GTM Insights on analytical narratives.
Benefits
- Unlimited Paid Time Off
- Work from anywhere in Canada and the USA
- Health and Dental benefits
- Up to $1500 for home IT setup
- Up to 2% matching RRSP / 401K
- Learning and Development opportunities
- Up to $50 USD / $66.50 CAD monthly for Internet or Cell phone service
Compensation
Up to 2% matching RRSP / 401K
Work Arrangement
Work from anywhere in Canada and the USA
Benefits
- Unlimited Paid Time Off
- Work from anywhere in Canada and USA
- Health and Dental benefits
- Up to $1500 towards IT set up for your home
- Up to 2% matching RRSP / 401K
- Learning and Development opportunities
- Up to $50 USD / $66.50 CAD towards Internet/Cell phone service
Not specified
