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Sr. Manager/ Director Sales Strategy and Analytics

Palo Alto, CA, USA | Confluent

  • Industry:
    Computer Software / Computer Games
  • Position Type:
  • Functions:
    General Management
  • Experience:
    7-10 years
Job Description:
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The Sales Strategy and Analytics leader plays a mission critical role on the Sales Operations team by partnering with sales leadership, finance, sales enablement, marketing, data science and business operations teams to refine our GTM strategy, territory design, sales process, KPI framework, and revenue programs to exceed our goals.You have a demonstrated track record of excellence in overseeing and conducting analysis, project management, and cross-functional teamwork. You will act as a trusted advisor in helping Confluent to clarify fast-moving strategic priorities and tackle operational challenges. 


Establish a KPI Control Book and additional dashboards, which provide analyses and actionable insights to sales leadership in regards to forecasting, field productivity, pipeline activity and coverage, customer activity, product performance, and capacity and headcount planning

Lead the design and implementation of global sales compensation for the sales force and sales management teams and monitor results to ensure plan is delivering the desired outcomes

Orchestrate, in conjunction with Finance and Sales Leadership, all facets of the annual quota planning and quota setting process

Create a quantified view of the market opportunity and leverage comprehensive analyses to optimize sales capacity and territory coverage 

Develop, in conjunction with Data Science, a propensity-to-buy model

Serve as the trusted advisor to sales leadership, leveraging data and analyses to land business insights, develop GTM strategies, and scale the business.

Identify problems, perform root cause analysis/diagnosis, and drive business process improvement opportunities including ownership over the operating rhythm of the business

Structure and package analyses, strategies and commendations into highly effective, compelling communication and presentation to various audiences, including senior executives

Work with the sales enablement function to develop goals and objectives for sales effectiveness initiatives

Lead executive analyses, strategies, and deliverables (e.g., Board of Directors, QBRs, etc.)

Required Skills

8+ years experience in Sales Operations, Sales Strategy, or Sales Finance role at a tech company

Experience with engaging, partnering, and presenting solutions to senior sales executives

Demonstrated experience in quantitative analyses, influencing with data, formulating strategic solutions, and communicating data-driven insights to analytical and non-analytical audiences

Self-starter with ability to function independently and in a timely manner

Deep experience modeling complex problems, both conceptually and tactically (spreadsheets, analysis tools, visualization).

Endless curiosity and a need to dive deeper for understanding

Exceptional interpersonal and influence skills. Experience driving cross-functional projects end-to-end. Ability to negotiate priorities across organizations at all levels

Results-driven self-starter with the ability to multitask. Strong initiative and ability to work in a self-directed environment with a “can do” attitude and growth mindset

Comfortable working in a fast-paced environment while dealing with ambiguit


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