Business Development Operations Manager

Drive operations and strategy for the Business Development team, partnering with Marketing, Sales, Finance, and Business Intelligence to design processes, analyze data, and support planning.

Ironclad is looking for an individual contributor to drive operations and strategy for the Business Development team. This role will partner closely with Marketing and Sales leadership teams, as well as Finance and Business Intelligence to design processes for operational efficiency, analyze data for better decision making, and support planning efforts around forecasting, territory design and pipeline/capacity needs. The role requires an ability to roll up your sleeves while keeping a strategic mindset on where we need to continually drive the business for the future. Experience in a fast paced, growing SaaS company and an ability to drive impact through analysis are keys to success.

This individual will report to the Director of Marketing Operations.

What you’ll be doing:

Annual Planning & Productivity Attainment Management

Collaborate with the greater GTM Ops team to establish and validate pipeline generation targets for Business Development teams.
Develop and manage KPIs and Dashboards that give insight into the health and performance of the Business Development organization and enable target setting.
Analyze historical data and understand future company growth goals to drive Business Development capacity and resource allocation plans that effectively support annual goals.
Play a key role in monitoring individual and team attainment against established targets and KPIs, adjusting strategies as needed based on quarterly reviews.
Help ensure the Business Development teams have the necessary personnel to achieve their goals, tracking progress against these hiring needs throughout the year to ensure capacity aligns with growth objectives.
Understand the different streams and contributions to the pipeline and seek ways to enhance its value creation.
Model out different sales-based scenarios (capacity, attainment, pipeline, etc) to support decision making on current org and process design and as well as future design.

Cross-functional Collaboration

Work closely with departments such as Marketing, Finance, and Business Intelligence, to ensure seamless implementation of processes and strategies that align to Ironclad’s annual plans and overall business strategy.
Collaborate with Business Intelligence to build reports and dashboards that highlight productivity trends and surface insights to inform coaching and performance improvements.
Understand the end-to-end lead flow process to assist in ensuring seamless lead routing and follow up efficiency.
Act as the main point of contact for all Business Development technology requests. Engage with our systems teams to ensure they are most effectively supporting our sales motion.

What we are looking for:

5+ years of Operations, Sales Strategy, Management Consulting, or GTM-Focused role, preferably with companies scaling beyond $150M ARR.
Previous experience with Salesforce to drive lead flow processes and build reports and dashboards.
Have worked alongside (or as part of) a sales or business development team and understand the end-to-end process of building, executing, and measuring annual planning.
Fluidity with modeling across multiple scenarios and an understanding of how different sales and business variables impact each other.
Ability to partner with cross functional teams (marketing, sales operations, finance, business intelligence)
You are an extraordinary communicator and project manager, able to prioritize initiatives and clearly communicate timelines to your team and stakeholders.
You are data-driven, with experience in reporting and the ability to interpret data to help optimize strategies and processes.
A strong presenter, capable of conveying recommendations and outcomes to senior leaders, with an interest in coaching others on best practices.
Brings intellectual curiosity and proactively explores the business to uncover opportunities for improvement.

Benefits:
Health, dental, and vision insurance
401k
Wellness reimbursement
Take what you need vacation policy
Generous parental leave for both primary and secondary caregivers

Base Salary Range: $150,000 - $170,000

The base salary range represents the minimum and maximum of the salary range for this position based at our San Francisco headquarters. The actual base salary offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our base salary is just one component of Ironclad’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Annual Planning & Productivity Attainment Management

Collaborate with the greater GTM Ops team to establish and validate pipeline generation targets for Business Development teams.

Develop and manage KPIs and Dashboards that give insight into the health and performance of the Business Development organization and enable target setting.

Analyze historical data and understand future company growth goals to drive Business Development capacity and resource allocation plans that effectively support annual goals.

Play a key role in monitoring individual and team attainment against established targets and KPIs, adjusting strategies as needed based on quarterly reviews.

Help ensure the Business Development teams have the necessary personnel to achieve their goals, tracking progress against these hiring needs throughout the year to ensure capacity aligns with growth objectives.

Understand the different streams and contributions to the pipeline and seek ways to enhance its value creation.

Model out different sales-based scenarios (capacity, attainment, pipeline, etc) to support decision making on current org and process design and as well as future design.

Cross-functional Collaboration

Work closely with departments such as Marketing, Finance, and Business Intelligence, to ensure seamless implementation of processes and strategies that align to Ironclad’s annual plans and overall business strategy.

Collaborate with Business Intelligence to build reports and dashboards that highlight productivity trends and surface insights to inform coaching and performance improvements.

Understand the end-to-end lead flow process to assist in ensuring seamless lead routing and follow up efficiency.

Act as the main point of contact for all Business Development technology requests. Engage with our systems teams to ensure they are most effectively supporting our sales motion.

What we are looking for:

5+ years of Operations, Sales Strategy, Management Consulting, or GTM-Focused role, preferably with companies scaling beyond $150M ARR.

Previous experience with Salesforce to drive lead flow processes and build reports and dashboards.

Have worked alongside (or as part of) a sales or business development team and understand the end-to-end process of building, executing, and measuring annual planning.

Fluidity with modeling across multiple scenarios and an understanding of how different sales and business variables impact each other.

Ability to partner with cross functional teams (marketing, sales operations, finance, business intelligence)

You are an extraordinary communicator and project manager, able to prioritize initiatives and clearly communicate timelines to your team and stakeholders.

You are data-driven, with experience in reporting and the ability to interpret data to help optimize strategies and processes.

A strong presenter, capable of conveying recommendations and outcomes to senior leaders, with an interest in coaching others on best practices.

Brings intellectual curiosity and proactively explores the business to uncover opportunities for improvement.

Benefits:

Health, dental, and vision insurance

401k

Wellness reimbursement

Take what you need vacation policy

Generous parental leave for both primary and secondary caregivers

Base Salary Range: $150,000 - $170,000

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.