Regional Sales Operations Manager (Public Sector)

Appian - McLean, VA

Full-time - Mid Level

McLean, VA

Professional, Scientific, and Technical Services

About the position

The Regional Sales Operations Manager at Appian plays a crucial role in enhancing and scaling the operational capabilities of the Sales Region. This position involves supporting Regional Sales VPs with organizational structure and strategy, managing operational forecasts, and driving initiatives for new customer acquisition and sales productivity. The role requires a strategic advisor who can navigate operational strategies and ensure effective collaboration between sales and marketing operations.

Responsibilities

• Support the Regional Sales VPs with organizational structure, strategy, and talent management.
• Serve as a strategic advisor to the business in navigating the operational strategy.
• Operationalize the Regional plan and design by establishing the customer segmentation model, coverage model, role design & territory design.
• Manage Weekly operational forecast, pipeline management and inspection process.
• Deploy Quota / Target allocation & assignments.
• Provide thoughtful, actionable and analytical studies to the Sales Leaders (vs descriptive reporting only).
• Project manage key initiatives relevant to new customer acquisition, sales productivity and the coordination between sales and marketing operations.
• Lead a weekly, monthly and quarterly forecasting cadence for the Region and areas within.
• Drive a monthly pipeline review to ensure adequate quota coverage and pipeline created.
• Drive business process, workflow creation & re-engineering and productivity improvement initiatives.
• Work in key sales process applications including but not limited to SFDC, Appian, Xactly, Tableau, and others.

Requirements

• College Degree and 5-8 years related work experience required, MBA Preferred and can substitute for experience.
• Background in Sales Operations or Sales Finance.
• Experience with Salesforce, quoting tools, and forecasting tools.
• Ability to interface with all levels of employees, from Executive level to employee base.
• Ability to manage multiple, concurrent projects and work independently and thrive in a fast-paced, constantly changing environment.
• Strong customer service orientation, analytical and problem-solving skills.
• Excellent communication skills, written, interpersonal and presentation skills.
• Software/SaaS Industry experience preferred.
• Knowledge of US Public Sector (DoD and State and Local government) finance preferred.

Nice-to-haves

• Experience in the Software/SaaS industry.
• Knowledge of US Public Sector finance.

Benefits

• Tuition reimbursement
• Training and Development programs
• Growth Opportunities including leadership programs
• Community involvement through employee-led affinity groups