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Director, Sales & Marketing Operations






San Francisco, CA, US


In this role you lead a team that manages the informational and operational flows across the revenue funnel for Udemy for Business.  Rather than independent units of sales operations, marketing operations, and customer operations, we are centralizing these functions into a single revenue operations so a single group can conceptualize and manage our business from Lead to Closed Won opportunities.  
The ideal candidate possesses a broad understanding of enterprise SaaS Sales, Marketing, and Customers success and what great operations look like in each of these disciplines. You are an expert in Sales ops or Marketing automation, and have a strong understanding/interest in the other side of the house.  You are data-driven, detail-oriented, customer-focused, business-minded, and intellectually curious. You understand how impactful data can be in determining the right strategy, and how important smooth operations are to executing that strategy. You roll up your sleeves, but also thrive in building teams in highly dynamic environments while implementing the necessary processes and tools to advance best practices for our organization.  Fundamentally, you want to lead a great team while building out a new model for driving operations in a SaaS business.

Here’s what you’ll be doing:

    • Marketing Operations: Work with the Marketing team to understand business goals and strategies, manage and build out our Marketo implementation, create the framework for executing strong top-of-funnel and mid-funnel programs
    • Sales Operations:  Work with Sales team to understand goals and strategies, own our Salesforce instance, create a roadmap for salesforce and potential future products/integrations, manage information flows, conceptualize and deliver the reporting that will allow the team to truly drive the business
    • Sales Compensation Management: support the development, implementation, and execution of compensation plans and quota attainment/incentive compensation calculations
    • Customer Operations:  Over time this role will begin to take on responsibility for our Gainsight implementation and partner with our Customer success team to build an operational system that supports a $100M+ ARR SaaS business
    • Execution:  Manage day-to-day operational tasks, including but not limited to database quality and optimization of the Sales execution workflow. Marketo data quality and structure management, and operational campaign execution. Rigorous measurement of the business, including a keen eye towards helping answer the question “what should we measure” rather than leading a reporting function.  
    • Business Enablement:  Provide vision, guidance, resources to the Sales Enablement team to optimize effectiveness of customer-facing team.

We’re excited about you because you have:

    • 6+ years of experience in a Sales or Marketing Operations role with at least 2-3 years of experience managing a team, preferably within a fast-growing data or enterprise software company.
    • Strong understanding of Salesforce and/or Marketo
    • Strong experience working with a distributed sales force working across a breadth of geographies.
    • Strong understanding of SaaS business operations and what great looks like
    • Intense curiosity and an innovative spirit
    • Keen business acumen, strong analytics, troubleshooting, problem-solving, and project management skills.
    • The ability to work effectively in an unstructured environment requiring new perspectives and creative approaches.
At Udemy, we believe anyone can build the life they imagine through online learning. Today, more than 24 million students around the world are advancing their careers and passions by mastering new skills on Udemy. Through our global marketplace, we connect lifelong learners around the world to the largest selection of online courses created by expert instructors, and we’re just getting started.
Udemy for Business (UFB), is Udemy’s enterprise offering.  Our mission is to help employees do whatever comes next. We’re helping companies like PayPal, Lyft,, Capgemini, and Century 21 to solve the critical skills gap that teams increasingly face, whether it’s the latest technical skills, marketing & sales, leadership soft skills, and more. And we’re just getting started.
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