EMEA Sales Strategy and Operations Lead at Udemy
Dublin, IE
Udemy is a global marketplace for learning and teaching online. More than 40 million consumers and several thousand companies around the globe trust Udemy’s technical & soft skills to close the skills gap. Our customers can choose from an extensive portfolio of 100,000 courses taught by 50,000 expert instructors from over 65 countries. Udemy for Business is a curated solution of business-relevant and technical courses delivered through a simple platform to provide your employees with the most engaging learning experience. Our business is on a growth trajectory that offers fantastic career opportunities. We are a close-knit bunch that enjoys problem-solving and collaboration, and we share a serious commitment to delivering the best possible learning and teaching experiences. Udemy’s culture encourages innovation, creativity, passion, and teamwork. We also celebrate our milestones and support each other on a daily basis. Founded in 2010, Udemy is privately owned and headquartered in San Francisco’s with our EMEA headquarters based in Dublin city centre. Our EMEA business is growing fast and we are looking for great people to join our fantastic business. Our sales teams are rapidly expanding whereby we are hiring in Dublin and in the larger markets in EMEA to support our Commercial business growth. We are looking for a strong Sales Operations lead to help fuel this growth. 
ABOUT THE ROLE: In this role you will be the first Sales Operations person in EMEA business. You will work closely with the Managing Director of EMEA, the EMEA sales teams and the Sales Operations team in the US to build out a slick sales machine in Europe. The role will be a very interesting one whereby it will require a broad range of skills from helping to build out a GTM strategy to governing our CRM hygiene to working with the Marketing team on optimizing the sales funnel, etc. The ideal candidate will require a strong understanding of SaaS, needs to be an expert in Sales Operations and have a strong understanding/interest in the other parts of the business, especially Marketing and Customer Success. You need to be 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.   

Responsibilities and Requirements

      • Lead the Sales Operations function for the EMEA business.
      • Partner with the leadership team on the EMEA GTM strategy.
      • Establish and help drive the go-to-market strategy for the key EMEA regions.
      • Own and govern territory management across the organisation. Define the coverage model: headcount, organizational structure, territory and account planning. Create robust territories by geography by industry for today’s organisation and growth for the next 3-5 years using the current internal data and external sources
      • Partner with the sales / marketing leadership team on the inbound lead flow process – own ensuring an optimized process is in place. 
      • Work with our US Sales Operations team to optimize Saleforce functionality and help create a roadmap for salesforce and potential future products/integrations, manage information flows in Salesforce, manage Salesforce reporting, alignment, target setting, etc. 
      • Determine the right success metrics that drive business outcomes across sales and build & maintain Salesforce dashboards to manage those metrics.
      • Forecasting: Work with the sales teams to ensure we have a predictable business. 
      • Pipeline Health: Implement effective governance to ensure a healthy pipeline in maintained. 
      • Maintain data integrity by identifying and fixing data abnormalities and instilling data quality standards across all data related activities e.g. list pulls, list uploads, etc.
      • Monitor the performance of account & pipeline growth, identifying areas for business development.
      • Execution:  Manage day-to-day operational tasks, including but not limited to salesforce.com 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.  
      • Sales Compensation Management: working with the Finance team support the development, implementation, and execution of compensation plans and quota attainment/incentive compensation calculations.
      • Work closely with management and other stakeholders to ensure core systems are robust and deliver key insights across sales. 
      • Regularly assess the sales tool road map to identify scalable solutions to meet current and future business needs.
    • 5+ years of experience in Sales Operations
    • Experience in building out sales territories in the EMEA region - need to be able to demonstrate this experience clearly. 
    • Strong operational experience with Salesforce is a must. 
    • Operational experience with Marketo and Salesforce and the flow of data between them.
    • Expertise in process analysis, problem solving and troubleshooting. Very comfortable with multiple levels of data. 
    • Get-it-done mindset: not afraid to roll up your sleeves, getting into the data and analyses yourself, and doing what it takes to get the job done - while also thinking and acting at a strategic level. 
    • Strong experience working with a distributed sales force working across EMEA geographies.
    • Strong understanding of SaaS business operations and what great looks like.
    • The ability to work effectively in an unstructured environment requiring new perspectives and creative approaches.Strong communication and presentation skills, with the ability to interact and influence decision-making processes.
    • 3rd level education.
We believe anyone can build the life they imagine through online learning. Today, more than 30 million students around the world are advancing their careers and passions by exploring and mastering new skills on Udemy, and expert instructors are able to share their knowledge with the world. Through our global marketplace and our solutions for businesses and governments, we connect people everywhere with the skills they need for success in work and life. We’re a close-knit bunch that enjoys problem-solving and collaboration, and we share a serious belief in the power of learning and teaching to change lives. Udemy’s culture encourages innovation, creativity, passion, and teamwork. We also celebrate our milestones and support each other every day.
Founded in 2010, Udemy is privately owned and headquartered in San Francisco’s SOMA neighborhood with offices in Denver (Colorado), Dublin (Ireland), Ankara (Turkey), and São Paulo (Brazil).

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