Global Sales Operations Performance - N/A, United States - CrowdStrike, Inc.

Description

About the Role:

Reporting to our VP of Global Sales Operations, CrowdStrike seeks an experienced business leader for the role of Director Global Sales Operations Performance & Compensation. The Director of Global Sales Operations Performance & Compensation is the business partner to the Global Sales Commissions and Sales Strategy & Planning leader, and a senior member of the Global Sales Operations leadership team.

As a result-oriented, executive, this individual will have demonstrated success in working with sales leadership teams across the geographies with proven skills in relationship building with internal stakeholders, planning & executing for business scale and velocity, and maximizing outcomes for the company.

As a key member of Global Sales Operations, the Director Sales Operations Performance & Compensation will leverage a high degree of business acumen to: objectively partner with and guide the leadership team on current quota performance and opportunities; assess future investments and process developments that can further enable rapid business growth and a frictionless business motion; be a key stakeholder in the Annual Operating Plan process; be a key driver for the CrowdStrike business model and the culture of excellence we seek to achieve both regionally and globally.

What You'll Do:

Annual Planning Quota Deployment

• Collaborate with Sales Leadership, Sales Strategy & Planning (SS&P) and Sales Commissions to establish annual sales quotas based on business objective, historical actual performance, and Account Implied Quota (AIQ).
• Develop a comprehensive plan for deploying quotas across all regions and sales teams, ensuring equitable distribution and alignment with strategic goals across UAR and Non-UAR roles.

Fiscal Quota deployment for New Employee Onboarding and Internal Promotions

• Work Closely with Talent Acquisition, HR, Sales Commissions and SS&P to deploy quotas for New Hires and employees undergoing internal promotions.
• Ensure timely and accurate communication of quota assignment to all relevant stakeholders.

In Fiscal Quota Adjustments

• Monitor sales performance and identify any discrepancies or error with NPACV or STR in quota deployment.
• Facilitate in fiscal quota adjustments for account transfers, net new accounts, incorrect quota deployment, and accounts impacted by CrowdStrikes Global Rules of Engagement.

Spiff Program Deployment & Management

• Collaborate with sales and marketing teams to design and deploy Spiff (Sales Performance Incentive Fund) programs.
• Ensure Spiff programs are following established processes and guidelines, with appropriate documentation and communication to all participants including qualification criteria.

Establish Governance Framework for Quota Disputes and Commissions Claims

• Develop and implement a governance framework to address quota disputes, splits and commissions claims promptly and fairly.
• Act as the primary point of contact for resolving disputes, working closely with Sales commissions and Sales leadership as needed.
• Outline process and policies on quota deployment coverage for employee backfills, net new incremental roles to be -hired, including temporary opportunity holdover policies for both New Platform ACV & Renewals Quota coverage.
• Outline the auditing process for disputes and claims with the details and data required to execute a thorough analysis supporting the approval or rejection of a dispute, claim or split.

Partnership with Global Sales Commissions Team

• Work closely with the Global Sales Commissions team to align quota and commissions processes.  Provide necessary data and insights to support commissions calculations and payments.
• Develop and maintain comprehensive sales compensation plans tailored to different sales roles across CrowdStrike globally.
• Define plan components such as base salary, OTV, commission rates, accelerators, ensuring alignment with business objectives and sales strategies.
• Establish clear crediting rules for each plan component, specifying how sales activities and achievements contribute to overall compensation.
• Provide detailed quota summaries for each sales role, outlining targets, quotas, and performance expectations.
• Work with the Sales commissions team to create and maintain documentation for each plan component, including definitions, eligibility criteria and payout structures.
• Collaborate with the Global Sales Commissions team to ensure accurate implementation and administration of sales compensation plans.
• Address any inquiries or concerns related to sales compensation, proving timely and accurate information and decision making to all stakeholders.
• Continuously monitor and evaluate the effectiveness of sales compensation plans, recommending adjustments and improvements as needed to drive desired outcomes.Collaboration with Sales Strategy & Planning
• Partner closely with the Sales Strategy & Planning organization to align quota deployment with broader company wide sales strategies and initiatives.
• Provide insights and data-driven recommendations to inform strategic decision-making related to sales quotas and commissions.

Oversee Global Data & Analytics for attainment in CrowdStrike commissions platform.

• Lead efforts to track and analyze sales performance data within CrowdStrike commissions platform and CrowdStrikes BI solutions,
• Collaborate with the Global Data & Analytics and Global Sales Commissions team to develop and maintain reporting dashboards for monitoring sales attainment across all sales personas both from an SFDC bookings and Commission attainment.
• Provide executive-level reporting on sales attainment metrics, highlighting key trends, insights, and areas for
• improvement.

Ensure accuracy of quota information across core systems and tools

• Work closely with the teams that oversee CrowdStrikes forecasting solutions to ensure accurate deployment of quota information for the new fiscal year and onboarding of new hires in fiscal.
• Facilitate in fiscal onboarding processes to ensure seamless integration of quota data into CrowdStrikes systems and tools.
• Monitor the accuracy and completeness of quota information in CrowdStrikes forecasting tools, addressing any discrepancies of issues proactively.

What You'll Need:

• Have proven ability to think strategically and plan effectively; be "hands on," detail and results oriented and manage multiple tasks against deadlines.
• Be a thought leader who challenges the status quo and develops workable solutions in an existing culture.
• Be bright, creative, analytical, and dedicated to building our company and culture characterized by teamwork and an enthusiastic desire to meet customer's needs.
• Be of unquestionable integrity, credibility, and character.
• Have high emotional intelligence – solves problems, coaches others, seeks feedback for improvement.
• Be focused, energetic, polished and inspire confidence in employees and senior management.
• Possess the ability to establish strong partnerships and relationships and successfully work across organizational
• boundaries.
• Minimum of 7-10+ years of progressive experience managing quota setting process for a high growth sales team.
• Bachelor's degree in business, Accounting or related field is required.
• Proven experience in Revenue/Sales Operations, Data Analytics, or Finance.
• Preferably extensive knowledge of sales principles and practices.
• Experience with Sales Compensation Administration, Governance and design is a plus.
• Strong working knowledge of data and visualization tools (e.g., CRM Analytics, Power BI, SQL, Python, etc.).
• Strong analytical skills with the ability to interpret and manipulate data.
• Exceptional communication, stakeholder management, negotiation, and people skills.
• Successful record in both strategic and operational activities.
• Must be successful in driving change management, and in achieving support, engagement, and coordination with key stakeholders.
• Ability to quickly synthesize data and provide recommendations. Perform well under pressure.
• Solid problem solving and analytical skills.
• Demonstrated record in partnering across functions and levels of management to drive success.
• Must possess an initiative-taking high energy, positive, results oriented management style that promotes open communication and collaborative problem resolution.

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