Manager, Sales Operations - Remote, United States - Grammarly

Description

Grammarly is excited to offer a remote-first hybrid working model. Team members work primarily remotely in the United States, Canada, Ukraine, Germany, or Poland. Certain roles have specific location requirements to facilitate collaboration at a particular Grammarly hub.

All roles have an in-person component: Conditions permitting, teams meet 2–4 weeks every quarter at one of Grammarly's hubs in San Francisco, Kyiv, New York, Vancouver, and Berlin, or in a workspace in Kraków. This flexible approach gives team members the best of both worlds: plenty of focus time along with in-person collaboration that fosters trust and unlocks creativity.

Grammarly team members in this role must be based in the United States, and they must be able to collaborate in person 4 weeks per quarter, traveling if necessary to the hub(s) where the team is based.

The opportunity

Grammarly is the world's leading AI writing assistance company trusted by over 30 million people and 70,000 professional teams every day. From instantly creating a first draft to perfecting every message, Grammarly's product offerings help people at 96% of the Fortune 500 get their point across—and get results. Grammarly has been profitable for over a decade because we've stayed true to our values and built an enterprise-grade product that's secure, reliable, and helps people do their best work—without selling their data. We're proud to be one of Inc.'s best workplaces, a Glassdoor Best Place to Work, one of TIME's 100 Most Influential Companies, and one of Fast Company's Most Innovative Companies in AI.

To achieve our ambitious goals, we're looking for a Manager of Sales Operations to join our Revenue Operations team. The Manager of Sales Operations will focus on increasing our sales reps' efficiency by optimizing top and middle-funnel operations while supporting our fast-growing Account Executive and Customer Success teams. Core focus areas of this role will include managing our lead operations cross-functionally with marketing operations and go-to-market systems, setting up robust processes to implement and measure the adoption of sales processes and tools, streamlining day-to-day workflows to maximize rep selling time, and driving territory management across all lines of business.

Your impact

As the Manager of Sales Operations, you will be an essential member of the Revenue Operations team as a sales operations subject matter expert. You will lead a team of sales operations analysts to foster operational excellence and sales rep productivity through meaningful process change and the execution of various operational enhancements and cross-functional initiatives.

As Grammarly expands, our sales process must run smoothly and efficiently. Our sales representatives should focus on their strengths. At the same time, the Sales Operations team works to streamline their interactions with all aspects of the sales process, utilizing various tools and communication channels. In this position, you will play a significant role in leading lead to opportunity sales operations. Your responsibilities will include managing lead and account operations with sales and cross-functional teams, integrating feedback and best practices into process improvements, and assessing lead quality and throughput to better align with marketing and sales efforts. You will also be a critical adviser for building and designing programs related to sales tool productivity, rules of engagement, territory management, and sales processes for BDRs, AEs, and CSMs.

Within your first 30 days, you will:

• Complete general onboarding and meet the team.
• Spend time getting to know and shadow your direct reports to understand their current workflow, goals, and priorities.
• Study and internalize the Grammarly sales process and core sales rep tools used in Salesforce, Zoominfo, LeanData, and others.
• Establish relationships with team members and cross-functional partners.
• Learn Grammarly's GTM Operations and understand how sales reps handle leads, accounts, opportunities, territories, and rules of engagement.
• Learn about a seller's typical day from a process and tools perspective to understand areas for improvement.

Within your first three months, you will:

• Build trust with your team through effective engagement and management strategies centered on supporting and motivating your team to perform to the best of their ability.
• Become the point of contact for your direct reports' escalations, questions, and concerns to support their day-to-day work and development as sales operations professionals.
• Take the lead in task and project management with your team by effectively prioritizing high-impact work.
• Deep dive into sales reps' processes and identify opportunities to streamline methods and increase adoption of core processes.
• Provide operational training and support for sales-facing roles by providing documentation, video recordings, and ad-hoc sessions.
• Effectively engage with cross-functional Revenue Operations, Marketing, and sales teams to implement lead-to-opportunity process improvements.

Within your first six months:

• Become the subject matter expert for lead-to-opportunity Sales Operations while building a repertoire in areas like sales commissions and booking policies to better support rules of engagement and alignment with RevOps peers.
• Establish methods to drive the adoption of core processes and set up repeatable ways to track the success of initiatives, driving iterations and enhancements over time.
• Deeply understand the sales process from pre- to post-sale to develop a strong perspective on strengths, weaknesses, and blind spots.
• Drive high-quality work consistently with a team of sales operations analysts who deliver precise results on time or ahead of schedule.
• Become a strong champion for sales reps and work best practices into core processes to maximize their success.

We're looking for someone who

• Embodies our EAGER values—is ethical, adaptable, gritty, empathetic, and remarkable.
• Is inspired by our MOVE principles, which are the blueprint for how things get done at Grammarly: move fast and learn faster, obsess about creating customer value, value impact over activity, and embrace healthy disagreement rooted in trust.
• Is able to collaborate in person 4 weeks per quarter, traveling if necessary to the hub where the team is based.
• Has the ability to work in a fast-paced environment and be hands-on and decisive with their work.
• Is an open-minded and strategic thinker who is open to various ways of doing things, whether it's building a process from scratch or iterating on an existing process.
• Is a determined team player who is organized and thrives working with various groups in a collaborative and accountable manner.
• Is a self-starter who is driven to achieve goals and has a bias for action.
• Is motivated by operational efficiency and strives to improve systems and processes with a team of amazing people.
• Has commendable communication and management skills.
• Is a CRM and Sales tools power user.
• Enjoys understanding and solving problems.
• Has 3+ years of management experience with a track record of success.
• Has 4+ years of experience working in a B2B SaaS company.
• Has 7+ years of Sales Operations or Revenue Operations experience and comprehensive knowledge of the function.
• Has a proven ability to deliver high-quality work and meet deadlines consistently.
• Enjoys solving problems and distilling information down into digestible chunks for our sales stakeholders and colleagues to support the business best.

Support for you, professionally and personally

• Professional growth: We believe that autonomy and trust are key to empowering our team members to do their best, most innovative work in a way that aligns with their interests, talents, and well-being. We support professional development and advancement with training, coaching, and regular feedback.
• A connected team: Grammarly builds a product that helps people connect, and we apply this mindset to our own team. Our remote-first hybrid model enables a highly collaborative culture supported by our EAGER (ethical, adaptable, gritty, empathetic, and remarkable) values. We work to foster belonging among team members in a variety of ways. This includes our employee resource groups, Grammarly Circles, which promote connection among those with shared identities, such as BIPOC and LGBTQIA+ team members, women, and parents. We also celebrate our colleagues and accomplishments with global, local, and team-specific programs.

Compensation and benefits

Grammarly offers all team members competitive pay along with a benefits package encompassing the following and more:

• Excellent health care (including a wide range of medical, dental, vision, mental health, and fertility benefits)
• Disability and life insurance options
• 401(k) and RRSP matching
• Paid parental leave
• Twenty days of paid time off per year, eleven days of paid holidays per year, and unlimited sick days
• Home office stipends
• Caregiver and pet care stipends
• Wellness stipends
• Admission discounts
• Learning and development opportunities

Grammarly takes a market-based approach to compensation, which means base pay may vary depending on your location. Our US and Canada locations are categorized into compensation zones based on each geographic region's cost of labor index. For more information about our compensation zones and locations where we currently support employment, please refer to this page. If a location of interest is not listed, please speak with a recruiter for additional information.

Base pay may vary considerably depending on job-related knowledge, skills, and experience. The expected salary ranges for this position are outlined below by compensation zone and may be modified in the future.

United States:

Zone 1: $172,000 – $215,000/year (USD)

Zone 2: $155,000 – $194,000/year (USD)

We encourage you to apply

At Grammarly, we value our differences, and we encourage all—especially those whose identities are traditionally underrepresented in tech organizations—to apply. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, ancestry, national origin, citizenship, age, marital status, veteran status, disability status, political belief, or any other characteristic protected by law. Grammarly is an equal opportunity employer and a participant in the US federal E-Verify program (US). We also abide by the Employment Equity Act (Canada).

Please note that EEOC is optional and specific to US-based candidates.

#LI-SL1

#LI-Hybrid

All team members meeting in person for official Grammarly business or working from a hub location are strongly encouraged to be vaccinated against COVID-19.