Director – Public Sales Theater Operations

Job Title:

Director – Public Sales Theater Operations

About Trellix  
Trellix is a global company redefining the future of cybersecurity. The company’s comprehensive, open, and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security. More at https://trellix.com.

Role Overview:

Trellix is looking for a highly skilled and motivated Public Sector (Fed/SLED/Healthcare) Sales Operations Director to join our team. As a Rev Ops Director, you will play a crucial role in strategic decision-making, provide operational insights, and build operational rigor and efficiency. You will also work cross-functionally with Sales, HR, Central Finance, and others on a regular basis. We are looking for a well-rounded and experienced leader that is highly motivated and has a proven track record. Ability to operate in ambiguous situations to move projects forward. Excel, SQL, SFDC, Clari, project management skills/certification(s) a must. Must be able to keep an eye on day-to-day operational activities, connecting short-term & long-term goals necessary to drive YOY Public Sector business growth.

About the Role:

• Primary business partner to senior sales leaders in Public Sector Sales.

• Enable informed decision making by providing financial data, analysis and insights on performance.

• Facilitate and support annual fiscal planning such as GTM, territories and quota setting, capacity modeling. optimization.

• Manage bookings forecast using internal processes, methodologies and existing tools such as Clari.

• Drive and maintain pipeline coverage and hygiene through reporting, enablement, and automation.

• Act as key liaison for aligning territory quotas and managing compensation escalations.

• Deliver dashboards & presentations to support QBRs and other key meetings.

• Manages the sales process and back-office, acts as the communication conduit between Field Sales and the corporation to optimize revenue and achieve mutual objectives. 

• Forecasts demand, gathers and analyzes information to determine product allocation, quotas, channel; manages the business to maximize revenue through Sales plays, pricing strategies, sales and marketing program support. 

• Typically prepares and monitors the sales department budget. Forecasts bookings commitments to the corporation.

• The sales operations director will take the lead in how we look at our business diving deep into the in quarter business, diagnosing risks early, defining mitigation strategies, and ensuring predictability in the business.  

• The person will have top notch analytical skills, with the ability to frame up the data into actionable insights and ensure action is taken. Success will be consistent delivery and predictability of the forecast.

• Master of the management system:  understands how to build a sales management system that institutionalizes the GTM strategy through forecasting process, KPIs, and cadence

• Defines pipeline stages, forecast process, and algorithms to leverage data to drive predictability

• Ensures one definition of “Key” performance indicators, with action oriented operating model and consistency across theaters and functions

• Leverages advanced forecasting tools and methodology in place; very “spreadsheet light”

• Ability to deconstruct business risk through analytics, diagnose source issues, define solutions, and ensure action is taken

• Understanding of predictive modeling for pipeline, bookings, guided selling and lead prioritization

About You: 

• Your background includes 10+ years of creating successful GTM strategies, overseeing forecasting, reporting, and driving analytics to better position software solutions within large accounts

• Your knowledge software sales allows you to quickly discern where revenue opportunities reside

• You use data assets to share and promote insights that improve sales opportunities

• Able to fail forward: willing to take risks, use facts to guide a decision across a collective group

• Partner first, someone who is a natural collaborator, brings people in, listens, and gets everyone to the best answer

• Operate with customers at the core: passion for driving great customer and partner experience, ability to think outside in from the start

• You are energized by motivating and leading sales/business development teams of 5 or more people

Company Benefits and Perks:

We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans

• Medical, Dental and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement

We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

Our Commitment to You:

At Trellix, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.

Trellix conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.

Trellix also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Trellix will never keep any original work authorization documents that we may be required to review during the hiring process.