Senior Manager, GTM Revenue Systems - PLG

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

OUR MISSION   

At Redwood Software we unleash human potential. We empower our customers with lights-out automation for their mission-critical business processes.

Redwood Software is the leader in full-stack automation for mission-critical business processes. With the first SaaS-based composable automation platform specifically built for ERP, we believe in automation's transformative power. Our unparalleled solutions empower organizations to orchestrate, manage, and monitor their workflows across any application, service, or server—in the cloud or on-premise—with confidence and control.

CORE VALUES

One Team. One Redwood

Make Your Own Weather

Obsess over Customer Success

Work the Problem

Be Curious

Own the Outcome

Respect Each Other  

YOUR IMPACT 

We’re looking for a Sales Operations Manager - PLG to play a crucial role in the success of Redwood’s product-led growth, most of which sits with the Cerberus brand (secure file transfer). This is an individual contributor role where you will lead efforts to enhance our revenue-focused systems, driving process improvements and efficiency gains. You’ll be supported by a dedicated team across marketing, customer operations, and sales operations.
 

• Act as a Business Partner to the Cerberus leadership on all things related to the PLG sales motion.
• Champion the design of a streamlined and sustainable go-to-market (GTM) architecture to support our rapid expansion and growth targets.
• Partner with business leaders to create a cutting-edge technology experience for our internal teams and clients.
• Oversee the requirements gathering and solution development processes, ensuring delivery of high-quality solutions that surpass expectations and drive revenue.
• Leverage your expertise to develop scalable solutions that address complex business challenges.

Building strong relationships with Sales and Revenue Operations colleagues will be vital. Our team collaborates closely with Sales, Marketing, Finance, internal developers, and IT to develop systems that enhance prospecting, forecasting, closing, onboarding, and customer support entitlement. You’ll focus on continuously developing a more efficient GTM model for our highly transactional secure file transfer product by applying best practices in SFDC development, providing expert guidance on systems initiatives, and translating customer and performance requirements into comprehensive systems solutions. 

Our customers can upgrade and expand their license purchases, and this role will create infrastructure to identify these opportunities and position them for the sales team. You will also help drive alignment between the Cerberus brand and core Redwood, helping to scope and execute blended GTM strategy across two Salesforce orgs, drive transparency across accounts to better identify upsell opportunities, and spearhead billing/renewal sentiment infrastructure. 

This role will oversee the entire Cerberus sales operations tech stack, including Salesforce, Outreach.io, Campaign Monitor, Clearbit, and Freshbooks, and will have heavy input on internal applications such as Order Manager and Portal. 

• Drive territory planning and scalability.
• Engage with Leadership to create processes and workflows across the new logo, expansion, and renewal lifecycles. 
• Ensure data integrity of Prospect Accounts, New Opportunities and tasks related to the lifecycle. 
• Track operational performance, provide insights and recommendations. 
• Provide pipeline analysis with recommendations including reporting, closed lost/churn analysis, customer trends, etc. 
• Drive forecasting process along with Clari administration related to sales specialists.
• Assist in Quota assignment and compensation reporting.
• Drive Salesforce Data Hygiene as it relates to our prospect accounts.
• Ad-hoc and standard reporting and dashboards for the team.
• Build relationships with various departments.

YOUR EXPERIENCE

• Bachelor's degree
• 5-7 years of experience in Business Systems, GTM Systems, or technical roles within Revenue or Sales Operations
• Proven experience in managing the architecture, administration, and integration of systems within a GTM tech stack
• 4+ years of experience in Salesforce administration (development experience a plus). 
• Ability to lead workstreams and manage projects using Agile methodologies in line with our software development teams. 
• Strong executive presence; able to create substantive presentations to relay key initiatives and information to the leadership team.
• Experience working with a large install base and sales funnel that has multiple entry points (e.g. direct quotes, resellers, webstore)
• A self-starter attitude with a focus on professional development.
• Ability to juggle multiple priorities at once, utilizing resources to get things done on urgent deadlines
• Experience with product-led sales and subscription software preferred.

Stack

• Salesforce
• SQL
• Jira
• Confluence
• Freshbooks
• Zendesk
• Clearbit
• Outreach.io

Bonus Skills

• Project management certification
• Email marketing tools (e.g. Hubspot, Campaign Monitor, Mailchimp)
• Experience integrating chat platforms into a GTM strategy
• Workday integrations
• Qlik

If you like growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

THE LEGAL BIT

Redwood is an equal opportunity employer. Redwood prohibits unlawful discrimination based on race, colour, religion, sex, gender identity, marital or veteran status, age, national origin, ancestry, citizenship, physical or mental disability, medical condition, genetic information or characteristics (or those of a family member), sexual orientation, pregnancy or any other consideration made unlawful by regional or local laws. We also prohibit discrimination based on a perception that anyone has any of those characteristics or is associated with a person who has or is perceived as having any of those characteristics. All such discrimination is unlawful and will have a zero tolerance policy applied to it.
 

Redwood will comply with all local data protection laws, including GDPR when it comes to the handling and processing of personal data. Should you wish for us to remove your personal data from our recruitment database, please email us directly at Recruitment@Redwood.com