Black Duck Software, Inc.
Overview
Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck provides SAST, SCA, and DAST solutions to enable teams to find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior throughout the software development life cycle. We are seeking an experienced leader to join our sales operations team and lead GTM Planning and Data Governance. The role acts as a trusted partner to the Sales and Customer Success teams to determine balanced quota targets, staffing levels, and sales territories in line with company financial targets. The successful candidate will analyze sales data and market trends to provide insights that drive sales growth, improve efficiency, and optimize resource allocation. Responsibilities
Collaborate with Sales and Customer Success teams to develop and maintain sales quotas and territory plans that align with company financial targets and sales objectives. Lead a team, work on headcount and sales productivity modeling to identify opportunities for optimization. Learn how to administer the Varicent T&Q model, and participate in the further development and rollout of the tool. Generate and track regular quota updates as a result of new hires, terminations, territory changes, and other requested updates. Involvement in Total Addressable Market (TAM) analysis projects for determining potential new sales territories, capacity planning, territory health, and equitable territory balance. Assist in guiding quota and territory policy for issues such as account ownership, early/late renewals, opportunity merges, and opportunity splits. Conduct data analysis and develop sales performance metrics to evaluate sales performance, identify trends, and make recommendations for improvement. Analyze market trends, competitive landscape, and customer needs to inform strategic decision-making and support the Sales and Customer Success teams in day-to-day activities. Provide data-driven insights, guidance, and recommendations. Develop and maintain positive relationships with cross-functional teams and stakeholders (e.g., finance, HR, marketing). Qualifications
Bachelor’s degree in Business Administration, Finance, Economics, or a related field. 8 years of related experience; three years of experience leading others. Strong analytical skills with experience in data analysis, forecasting, and modeling. Excellent communication skills with the ability to present data and insights to both technical and non-technical audiences. Ability to work collaboratively with cross-functional teams and stakeholders. Strong problem-solving skills with the ability to think creatively and strategically. High level of attention to detail and accuracy. Proficiency in Excel and other data analysis tools. Familiarity with Salesforce CRM required. Tableau, Varicent, and Clari is a plus. The base salary range across the U.S. for this role is $129,300–$194,000. In addition, this role is eligible for a bonus. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on location, skills, experience, and education. Pay Range: $129,300–$194,000 USD Equal Employment Opportunity
Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender identity, national origin, age, disability, or status as a protected veteran in accordance with applicable laws. We comply with state and local laws prohibiting discrimination in employment. We provide reasonable accommodations to individuals with disabilities where required by law. How to Apply
Interested in building your career at Black Duck Software, Inc.? Apply for this job and submit your information as prompted on the application page.
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Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck provides SAST, SCA, and DAST solutions to enable teams to find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior throughout the software development life cycle. We are seeking an experienced leader to join our sales operations team and lead GTM Planning and Data Governance. The role acts as a trusted partner to the Sales and Customer Success teams to determine balanced quota targets, staffing levels, and sales territories in line with company financial targets. The successful candidate will analyze sales data and market trends to provide insights that drive sales growth, improve efficiency, and optimize resource allocation. Responsibilities
Collaborate with Sales and Customer Success teams to develop and maintain sales quotas and territory plans that align with company financial targets and sales objectives. Lead a team, work on headcount and sales productivity modeling to identify opportunities for optimization. Learn how to administer the Varicent T&Q model, and participate in the further development and rollout of the tool. Generate and track regular quota updates as a result of new hires, terminations, territory changes, and other requested updates. Involvement in Total Addressable Market (TAM) analysis projects for determining potential new sales territories, capacity planning, territory health, and equitable territory balance. Assist in guiding quota and territory policy for issues such as account ownership, early/late renewals, opportunity merges, and opportunity splits. Conduct data analysis and develop sales performance metrics to evaluate sales performance, identify trends, and make recommendations for improvement. Analyze market trends, competitive landscape, and customer needs to inform strategic decision-making and support the Sales and Customer Success teams in day-to-day activities. Provide data-driven insights, guidance, and recommendations. Develop and maintain positive relationships with cross-functional teams and stakeholders (e.g., finance, HR, marketing). Qualifications
Bachelor’s degree in Business Administration, Finance, Economics, or a related field. 8 years of related experience; three years of experience leading others. Strong analytical skills with experience in data analysis, forecasting, and modeling. Excellent communication skills with the ability to present data and insights to both technical and non-technical audiences. Ability to work collaboratively with cross-functional teams and stakeholders. Strong problem-solving skills with the ability to think creatively and strategically. High level of attention to detail and accuracy. Proficiency in Excel and other data analysis tools. Familiarity with Salesforce CRM required. Tableau, Varicent, and Clari is a plus. The base salary range across the U.S. for this role is $129,300–$194,000. In addition, this role is eligible for a bonus. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on location, skills, experience, and education. Pay Range: $129,300–$194,000 USD Equal Employment Opportunity
Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender identity, national origin, age, disability, or status as a protected veteran in accordance with applicable laws. We comply with state and local laws prohibiting discrimination in employment. We provide reasonable accommodations to individuals with disabilities where required by law. How to Apply
Interested in building your career at Black Duck Software, Inc.? Apply for this job and submit your information as prompted on the application page.
#J-18808-Ljbffr