Shipsy Hiring for Sales Operations Leader- Gurgaon/Bangalore/Mumbai at Gurgaon, Haryana Full Time

Job Responsibilty

Company Description

About the company:
Shipsy is creating the largest global trade network by bringing all stakeholders of the International logistics ecosystem on a single platform. We are approaching this by creating a strong SaaS workflow management platform that allows network participants to collaborate and work together, reducing process bottlenecks, enhancing efficiency and bringing transparency.

Shipsy’s suite of SaaS solutions help reduce up to 5% freight cost for importers and exporters by digital rate procurement and e-bidding. Also, retailers reduce up to 10% of their distribution/ logistics cost through zero contact delivery and automated route planning. You can read more about Shipsy’s solutions here. In a brief span of time, Shipsy’s SaaS based technology platform now processes over 10% of India’s containerized trade volume and more than 1.5 million shipments on a daily basis. One of Asia’s largest Express Logistics companies, largest global pizza brand along with one of Asia’s largest retailers run on Shipsy.

Shipsy is currently present in India, Middle East and SouthEast Asia with the US market next on our radar. Our current team has 150+ people from top institutes with experience in Big Data, Software Architecture, ML, AI, Robotics, Blockchain. In combination, we have worked at Samsung Korea, MIT Media Labs, CMU Robotics, Deutsche Bank, Morgan Stanley, Samsung Research, GE Research, Qualcomm Research etc. and also have been entrepreneurs etc.

Shipsy has recently raised $6m series A funding from reputed global investors including Sequoia Capital and InfoEdge and is aggressively expanding across international territories for it’s logistics SaaS platform.

Job Description

Reporting Relationship

Reporting to: Chief Revenue Officer / CEO

Team Size: 2 to 5 (Eventually)

Job Brief:
Responsible for operationalizing and optimising the sales machine from customer acquisition to renewal and expansion

Operating Ethos

Operating Partner of CEO

Process: Manage all tools and processes necessary to manage an efficient sales team; removing any unneeded tools and or steps. You love efficiency! You need efficiency!

Data, Analytics & Intelligence: You are data-driven and take a measurement-based approach. You analyze data every day and provide actionable trends and intelligence to the organization

Communication: You understand how to work within a team of aggressive sales professionals to push the sales ops agenda forward. You are able to get buy-in for tool investment and resources for sales.

Responsibilities:
Operations & Enablement

Develop training and onboarding curriculum for Sales and ensure proper onboarding of the AEs and other Sales team members

Develop the Sales Playbook which helps define sales motion and keep it current. This includes defining and setting criteria for prospecting, booking, churn, upsell, downsell, documentation requirements etc.

Develop and lead the operational cadence of all key sales operation activities including forecasting, quarterly business reviews and operational metric reviews

Own and manage sales tech stack (including CRM) for forecasting, prospecting, deal management, and close process. Select tools, administration of the same based on ‘need to know’, ensuring completeness and integrity of data in the tools, updates and upgrades to the process and stack based on the leadership and cross functional decisions

Own the contract and proposal tracking processes end to end. Track contracts created outside of CPQ (the exceptions) and bake into CPQ at a regular cadence

Manage sales vendor relationships

Partner with Finance for monthly financial books closing

Partner with other functions for automation and integration of systems

Continually strive to improve all Sales Operations processes and programs, gathering facts, diagnosing problems, proposing solutions to senior management

Work closely with Finance, Marketing, Customer Success and Product Management on inter-related projects and initiatives

Quota management, Sales capacity planning & Commissions

Partner with CRO and Sales leaders to allocate resources, assign performance targets and develop plans to achieve targets at all levels

Lead capacity planning based on the Sales targets – quota allocation, geography allocation, hiring plan for the target Sales bookings

Track and optimize quota attainment including reporting to the AEs in a timely manner

Develop (in partnership with Finance and Sales) Sales Compensation plan. Commission calculation based on such plan and work with Finance/HR for the payout of the same as per policy (VCP and commision management)

Forecasting, Analytics, Reporting & Intelligence

Develop Sales forecasting model and publish forecasting at agreed interval

Report on Sales KPIs to the management

Provide actionable proactive intelligence:
To the sales team during prospecting, selling and closing the deals

To sales leadership and management providing insights and KPIs based on short and long term sales data, call notes, gong recordings, churned customers and more

On competition with respect to prospects and customers

Other management reporting as required

Measures of Success

Sales KPI reporting and optimisation (booking, revenue, pipeline, NRR) vs Forecast & Plan

Sales Productivity KPI and optimisation (CAC:LTV for sales and rep level productivity data)

Proactively publish renewal calendar to the sales team and management

Sales Interlock KPI’s and optimisation (Finance handoff, CS Hand off KPI’s)

Sales Intelligence (By product / by vertical / by geography / Xsell / new sale / by competitor)

Budget vs Actual for all sales expense (direct & discretionary)

Qualifications

Prior 3+ years of experience in Sales operation role

Excellent written and verbal communication

Experience in the SaaS / Software industry is desirable

B.E/B.Tech/MBA from tier 1 college

Additional Information

PERKS

Free breakfast, dinner and snacks at the office
Monthly team outings, e.g., laser tag, paintball, football, trampoline etc.
Quarterly team parties and annual offsite
Company sponsored enrolment worth 40K annually to online learning resources like Coursera, edX etc.
International trip vouchers for top performers
Company sponsored asset purchase worth 50K
Games in office – Mini golf, pool, foosball
Regular tech seminars

Our hiring principles

We don’t care about the stack you’ve worked upon, we look good understanding of fundamentals.
We look for depth in the work experience. Our tech stack consists of almost all the latest technologies and we expect people to learn fast and acquire sufficient depth.
We look for people passionate about technology and are good team players.