Sales Operations & Analysis Specialist (US)

Are you passionate about technology and enjoy explaining complex solutions in a way that everybody gets excited? If so, read on!
About Picus
Picus Security is a place where exceptional people gather to do their best work. We convert new ideas to exceptional solutions and great customer experiences. Bring passion and dedication to your job and there's no telling what you could accomplish. Join Picus to become part of our talented team!
Picus Security pioneered Breach and Attack Simulation (BAS) technology in 2013. Today Picus is recognized as a Cool Vendor in Security and Risk Management by Gartner in 2019, a leading vendor in BAS Market by Frost & Sullivan in 2022, and most recently a Gartner Peer Insights Customers’ Choice for BAS Tools with a 95% recommendation by customers. Picus is a Series-B startup supported by reputable private equity and venture capital organizations including Mastercard, Turkven, Earlybird Capital, ACT and Endeavor Catalyst.
The Picus Security Validation Platform helps CISOs and security teams gain visibility over their security posture by continuously validating their security controls and their SIEM/SOC tools, and remediating any potential exposure rapidly with our foundational Breach and Attack Simulation technology.
About The Role
Picus is at the forefront of revolutionizing sales execution and forecasting through our innovative software solutions. With a global presence and a dedication to excellence, we are excited to announce the opening for a Sales Operations & Analysis Specialist in our dynamic US team. This role is designed for those who are passionate about driving sales success through data analysis, process optimization, and strategic insights.
As a key player in our revenue operations function, you will have the opportunity to shape the future of sales at Picus. From analyzing call recordings to enhance sales playbook adherence, to developing targeted training and refining sales strategies to be extended to a global level, your work will directly impact our sales efficiency and effectiveness. You will work very closely with the Sales and Channel leadership teams in the US to ensure proper adoption and execution of the sales playbook within the team, aiming to support revenue growth of the region. Join us in this pivotal position as we strive to empower our sales team and achieve unprecedented growth.

What You'll Do

• Review and analyze prospect call recordings in the US region to assess adherence to established sales playbooks, messaging frameworks, and best practices
• Identify patterns, trends, and areas for improvement in sales representatives' call with a data-driven approach analyzing the friction points in the execution of sales playbook and process
• Enhance CRM data accuracy by ensuring alignment with actual sales opportunities, thereby improving data integrity and reliability
• Provide actionable feedback to US sales leadership on areas for improvement in the execution of the sales playbook and assist in the development and refinement of sales playbooks and sales collateral to support the sales team's effectiveness
• Develop a framework to scale the execution of the sales playbook at a global level, using automations
• Monitor and report on key performance indicators (KPIs) related to sales effectiveness, providing regular updates to sales leadership and stakeholders
• Act as a subject matter expert on sales processes, methodologies, and tools, providing guidance and support to sales representatives as needed
• Support US channel sales team to build and execute a comprehensive partner program monitoring and reporting on the key performance indicators (KPIs) related to channel success such as revenue contribution, pipeline development, and deal velocity
• Oversee operational and administrative tasks related to revenue operations for the Americas team, and support them in case of need

What You Have

• A minimum of an undergraduate degree in engineering, economics or business
• 3-4 years of experience working closely with the sales/growth teams or business consultancy
• Flexibility to adjust working hours to the US time zone when required
• Problem-solving skills combined with a strong business judgment
• Solid understanding of sales processes, pipeline management, and revenue forecasting.
• Strong in translating observations and data into actionable insights with the objective to improve business processes
• Excellent oral and written English speaking skills
• Experience working as a sales representative and a solid understanding of sales playbook execution and relevant industry and SAAS metrics is a plus
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
• Proactive team player who is willing to take on new initiatives with a "Can do" attitude
• Excellent communication and interpersonal skills, with the ability to collaborate effectively across teams and departments