Sr. Manager, GTM Operations

Sales/ Business Development United States


Description

Our Story: Litera, headquartered in Chicago, IL, is a fast-growing software company and one of the leading legal technology suppliers in the world. Serving more than 90% of the world's largest law firms, our software
is used by hundreds of thousands of lawyers every day. As a company recognized as one of the best places to work, we believe professional development, rewards programs, open communication, and transparent leadership all contribute to a unique and open work environment. Our employees are driven, energetic, passionate, and have the ability to make a direct impact on the future of the company.

The Opportunity: Come and join us to shape the Revenue Operations function develop operational capabilities across the globe to drive Sales Productivity and deliver a Selling experience which is unparalleled in industry.

As a Leader within the Revenue Operations team, you will have significant responsibility, and influence, to develop operational capabilities in support of our sales Go to Market strategies across Segments. The Sr. Manager, GTM Operations is a member of growing Revenue Operations function and will act as a conduit to shape the future of our operational capabilities in collaboration with Sales Leadership and functional peers across the globe.
The Sr. Manager, GTM Operations will lead efforts, in partnership with Sales, to develop, and deliver, our operational capabilities at scale across a number of focus areas including: Sales processes, systems, and analytics.

Developing and leading a team of Revenue Operations Specialists, the role will have overall responsibility for the operational delivery of our Go to Market strategies, and related capabilities, across our Sales Segments. In addition, the Sr. Manager, GTM Operations will engage with our Sellers, key stakeholders, and peers to further shape our Sales Methodologies driving the overall awareness, training, and engagement with our Sellers globally.

A Day in the Life: The Sr. Manager, GTM Operations will have the primary responsibility of building and leading a team of professionals to deliver operational capabilities from concept to delivery in support of our GTM
strategies. Specific responsibilities include a focus in the following areas:

  • Salesforce Program Leadership: Leads the strategic direction across our SF platform improving the overall user experience to drive utilization across Sales.
  • Sales Tools: Develops strategies, and leverage, of 3rd party technology delivering future capabilities which automate the Selling process and improve Sales Productivity.
  • Sales Process: In partnership w Sales Leadership, and key stakeholders, identifies process improvement opportunities to further align with our Sales Motion from design to deployment.
  • Sales Forecast Management: In collaboration with Sales Leadership, oversees the development and delivery of the end-to-end Forecast process with continuous oversight of the process globally.
  • Deal Reviews: Develops, and delivers, a scalable Deal Review process capability.
  • Sales Analytics: Defines and leads efforts to standardize, and deliver, our Sales KPI’s globally in collaboration with the Business Operations function and performs ongoing analysis of Sales trends as required.
  • Business Reviews: Collaborates with Sales Leadership to develop a standard cadence, and approach, to ongoing business reviews across Segments driving all aspects of GTM planning and delivery.
  • Go To Market Planning: Collaborates w Sales leadership to develop strategies and provide support all aspects of GTM planning including: Sales coverage, Territory structures, Quota allocation, GTM planning, Segment Business Reviews and support of our Fiscal Year transition.
  • Acquisition Integration: Owns and leads efforts to successfully integrate newly acquired Sales resources and systems to align across Litera.
  • Sales Project Champion: As needed, leads or participates in Revenue Operations, and cross functional initiatives across the Company.
  • Sales Training: In partnership with our Sales Enablement function, defines the required Sales Training requirements to further improve the knowledge and understanding of our Sellers via delivery of ongoing Sales Training offerings.
Role Progression:

Within 1 month, you will:
  • Complete our onboarding process.
  • Meet the team and learn the nuts and bolts of our business, and the growth opportunity which lies ahead.
  • Familiarize yourself with our solutions, market opportunity and GTM strategies.
  • Establish a basic understanding of our operational capabilities.
  • Begin collaboration with Sales Leadership.
  • Develop future-state organization to support the needs of the Revenue Operations function.
Within 3 months, you will:
  • Establish a strong foundational knowledge of our business across Segments.
  • Identify opportunities across Sales to further scale our operational capabilities in support of our future growth.
  • Deliver new operational capabilities allowing the Litera Sales team to operate at scale.
  • Effectively manage the day to day operational responsibilities within your assigned area.
Within 6 months, you will:
  • Become the GTM expert of our business in regards to all things Sales.
  • Lead the operational cadence within your assigned areas of responsibility.
  • Become a “Trusted Advisor” on all aspects of our GTM strategies across functions.
About You:
  • You get things done
  • You aspire to achieve greatness in your role
  • Strong ability to develop solutions solving for gaps across the business
  • Experience in delivering all aspects of Sales GTM strategies at a global scale
  • Desire to leverage your experience, and play a key role, in shaping the future of Sales within the Company
  • Analytical thinking with practical execution
  • Operate with a high standard & hold your self accountable
  • Keen to make a difference & help Sales sell more faster!
  • Enjoy a fast-paced environment and desire to be a part of our story
  • 5-7+ years relevant experience, with broad experience of:
    • GTM strategies
    • Salesforce and related SaaS based Sales Tools
    • Analytics & insights to measure performance and support key decisions
    • Operational capabilities to operate at scale
  • A passionate leader with a strong desire to make a difference!
What Sets us Apart?
  • The ability to shape the future of Sales and how we operate
  • Opportunity to drive operational change at scale from concept to delivery
  • Work with the best and brightest in the business
  • Become a part of a tremendous growth story
  • A forward-thinking organization with a track record of success
  • Direct engagement (and influence) with Leadership at all levels
  • Amazing technology increasing your productivity
  • The ability to truly make a difference each day
  • All the perks & benefits you would expect!