Director - Public Sales Theater Operations

Job Title:

Director - Public Sales Theater Operations

Trellix is a global company redefining the future of cybersecurity. The company’s comprehensive, open, and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security.

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Trellix is looking for a highly skilled and motivated Public Sector (Fed/SLED/Healthcare) Sales Operations Director to join our team. As a Rev Ops Director, you will play a crucial role in strategic decision-making, provide operational insights, and build operational rigor and efficiency. You will also work cross-functionally with Sales, HR, Central Finance, and others on a regular basis. We are looking for a well‑rounded and experienced leader that is highly motivated and has a proven track record.

Ability to operate in ambiguous situations to move projects forward. Excel, SQL, SFDC, Clari, project management skills/certification(s) a must. Must be able to keep an eye on day‑to‑day operational activities, connecting short‑term & long‑term goals necessary to drive YOY Public Sector business growth.

• Primary business partner to senior sales leaders in Public Sector Sales.
• Enable informed decision making by providing financial data, analysis and insights on performance.
• Facilitate and support annual fiscal planning such as GTM, territories and quota setting, capacity modeling optimization.
• Manage bookings forecast using internal processes, methodologies and existing tools such as Clari.
• Drive and maintain pipeline coverage and hygiene through reporting, enablement, and automation.
• Act as key liaison for aligning territory quotas and managing compensation escalations.
• Deliver dashboards & presentations to support QBRs and other key meetings.
• Manages the sales process and back‑office, acts as the communication conduit between Field Sales and the corporation to optimize revenue and achieve mutual objectives.
• Forecasts demand, gathers and analyzes information to determine product allocation, quotas, channel; manages the business to maximize revenue through Sales plays, pricing strategies, sales and marketing program support.
• Typically prepares and monitors the sales department budget. Forecasts bookings commitments to the corporation.
• The sales operations director will take the lead in how we look at our business diving deep into the in‑quarter business, diagnosing risks early, defining mitigation strategies, and ensuring predictability in the business.
• The person will have top notch analytical skills, with the ability to frame up the data into actionable insights and ensure action is taken. Success will be consistent delivery and predictability of the forecast.
• Master of the management system: understands how to build a sales management system that institutionalizes the GTM strategy through forecasting process, KPIs, and cadence.
• Defines pipeline stages, forecast process, and algorithms to leverage data to drive predictability.
• Ensures one definition of “Key” performance indicators, with action oriented operating model and consistency across theaters and functions.
• Leverages advanced forecasting tools and methodology in place; very “spreadsheet light.”
• Ability to deconstruct business risk through analytics, diagnose source issues, define solutions, and ensure action is taken.
• Understanding of predictive modeling for pipeline, bookings, guided selling and lead prioritization.

• Your background includes 10+ years of creating successful GTM strategies, overseeing forecasting, reporting, and driving analytics to better position software solutions within large accounts.
• Your knowledge software sales allows you to quickly discern where revenue opportunities reside.
• You use data assets to share and promote insights that improve sales opportunities.
• Able to fail forward: willing to take risks, use facts to guide a…