Sr. Manager- GTM Planning

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and 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 individual will act as a trusted partner to the Sales and Customer Success teams to determine balanced and achievable quota targets, staffing levels, and sales territories in line with company financial targets. The successful candidate will be responsible for analyzing sales data and market trends to provide insights that will 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 project(s) for determining potential new sales territories, capacity planning, territory health and determining 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 provide insights that will inform strategic decision-making. Support the Sales and Customer Success teams in their 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 between $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 a number of job-related factors, including location, skills, experience, and education.

Pay Range
$129,300—$194,000 USD

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.