Controller, Sales And Operations

Single Digits Bedford , NH 03110

Posted 7 days ago

Position Description

Reporting to the Chief Revenue Officer, the Sales and Operations Controller is a key player on the Single

Digits team, with heavy dotted line reporting to the Chief Operating Officer and Chief Financial Officer. This

cross-functional role is focused on helping the company achieve its performance and profitability goals, with

key responsibilities that include sales finance, operations finance, budgeting, financial reporting, and sales



Lead short and long-term financial planning, budgeting and forecasting cycles that support the Sales and

Operations organizations

Partner with Sales, Operations, and Finance to develop and manage operating budgets, revenue

forecasts and associated reporting

Drive Operations reporting and forecasting improvements, including recommended dashboards and

reporting formats

Analyze data and trends inside our Sales and Operations performance, identify key drivers of

performance, and highlight areas of opportunity, risk and improvement

Identify recommendations to improve company performance, including operational efficiencies,

maximizing revenue, and increasing gross profit on sales

Partner with multiple departments, including Sales, Product, Finance, Operations, etc. to maintain

strategic and analytical alignment in the business

Help ensure our company sales and operating data is accurate and compliant

Work cross-functionally to improve company business systems and reporting automation

Lead the sales quota and sales compensation planning cycle with the CRO and CFO

Manage all aspects of the sales compensation function, including plan design and modeling, quota

assignment, the monthly commission cycle, and commission payments

Act as a subject matter expert on sales compensation along with the CRO, and be the primary business

partner to Sales, Product, Finance, and Human Resources

Deliver analytics and insights around the effectiveness of sales compensation plans, plan design,

components, calculations, decelerators/accelerators, commission targets, pay timing, etc.

Provide commissions attainment, expense forecasts and reporting to Finance as part of the monthly

commissions cycle and budget management process

Partner with the CRO, CFO, and sales leaders to effectively manage the quota and targets setting

process for all sales channels and sales roles

Assign quotas and issue sales compensation plans to all sales team members

Implement a cadence for sales compensation plan design, modeling, approvals, communication,

implementation, and administration

Ensure sales compensation plans align up and down the management chain, and with company goals

business strategy

Develop and define deal-specific pricing recommendations for complex sales opportunities

Collaborate with Sales, Product, Finance, and Operations to perform cost and gross profit analysis for

complex sales opportunities

Lead the review of deal-specific pricing requests and model them to win, ensuring accurate and

adequate profitability relative to cost, pricing, timing, etc.

Propose creative pricing options for complex deals and provide input on negotiations strategy

Collaborate with Sales, Product, Finance and Operations to document the complex pricing governance


Conduct actual vs. "as sold" business analysis to optimize future complex deal pricing and success

Maintain a deep understanding of company operations and cost drivers, and incorporate this knowledge

into pricing practices to improve gross profit

BA/BS degree from a four-year college or university, with an MBA/MS degree preferred

10 years of relevant experience in Sales and Operations related finance

Superior planning, organizational and prioritization skills

Exceptional financial, analytical, and problem-solving skills

Ability to work in a fast-paced environment and juggle competing priorities

Success in solving complex issues where analysis of situation and data requires in-depth consideration

and evaluation of variable factors

Prior experience with ownership, implementation, and management of sales compensation plans

Advanced modeling skills and experience as it pertains to financial analysis, plus compensation plan

design, components, calculations, quota setting and attainment tracking

Demonstrated ability to partner and work effectively with cross-function team members at all levels to

meet deadlines and achieve desired outcomes

Experience developing and managing complex customer price quotes that involve input from cross-

functional partners, including Sales, Product, Finance, Operations, etc.

Highly skilled with the Microsoft Office Suite

Expert with Excel (VLOOKUP, Pivot tables, etc.), financial modeling, charting, and graphing

Personal Attributes

Excellent interpersonal and communication skills, both verbal and written

Exceptional relationship building skills

Team player with unquestioned integrity and business ethics

Personally accountable for achieving results

Self-starter who leads by example and personal involvement

Passion for exceeding expectations during personal interactions

Embraces and champions new ideas and encourages others to do likewise

Multi-tasks and works effectively under pressure

Eager to work and overachieve

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Controller, Sales And Operations

Single Digits