Appear
Sales Operations Manager
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About Appear and the role
Appear is a fast-growing, profitable technology business delivering high-performance media processing and delivery to broadcasters, media companies and service providers worldwide. Our technology supports some of the world's most demanding live sporting and broadcast events, where reliability, latency, density and operational simplicity are critical. These are the feeds that cannot drop when a final is on air.
Headquartered in Oslo and listed on the Oslo Stock Exchange, we are now expanding our commercial infrastructure to keep pace with our growth. This new position sits within our Operations organisation and works closely with Commercial and our regional Sales Managers across Europe. It is about organising, structuring and above all implementing: much of our process exists on paper, but it has not yet been rolled out to the regional teams. Your job is to reduce friction in the sales process so that our salespeople are successful in their day-to-day work.
What you will do
- Implement, not just recommend. Manage the sales operations process to enable sales team productivity, and implement processes that optimise cross-functional collaboration. Continuous training and follow-up are part of the job.
- Give sales leaders a clear view. Work alongside our sales leaders to define quarterly objectives, standardise business reporting, create dashboards in Salesforce for sales executives, and manage the metrics and KPIs behind data-backed decisions.
- Keep the pipeline moving. Streamline and optimise the sales pipeline so opportunities progress, pinpointing problem areas and implementing the fix, and support sales leaders on forecasting and performance insight.
- Use our systems well. Play a key role in using Salesforce and our ERP, NetSuite, including responsibility for CRM data consistency, quality and cleansing. Expand and ensure efficient use of the CRM to support various departments’ objectives, including finance, customer success management, and technical support.
- Make the numbers land. Collate, analyse, interpret and present commercial performance data in a compelling way, to enable decision making at senior and executive level.
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What you will bring
- Relevant higher education and 7+ years of relevant experience supporting sales business processes.
- Programme and project implementation and execution capability, with a demonstrated track record of developing and implementing tools, processes and programmes that engage team members and support growth. This one matters most to us.
- Experience managing Salesforce and an ERP, including user adoption.
- Knowledge of sales business processes including forecasting, sales pipelines, quote-to-cash or quote-to-order and order-to-cash. Experience of owning, or at least understanding, an end-to-end sales process is a plus, as is exposure to bid management and RFP responses.
- Relevant market experience, or at least experience with tech sales, together with international experience, preferably within a matrix and/or sales organisation.
- Excellent listening, negotiation and presenting skills.
About you
You are self-driven, structured and practical rather than theoretical. You hold the line on process, but you do it by sitting down beside people and making the right way obviously easier than the workaround. You have the presence to challenge people and the resilience to keep going when adoption takes five conversations rather than one.
Our values are Passion, Excellence, Responsibility and Collaboration. If those sound like how you already work, you will recognise Appear quickly.
What we offer
- Influence where it counts. High autonomy, direct access to sales leadership, and a real say in the roadmap of the systems you own.
- Customers worth building for. FOX Sports, Eurovision Services and other major names in live production rely on our technology for events that cannot go wrong.
- Genuinely interesting complexity. Direct sales and indirect sales through partners, with the partner side growing, which makes our Salesforce estate and this role more interesting than most.
- The pace of a scale-up with the calibre of work that comes from supporting the world's greatest events, and room to grow in sales and revenue operations.
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Practical details
- Location: Oslo, Stockholm or Southampton. The role is office-based and we are flexible on which office you join.
- Travel: international and domestic travel is to be expected, along with calls across time zones.
- We review applications continuously and will close the role once we find the right candidate.
- Due to the nature of our work, and because Appear supplies products used in the delivery of critical infrastructure within the EU, we maintain a strict Security Policy. All candidates offered a position must undergo a background check as part of our global hiring process.
Over the past 20 years, Appear’s world-renowned team of experts made us the most progressive and forward-thinking company in the industry. Our relentless emphasis on modularity and functional versatility places us at the forefront of driving innovation in live production technology.
We proudly count the world’s leading content creators amongst our esteemed list of customers who trust our solutions to deliver the highest profile live media with integrity and efficiency.
Appear’s global operation includes centres of excellence in Oslo, Sweden, Southampton, Singapore and Los Angeles.
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