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Director, Sales Operations & Enablement

| Chicago
At Relativity, we make software to help users organize data, discover the truth, and act on it. Our e-discovery platform is used by more than 13,000 organizations around the world to manage large volumes of data and quickly identify key issues during litigation, internal investigations, and compliance projects.
Here you can own your career in a community of values-driven people who help our customers around the world solve complex data challenges. If this sounds like the place for you, check out the details of this position below.
As a Director, Sales Operations & Enablement, you and your team’s operations are the catalysts to scalable growth. Your role is focused on forging strong partnerships to simplify, scale and optimize revenue-generating processes to drive retention, new customer acquisition and scalable performance. You and your team are responsible for customer, sales and marketing data and sales enablement, as well as process improvements and optimization.

Role Responsibilities

  • Create and execute for sales operations and enablement teams
  • Develop data-driven business cases and drive initiatives that are tied to corporate strategy
  • Collaborate with Customer Group leadership, FP&A, HR and Strategy on go-to-market plans and execution framework for sales
  • Responsible for developing and executing on sales forecasting, pipeline analytics, and delivering analytics and insights for the sales function
  • Work with enablement team and sales management to implement Challenger sales methodology and drive adoption
  • Participate with other senior managers to establish strategic plans and objectives, utilizing in-depth organizational and competitive knowledge
  • Make final decisions on administrative and/or operational matters and ensures effective achievement of objectives
  • Partner with Sales, Marketing, and key cross functional leaders to execute strategies that drive sales performance, procedure adoption and optimal territory management
  • Collaborate with sales management and other business leaders to develop KPIs that provide deep insight into the trends and growth of the business, and drive monthly business reviews with these metrics
  • Partner with Sales, Marketing and Finance to accelerate growth and drive sales targets through understanding overarching sales and financial goals
  • Develop and track revenue projections, sales team member effectiveness and productivity, selling cycle and other key metrics relative to optimizing sales resources
  • Partner with cross-functional teams to formulate and implement optimal operational strategies including sales optimization and value-added sales management tools
  • Monitor the accuracy and distribution of sales reports and other intelligence essential to the Sales team to ensure timely and accurate collection, analysis, formatting and dissemination of sales data

Qualifications

  • 10-15 years sales experience with a focus on operational excellence
  • Data-driven mindset with experience turning data into organizational and revenue insights
  • Experience managing complex teams and processes and scaling those within a high-growth company
  • Track record of working through pipeline opportunities and challenges and converting those into high-impact programs to drive to revenue goals and plans.
  • Leadership experience growing and mentoring high-performing teams.
  • Ability to thrive in a fast-paced, deadline-driven, team environment with quickly shifting priorities
  • Proven history of initiative, creativity and self-direction

Relativity has over 160,000 users in 40+ countries from organizations including the U.S. Department of Justice, more than 70 Fortune 100 companies, and all of the Am Law 200. Relativity's cloud solution, RelativityOne, offers all the functionality of Relativity in a secure and comprehensive SaaS product. Our company has also been named one of Chicago's Top Workplaces by the Chicago Tribune for seven consecutive years. If you’re ready to grow with us, we’d love to hear from you. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

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Technology we use

  • Engineering
    • .NETLanguages
    • C#Languages
    • JavaLanguages
    • ScalaLanguages
    • AzureLanguages
    • ChefLanguages
    • PowershellLanguages
    • JenkinsLanguages
    • Node.jsFrameworks
    • MySQLDatabases

Location

We’re a community of passionate, life-long learners tackling challenging problems. We care about each other and about our community.

An Insider's view of Relativity

How does your team reward individual success?

Rewarding success is one of my favorite parts of my role. Formally through annual bonus plans, thank you notes in our HR system and of course through promotions. I also like to submit nominations to be recognized at company meetings and spotlights in department newsletters. We move fast at Relativity it’s nice to slow down and just say thanks!

Jessica

Operations Manager, Customer Success and Support

How do you collaborate with other teams in the company?

On the Certification team, I develop exams and study content for our end users. To ensure that our exams are valid, I work with almost every team embracing their expertise and industry knowledge into the development process. It takes continuous interdepartmental collaboration to keep exam content accurate as the Relativity platform evolves.

Sean

Certification Specialist

How has your career grown since starting at the company?

As an Application Support Specialist, I have increased my technical knowledge in SQL database management, Network Administration, and Server Infrastructure. Prior to coming to Relativity, I had zero knowledge of e-Discovery, and now provide On-site training to our clients teaching them about the various e-Discovery tools Relativity has to offer.

Kamal

Application Specialist II

How do you empower your team to be more creative?

We have a semi-annual Hackathon where our engineers get to work on their own feature ideas for 3 days. The ideas that emerge have blown our minds and eventually become part of the product. In addition to design sessions that each team has, we also regularly have Relativity talks. These talks are a great way for engineers to share their experience.

Cindy

Manager, Software Engineering

What are some social events your company does?

Our annual user conference, Relativity Fest, is such a tremendous opportunity to get one on one face time with our partners. Fest draws 2,000 platform users and practitioners from all different facets of the industry and being able to connect with them and hear their stories is extremely powerful.

Michael

Platform Account Manager

What are Relativity Perks + Benefits

Relativity Benefits Overview

We have a great selection of benefits from very competitive insurance plans to fun office perks!

Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Onsite Gym
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Performance Bonus
Bonuses are based on a combination of how the company performs as well as how the individual performs.
Child Care & Parental Leave Benefits
Generous Parental Leave
Vacation & Time Off Benefits
Generous PTO
Everyone starts with 18 days of PTO, plus 11 paid holidays every year. Our office is also closed between Christmas and New Years, which does not take away from your PTO balance.
Paid Holidays
Perks & Discounts
Casual Dress
Commuter Benefits
Tax-free transportation opportunities.
Company Outings
We have our annual Summer Jam (picnic that includes friends and family), our User Conference - RelativityFest, and a holiday party each year.
Game Room
Our Cafe houses ping-pong, foosball, and a variety of arcade games - including Killer Queen (a multi-player game that is one of few in the country).
Stocked Kitchen
We have tea, coffee (including fancy espresso machines), a variety of LaCroix, soda, and many other things. We also have fresh fruit delivered twice a week in our pantry areas.
Some Meals Provided
Meals are often provided during morning or afternoon training sessions. There is also always plenty of leftover food from such meetings that employees can dive into after the attendees are finished.
Happy Hours
Different for each team, but always a great time!
Recreational Clubs
RelWOW (Relativity Women of the Workplace), Several Intramural Sports Teams (kickball, softball, volleyball, etc.), Vertikal (climbing group), Working Moms Group, Queeries, and several more.
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
All full-time employees (non-contract) receive $3,000/year to pursue professional development opportunities.
Diversity Program

Additional Perks + Benefits

We also offer a Divvy bike share discount, have Fooda discounts in the office, and offer DRYV Laundry Service for those who have workout clothes that need washing!

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