Sales Operations Director

Position: Sales Operations Director
Level: Director
Reporting To: Sr Director Sales Operations
(Location: San Francisco Bay Area, CA)

About Stem

Stem provides solutions that address the challenges of today’s dynamic energy market. By combining advanced energy storage solutions with Athena™, a world-class artificial intelligence (AI)-powered analytics platform, Stem enables customers and partners to optimize energy use by automatically switching between battery power, onsite generation, and grid power. Stem’s solutions help enterprise customers benefit from a clean, adaptive energy infrastructure and achieve a wide variety of goals, including expense reduction, resilience, sustainability, environmental and corporate responsibility, and innovation. Stem also offers full support for solar partners interested in adding storage to standalone, community or commercial solar projects – both behind and in front of the meter.

Stem’s culture embodies diversity & inclusion beyond the traditional facets of gender, ethnicity, age, disabilities, and sexual orientation to include experience, personality, communication, workstyles, and more. At our core, Stem is at the momentous intersection of clean energy and software technology where diverse ideas, experiences, and professional skills converge to make the inclusive culture we have today. Together, we are turning old school thoughts about software and energy into progressive, collaborative, and innovative solutions. By joining our team, you will be collaborating with data scientists, energy experts, skilled salespeople, thought-leading executives and more from a range of backgrounds. This intersection of ideas, beliefs, and skills is what makes us unique enough to lead the world’s largest network of digitally connected energy storage systems.

What we are looking for:

The ideal candidate for this position has prior experience with managing a quote and/or order desk team for a company that sells both hardware and software/services solution. They will have experience with Salesforce, quote/configuration tools, user training, project management and be an expert with Excel. Process improvement and attention to detail will be keys to this person’s success.

The person in this position will lead a team of three deal desk associates and be responsible for all deal desk activities. This includes configuration checks, quote approvals, contract population, order processing, case work related to quotes and orders, and quote tool maintenance. This team is an important quality control check for the company and requires a high level of precision and attention to detail. The Sales Ops Director will also be the project manager for any major changes to quote and order processes/tools. They will be responsible for maintaining and improving process documentation, with the goal of improving deal velocity and accuracy. This person will take on other sales operations responsibilities as assigned and the organization changes and grows.

This position requires frequent communication with various corporate stakeholders (Sales Management, Finance, Legal, Supply Chain, Product Management and Product Mktg) and will at times require internal negotiating. The person in this role must be good at problem solving and weighing the pros/cons of various solutions only escalating to the Sr Director when necessary.

Responsibilities:
- Audit Quotes and Order Forms for accuracy, pricing, and compliance
- Work closely with Sales Managers, Product Marketing, Finance, Legal, Supply Chain and Support teams to ensure alignment on process and hand-offs between owners
- Monitor and correct deviations in Salesforce deal entry from initial quote through contract completion and receipt of customer PO; ensure a smooth handoff with deployments & customer operations teams
- Work within the Salesforce.com CRM system to ensure deal records are maintained
- Partner with Revenue Accounting team and Finance to review or address revenue recognition concerns for non-standard deal structures
- Ensure day-to-day documentation of deal approvals are memorialized in the system of record (Salesforce)
- Maintain daily and weekly reconciliation of bookings in Salesforce
- Maintain and monitor the deal desk dashboard in Salesforce
- Perform analysis on the current state, then own projects and initiatives focused on improving efficiency in the Deal Desk process
- Supervise three deal desk specialist headcount, and determine division of responsibilities
- Own projects related to deal desk processes and tools (like case modifications and CPQ)
- Other sales operations duties as assigned

Requirements:
- Expertise with quote to cash processes and contract lifecycle required
- Strong Excel skills (must have strong math skills)
- Must be detail oriented, organized and a self-starter and can manage competing priorities
- Experience with Salesforce.com and quote tool applications is a must
- 10+ years of experience in Sales Operations roles with 5+ years Quote Desk or Deal/Order Desk
- Strong written and verbal communication skills
- Positive, team-oriented attitude
- 4-year college degree in business, finance, accounting, or closely related field required
- 5+ years experience with supervising junior employees required
- Able to commute to the downtown San Francisco headquarters on a regular basis (BART, Train and Ferry stops are walkable)

Stem, Inc. is an equal opportunity employer committed to diversity in the workplace and does not discriminate against any employee or applicant for employment because of race, color, sex, pregnancy, religion, national origin, ethnicity, citizenship, sexual orientation, gender identity, age, marital status, disability, genetic information, military status, protected veteran status or any other factor protected by applicable federal, state or local laws.