Location - Bangalore
Shift Timing - 5:30 P.M to 2:30 A.M (IST)
Position Summary:
As the Business Operations Manager, you will play a crucial role in optimizing and scaling our renewal processes and operations to support our ambitious growth targets. You will lead a team of renewal operation professionals to ensure seamless coordination between Finance, Sales Ops, Product Ops, IT and other cross-functional teams. This is a strategic role but should possess good hands-on experience and requires a deep understanding of SaaS business model and the renewal process management. This is a relatively new role and we are looking for someone who can thrive with a high level of ambiguity to operate autonomously while maintaining cross functional collaboration and stakeholder management and expectations.
What You Will Do
Strategy and Planning:
- Develop and implement a comprehensive operational rigor, aligning it with overall business objectives and revenue targets.
- Partner with Sales Ops and Finance in the long-range planning ,QRF submissions to the leadership and Renewal Capacity Planning.
- Conduct data-driven analysis to identify sales performance trends, opportunities, challenges and use the insights to optimize processes and propose actionable recommendations.
- Provide valuable insights and contribute to sales planning, territory planning, and coverage model strategies.
- Stay updated on industry trends and competitive landscape and customer feedback to refine renewal strategies.
Renewal Sales Process Optimization:
- Streamline and standardize sales processes to improve efficiency, shorten sales cycles and increase overall sales effectiveness.
- Develop and implement sales playbooks and methodologies to ensure consistency across the sales team.
- Provide operational guidance and support in Renewals forecasting and business reviews.
- Orchestrate the Forecast Calls with the Renewal Managers and the Team.
- Work with Renewal Managers and Sr. Customer Success Managers to get the CQ+1 Forecast Outlook by incorporating upside, downside and Risk to the RBOB.
Analytics and Reporting:
- Maintain Renewal KPIs and dashboards to monitor sales performance and track progress towards targets.
- Leverage data and insights to support process improvements, enable optimal business outcomes, manage project scope and ongoing operations.
- Prepare regular reports and presentations highlighting renewal performance to assess sales performance and identify areas for improvement.
Customer Success & Relationship Management:
- Work with the Retention team to proactively identify the barriers to renewal and call out the risk early for the upcoming quarters.
- Collaborate closely with the Customer Success team to develop and execute proactive engagement plans that drive value for customers and increase renewal rates.
- Manage the Retention KPIs including the quantitative and qualitative metrics - Value and Outcomes from the Risk Mitigation, Dollars Retained and document the customer objections.
Cross-Functional Collaboration:
- Drive collaboration and Foster strong relationships with cross functional teams to ensure seamless coordination and alignment of strategies.
- Partner with finance, customer success and sales operations functions in managing the day-to-day Renewal operations.
What We're Looking For
- 10+ years’ experience in Revenue/Renewal/Customer Success/ Sales Operations, Sales Strategy or similar
- Proven track record of success in operations roles within high-growth SaaS or technology companies.
- Intermediate to Advanced experience with Salesforce (SFDC) and CPQ, Advanced Excel.
- Strong analytical skills with the ability to interpret data and make decisions based on insights.
- Proven ability to lead and motivate a team, work in a fast-paced dynamic environment and handle multiple priorities simultaneously.
- Ability to drive cross-functional collaboration, establish credibility, be decisive and articulate issues clearly and concisely.
- An inquisitive nature and exceptional attention to detail.
#LI-DR2
Rubrik (NYSE: RBRK) is on a mission to secure the world’s data. With Zero Trust Data Security™, we help organizations achieve business resilience against cyberattacks, malicious insiders, and operational disruptions. Rubrik Security Cloud, powered by machine learning, secures data across enterprise, cloud, and SaaS applications. We help organizations uphold data integrity, deliver data availability that withstands adverse conditions, continuously monitor data risks and threats, and restore businesses with their data when infrastructure is attacked.
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Inclusion @ Rubrik
At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.
Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.
Our inclusion strategy focuses on three core areas of our business and culture:
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Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
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Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
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Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.
Equal Opportunity Employer/Veterans/Disabled
Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at [email protected] if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.
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