Cortex Sustainability Intelligence is an emerging leader in the energy decarbonization space, reducing energy consumption, cost and emissions from the built environment. We have a decade of deep subject matter expertise on how to solve material customer problems and connect insights into action across the commercial real estate sector. We are seeking a Senior Director of Sales Operations to help us build a scalable foundation for performance management, predictable growth and best in class client outcomes. Our 2024 plans include 100% YOY ARR growth and this position will be a key force multiplier for our current commercialization efforts. This position is remote and will support a remote US-based sales team and our executives headquartered in Nashville.

Who are we:

Cortex is a B2B company on a mission to help commercial real estate meet their decarbonization goals, today, tomorrow, and 2030. We offer real estate an AI-driven solution that surfaces energy insights to drive capital investment planning, optimize operations, and reveal the path to achieving their decarbonization goals. We work with some of the leading Class A real estate owners in the US and are driving our product from compelling proof of concept projects into broader enterprise solutions adding value to the c-suite.

Principal Duties and Responsibilities (Essential Functions):

• Sales strategy and support
• Define and deliver techniques to improve the funnel performance for sales management
• Support the sales team with process improvement, measurement, tracking, and analytics relevant to their functional areas
• Maintain regular check-ins with Sales Leadership to determine how sales opportunities are tracking against plan and identify any problems for internal review and problem solving
• Enhance sales productivity by enabling the team to work smarter by simplifying processes and evaluating new tools
• Refine customer segmentation, assist with territory management, and help create a plan to enhance upsell, cross-sell and renewal processes
• Collaborate with the CRO on sales strategies and tactics that generate leads, expedite the sales cycle, and increase deal value
• Inform cleaner contracting, negotiating and reporting approaches to client contracts and overall contract development process, including identifying ways to improve revenue recognition and time to value in our commercial paper
• Analytics and CRM
• Architect and action the customer management platform to provide strategic acceleration in account insights, deal development and customer success metrics
• Own the end-to-end process of tracking the sales funnel and operational metrics and delivering regular insights to the business
• Build and help to standardize business reporting for strategic analysis and internal business review
• Track and analyze key metrics including pipeline growth, win/loss rates, and quota attainment
• Support on-going analysis of sales team’s performance and effectiveness of different plays
• Assist with on-boarding and training new sales talent on CRM
• Performance management
• Support definition of weekly, monthly and quarterly objectives for sales team, with a focus on managing both enterprise and transactional sales campaigns
• Design and support sales compensation programs by updating performance, reporting and communication to participants to drive success, support growth and build clear leverage in cost of acquisition models
• Bring a culture of accountability and visibility to the sales and GTM teams
• Other duties as assigned

Skills and Qualifications:

• Ten or more years of work experience developing and executing sales operations strategies and tactics, data analysis, and reporting
• Energy software and climate tech commercialization experience is preferred
• Deep expertise in sales process management
• Substantial experience with CRM management (e.g., HubSpot, Salesforce, and similar)
• Demonstrated ability to improve CRM reporting to inform sales strategies
• A track record of success optimizing lead advancement through sales, and improving conversion
• Strong analytical skills and the ability to generate and interpret data to inform deliverables and meet goals
• Highly motivated, proactive, solutions-oriented mindset
• Excellent project management and collaboration skills
• Excellent verbal, written, and interpersonal communication skills
• Ability to work independently
• Eligible to work in the United States
• Ability to travel

Education:

• Bachelor's degree required
• MBA preferred

Behavioral Skills:

• Be data driven – skilled at analyzing data to drive decision making
• Be detail oriented – are meticulous about the details
• Be innovative – willing to try new ideas, tools, and tactics to advance the business
• Be results driven with a bias towards action
• Take ownership – skilled at managing projects beginning to end
• Be collaborative – adept at working across multiple teams and stakeholders to gather and integrate information
• Be a strong communicator – excellent oral and written communication skills
• Be a problem solver – ability to be proactive in finding creative and unique solutions
• Be adaptable – driven to coordinate and prioritize numerous important tasks, as well as proactively identify and address potential issues

Accountabilities:

• Define clear sales metrics for success and measurement process in CRM, including leading and lagging indicators
• Ensure consistent CRM use and that CRM is “source of truth” for all deal and customer data, working with sales leadership
• Build reporting in CRM for strategic management of GTM, working with executive team and sales leadership
• Establish a clear process for sales team compensation/commissions related to deal milestones
• Others to be determined

Supervision Received:

The Senior Director of Sales Operations will report directly to Cortex’s Chief Revenue Officer and will receive regular supervision and at least weekly check-ins.

Benefits:

• Competitive compensation and equity
• Access to 6 medical plans (Cortex covers 100% of the premiums for base plan)
• Access to 3 dental plans (Cortex covers 100% of the premiums for base plan)
• Access to 2 visions plans
• Online mental health support through Talkspace
• Access to Health Spending Account and Flexible Spending Account
• Access to 401k plan
• 10 paid holidays
• Unlimited paid time off

Cortex provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.