Sales Operations Manager, Discord
Advertising Solutions, Quests
$152.5-167.8k
+ Equity
Voice, video and text communication platform
Open for applications
Voice, video and text communication platform
1001+ employees
Open for applications
$152.5-167.8k
+ Equity
1001+ employees
Company mission
Discord's mission is to help friends and communities come together to hang out and explore their interests.
Role
Who you are
- 6+ years of experience in sales operations, revenue operations, or pricing and yield management in digital media and advertising
- Proven track record of developing analysis, insights, and recommendations for a sales org
- Ability to be nimble and manage competing priority in zero to 1 environment and a fast sales growing team
- Proven experience in analyzing / executing across a wide variety of pricing, packaging, deal structures in the digital advertising space
- Strong analytical skills with ability to derive actionable insights from complex data sets
- Deep experience in the ad industry and ad tech ecosystem
- Experience with CRM systems (e.g., Hubspot, Salesforce) and proficiency in sales analytics tools
- Excellent communication skills, with the ability to motivate and inspire a team
What the job involves
- We are looking for a Sales Operations Manager to join our newly established sales team that is taking our new Game Advertising Solution to market
- This important role will be responsible for working with an operations team to drive optimization, efficiency and effectiveness of our sales motions through metrics, measurement, and program
- This role will involve a good deal of cross-functional collaboration in between sales, marketing, and product teams
- As we grow this business you will be working in a zero to 1 environment helping build the sales operation function from the ground up
- This role will report into the Director of Global Sales Operations
- Develop analysis and insights that support pipeline management, revenue forecasting, territory definition, target setting, and incentive plan implementation
- Create and continually refine reports that track key performance metrics to evaluate the effectiveness of sales efforts and drive continuous improvement – including analysis of sales pipeline data to identify optimization opportunities
- Build analysis and industry benchmark to inform Discord rate cards, packaging, and pricing
- Contribute to quantitatively and qualitative models that measure impact of non-standard deals (e.g., balancing customer needs, sales targets, profitability, and other strategic opportunity / risk factors.)
- Implement programs that ensure sales efforts are synchronized with new product capabilities, features, packaging pricing, marketing beats
- Implement and manage best practices around the sales CRM system to ensure accurate and up-to-date information on leads, opportunities, and customer interactions
- Contribute to monthly, quarterly internal sales reviews, and annual sales planning efforts
Our take
Discord is an industry giant in the chat app space. The free platform has rapidly become one of the most popular services in the sector since being founded in 2015. It counts over 150 million active users in 19 million communities, successfully expanding beyond its original focus on video game players to become a broader social networking app and public forum.
Discord's userbase has grown rapidly as remote work has become the norm and a new generation of internet users has come online, attracted to its youthful presentation and plethora of gaming and social tools. It has since fended off takeover bids from Microsoft and interest from other giants such as Amazon and Twitter, and has grown into a profitable company, funded by optional subscription fees and commissions from sales through the platform.
Discord’s remarkable growth, however, is not without obstacles. The company faces competition from deep-pocketed giants like Facebook, and regulatory concerns from those worried about the platform’s relatively light chat moderation. However, the company has the resources and expertise to adapt. For example, the acquisition of harassment detection software company Sentropy will go a long way towards placating the concerns of critics, as will the 2024 acquisition of teen app Gas used to give anonymous compliments to friends. All of these purchases are part of Discord's move to expand out of its mostly gaming-focused customer base.
Steph
Company Specialist
Insights
Company
Funding (last 2 of 9 rounds)
Sep 2021
$500m
SERIES H
Dec 2020
$100m
SERIES H
Total funding: $979.3m
Company benefits
- Comprehensive medical insurance including Health, Dental and Vision
- Mental health resources and quarterly wellness stipends
- 16+ paid holidays, 4 weeks of PTO + use-what-you-need sick days
- Paid parental leave (plus fertility, adoption and other family planning benefits)
- Flexible long-term work options (remote and hybrid)
- Volunteer time off
- A diverse slate of Employee Resource Groups
- Plus commuter contributions and other perks for office-based employees
Company values
- Autonomy
- Mastery
- Purpose
- Compassion
Company HQ
Potrero Hill, San Francisco, CA
Articles
Leadership
Jason Citron
(CEO)Started out as a programmer at Papaya Studio, Stormfront Studios and Doublefine Productions. Also founded OpenFeint, a global mobile social gaming company.
Worked as a Software Engineer at Casamba and then Kabam. Was Lead Software Engineer at GREE International, and founded social network Guildwork.com in 2009.
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