Compensation Overview

Job Description

At LinkedIn, we trust each other to do our best work where it works best for us and our teams. This role offers a hybrid work option, meaning you can both work from home and commute to a LinkedIn office, depending on what’s best for you and when it is important for your team to be together.

This highly visible and unique role within Global Go-to-Market (GTM) Operations will deliver on global systems and tooling initiatives for LinkedIn’s Marketing Solutions line of business (LMS). In this role, you will be a part of building and scaling both third-party (3P) and first-party (1P) Sales and Operations tools. You will act as a product owner for our Anaplan platform, harnessing its capabilities to transform our sales planning, quota, forecasting, and crediting processes. Additionally, you will serve as a vital business partner to our Product, Engineering, and Technical Program Management teams, representing business requirements for 1P tool development, and acting as the “voice of the business” on internal GTM Technology initiatives. You will build strong relationships with business leaders and collaborate cross-functionally to identify opportunities, design, and deliver best-in-class results. This role offers an exciting opportunity to play a key part in shaping the future of GTM Operations for LinkedIn’s growing media business.

Responsibilities

• Drive global, systems and tooling priorities for LinkedIn’s media business:
  • Understand the business and business needs; drive systems and tooling recommendations that increase Sales and GTM Operations productivity, decrease complexity, and can scale across segments and regions
  • Evaluate and quantify business and user impact to drive prioritization across new use cases, tasks, defects, and enhancements, ensuring we are prioritizing based on data and not intuition 
  • Align Sales and GTM Operations teams to ensure new processes or process changes are critical, relevant, understood, and supported by leadership, key stakeholders, and cross-functional teams
  • Wear multiple hats throughout the product development lifecycle, ensuring that our sales technology stack effectively supports and aligns with our business objectives and priorities
  • Validate hypotheses around what the business and users expect from both 3P and 1P products or solutions and document how this impacts their processes, systems integrations, data infrastructure, and/or business goals
  • Partner with Go-to-Market Enablement and PMM to ensure success and drive adoption of 3P and 1P tools
     
• Own sales planning and performance management products in Anaplan:
  • Define the product vision, mission, strategy, goals, and key metrics for what is being built in Anaplan for media Sales, Operations, Compensation, and Finance teams
  • Create and own multi-quarter roadmaps and multi-year strategies for solutions in Anaplan
  • Define product requirements, drive product planning and product design for new features and enhancements in Anaplan
  • Partner with Anaplan Solution Architects and Model Builders to design, test, launch, and optimize Anaplan models, ensuring that solutions can scale
  • Partner with Product and Engineering teams to align the media Anaplan roadmap with LinkedIn’s internal GTM Tech strategy
  • Clearly communicate product benefits and value to our users and internal stakeholders
     
• Act as the voice of LinkedIn’s media business on GTM Tech initiatives:
  • Serve as the primary business partner representing media teams on GTM Tech initiatives, collaborating with Research and Development (Product, Engineering, Data Science, Technical Program Management, PMM) and Go-to-Market Enablement to execute LinkedIn’s GTM Tech roadmap
  • Surface underlying business, data, process, and user needs based on existing pain points, heuristic/expert interviews, survey analysis and insights, and process/workflow analyses
  • Lead initial business impact sizing, prioritization, and resourcing to inform business case development
  • Consolidate business requirements across internal media sales audiences and identify standardization or business process optimization opportunities to inform future solution design​
  • Partner with Product Managers in GTM Tech to generate hypotheses based on problem statements to inform 1P product scope/feature scope, initial requirements, and/or criteria for success
  • Partner with Product and Technical Program Managers to drive user acceptance testing and monitor product/market fit for 1P tools

Qualifications

Basic Qualifications

• 6+ years of experience in sales strategy and operations or equivalent role
• 6+ years of experience in sales technology, including third-party tools (Anaplan, Salesforce) and internal, first-party business applications
• 4+ years of software development lifecycle (SDLC) experience as a business partner or analyst, authoring business requirements and collaborating with Product and Engineering teams
• Domain expertise in Sales and Sales Operations workflows and processes, including:
  • Account planning
  • Account segmentation
  • Quota setting and management
  • Sales crediting and compensation
  • Sales forecasting
  • Sales motions
  • Territory planning and management

Preferred Qualifications

• Direct experience with Anaplan (or similar 3P) to drive sales planning and performance processes
• Direct experience with Salesforce, Microsoft Dynamics, or other CRM platforms
• Experience in ads/media sales operations; understands the media sales cycle
• Experience leading sales or business process transformation initiatives
• Experience building for scale; comfortable with data and ambiguity
• Experience embedding a Research and Development (R&D) mindset into Ops processes and talent
• Experience evaluating new tools and weighing in on build vs. buy decisions 
• Strong analytical skills to ensure we are prioritizing products/features based on data and not intuition
• Understands agile methodologies and ways of working
• Understands Product Management best practices; experience working as or with Product Managers
• Comfortable and skilled at understanding customer needs and advocating for business users
• Can delve into the details but can also engage meaningfully on the big picture to solve operational problems
• Demonstrated ability to communicate findings clearly to both technical and non-technical audiences
• Innovative and focused on continuous improvement, staying up to date with the latest industry trends
• Highly proficient using Excel, SQL, and familiar with relational databases
• Familiar with analytics and business intelligence tools (e.g., Tableau, PowerBI) 

Suggested Skills: 

• Anaplan
• Sales Strategy
• Account Planning

LinkedIn is committed to fair and equitable compensation practices.

The pay range for this role is $119,000 - $193,000. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. This may be different in other locations due to differences in the cost of labor.

The total compensation package for this position may also include annual performance bonus, stock, benefits and/or other applicable incentive compensation plans. For more information, visit https://careers.linkedin.com/benefits.