As the Senior Manager, Sales Operations, you will oversee the delivery of efficient sales processes, systems and technology to support the marketing, business development and sales teams in achieving their objectives. You will also leverage your superior Salesforce knowledge and experience to develop relevant dashboards/reports. In addition, you will provide strategic insights and recommendations to facilitate the leadership’s periodic review and discussions. This end to end support function will manage, own, and organize the distribution of all funnel data for both inbound and outbound lead generation and other sales metrics which are key inputs for business growth and financial reporting. This is both a strategic and tactical role that requires heavy lifting and problem-solving. Reporting to the AVP, Growth Excellence (Enablement & Operations) your work will include:
Key Responsibilities
What you will be doing:
- Work directly with key sales leaders to ensure Salesforce data hygiene, ensuring accuracy and completeness so that the data effectively drives analytics and insights.
- Use Salesforce to lead, manage and report sales operational metrics that support business operations and decisions (ie. sales and marketing tactics, segment analysis, lead generation, constraints in the funnel etc)
- Analyze previous sales reports and build key insights to enhance all end to end funnel activity on both Marketing, Business Development and Sales teams using Salesforce, Salesloft, Clari and other tools
- Support on critical strategic, and operational projects designed to increase lead generation, sales productivity and operational efficiency
- Oversee the process for identifying, collating and prioritizing update requirements for Salesforce, working closely with the internal Salesforce developer team to project manage and deliver on those requirements.
- Effectively measure and assess sales performance, providing insights on what is driving high-performance
- Monitor the accuracy and efficient distribution of reports, dashboard and other intelligence essential to the sales, marketing and business development organizations, including executive leadership and board-level reporting - working closely with the Finance team
- Prepare monthly and quarterly pipeline reporting for the finance team as well as other off-cycle requests to facilitate discussion and decision making
- Actively participate in the sales forecasting process by generating relevant reports, and highlighting relevant trends and insights.
- Develop training materials and deliver training programs related to sales processes and technology to drive adoption and full ROI on technology tools.
- Manage and continue to optimize the technology tools and softwares by continuously reviewing the changing needs of the business and aligning the technology accordingly
- Leverage data to generate insights and recommendations on what can be done to improve sales processes, conversion rates and sales cycles
- Analyze data to generate insights and recommendations on what is working and not working in our GTM and demand generation strategies
- Analyze overall sales performance metrics to proactively identify opportunities for optimization and improvement of sales processes.
- Lead the development and delivery of enablement/training programs related to process/technology knowledge areas
What we hope to see in your experience:
- 7 - 10 years experience in a revenue/sales operations team in a technology/software organization
- Experience in helping to define sales territories and strategic account planning activities
- Deep knowledge of sales processes including ability to define, refine and implement sales processes and policies.
- High proficiency in Salesforce - Certified Salesforce.com Administrator or higher
- Demonstrated ability to conduct analysis of complex data and translate the results into relevant insights and actionable recommendations.
- Able to design, implement and manage sales and demand forecasting, planning and budgeting processes
- Demonstrated experience using Clari and Outreach or similar tools
- Demonstrated experience with sales enablement tools and technologies
- Strong interpersonal and team building skills; ability to work with a diverse team and influence and drive change cross functionally
- Strong technical, research, problem solving and collaboration skills
- Ability to develop presentation slides and present to executive management
- Proficiency in other sales technologies such as Seismic, LinkedIn Sales Navigator, Clari Copilot will be an added advantage.
- Project management and change management experience will be an added advantage
- Ability to analyze existing data, reports and dashboards to to generate business specific insights and recommendations
- Project management and change management experience will be an added advantage
Security-related Responsibilities
- Compliance with Information Security Policies
- Ensure access management is performed in compliance with the employee's role and responsibilities
- Responsibility and accountability for executing League's policies and procedures within the department/ team
- Notification of HR, Legal, Compliance & Security of any incidents, breaches or policy violations
