Sales Operations Lead

You are a proactive, operationally-minded problem solver who loves working with client-facing teams to drive results. You are extremely commercial and are willing to roll up your sleeves and do whatever it takes to push the business forward, whether that’s building efficient internal playbooks, pushing the sales team to follow-up on leads, diving into a messy data set, or implementing and maintaining new technology. You love to take initiative and always have a sense of ownership over your work. You appreciate a good V-Lookup, but you are as comfortable in a spreadsheet as you are training members of the sales team on new processes or new technology.

You love creating systems that scale your team’s efforts. You are an excellent communicator, both verbally and in written communication, and you are extremely organized, conscientious, and detail oriented. You are excited to join a fast-paced FinTech startup, and have a strong interest in wealth management or personal finance.

The client-facing side of Flourish business is complicated: we have relationships with 550+ RIAs and thousands of underlying advisors, all with varying levels of platform engagement. On any given day, these firms invite hundreds of clients to Flourish, while dozens of new RIAs sign up each month. For our client-facing organization – composed of sales, relationship management, support, and partnerships – it is critical that we leverage our data to identify the highest leverage areas to focus our efforts, then implement strategies to reach out and drive results.

As our Sales Operations Lead, you will partner closely with Flourish’s President in order to drive the efforts of our client-facing teams. Your analysis of our existing clients will help our sales team focus their efforts, knowing who to call and when to encourage client activity, while you’ll partner with our marketing organization to facilitate and measure lead-generation activities. You’ll take ownership over our CRM (HubSpot) and the Growth team’s data, partnering closely with our Data Team to drive actionable insights and produce reporting for Flourish Management. You will help construct territory plans, select and implement new sales automation technology, manage sales materials, arm our partnerships team with data and analysis, and generally do whatever it takes to keep our client-facing organization running smoothly.

Due to the complexity of our client base and products, this role is critical to the Flourish organization as a whole, and will be involved in numerous strategic projects to drive the business forward.

• Analyze data generated by existing client activity and produce actionable insights for the sales and relationship management teams, focusing on driving client activity
• Develop and implement processes for the sales, relationship management, support and partnerships teams, focusing on lead generation, hand-offs and interactions between teams
• Partner closely with Flourish’s Marketing and Sales teams on lead-generation campaigns: identify opportunity, load lead lists, track and report on performance, and driving the sales team on follow-ups and areas of opportunity
• Manage the sales tech stack (including HubSpot) on a day-to-day basis and develop and execute the team’s technology strategy, identifying technology gaps, evaluating vendors, and optimizing tools for maximum productivity. Serve as system administrator for each tool, managing users and integrations, creating onboarding/training materials for new users, ensuring data hygiene and process efficiencies.
• Work with Sales and Relationship Management teams to collect, analyze, and present product feedback with Product and Engineering teams
• Assist in creation of sales territories and relationship management plans, in addition to assisting in the creation and maintenance of sales team materials

• 4+ years experience, including 2+ years experience in sales operations or similar
• Experience working with client-facing sales and relationship management teams
• Bachelor’s degree or equivalent experience
• Strong quantitative skills; strong proficiency in Excel and Google Sheets 
• Experience managing CRM (or similar) systems for sales teams. Experience with HubSpot preferred.
• Experience building, documenting and implementing new processes from scratch
• Experience in reporting (funnel, sales, forecast, etc.)
• Experience at a fast-paced tech company or within financial services strongly preferred
• Ability to set priorities, operate independently, meet deadlines, and manage multiple projects in a fast-paced, changing environment

At Flourish, we focus on ensuring fair, equitable pay by providing competitive salaries, along with bonus and incentive opportunities and benefits for all employees.

Base Salary Range: $86,500 - $134,500 plus bonus