Senior Manager, Sales Operations

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 and reports which provide strategic and analytical insights 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 financial reporting. This is both a strategic and tactical role that requires heavy lifting and problem-solving. This role reports directly into the AVP, Growth Excellence.

Key Responsibilities

• 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 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
• Work directly with key sales leaders to ensure Salesforce hygiene while supporting 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. 
• Proactively identify opportunities for process improvement with sales management and sales process quality. Assist sales management in understanding process bottlenecks and inconsistencies
• 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
• Connect Marketing, Sales, and Business Development operations across the customer lifecycle to drive efficiency and keep all teams accountable to Revenue
• Work closely with the Growth team to identify areas of process improvement that enable growth and scalability
• 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
• Participate and support in initiatives related to sales enablement, sales training, process improvement and technology optimization.

What we hope to see in your experience: 

• 5 - 7 years experience in a revenue/sales operations team in a technology/software organization
• 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 SalesLoft or similar tools
• 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 Demandbase, Seismic, LinkedIn Sales Navigator, Wingman will be an added advantage.
• Project management and change management experience will be an added advantage