Senior Manager, Sales Operations

About the Job

Does the opportunity to join one of the fastest-growing tech companies excite you? 3Play Media, a leading full-service video accessibility solution, seeks a full-time Senior Manager of Sales Operations. As a 3Play Media Sales Operations leader, you will be responsible for ensuring our go-to-market team operates efficiently and effectively.

We are searching for experienced candidates with demonstrated success in simplifying sales processes, building reporting to identify opportunities and risks, and aligning incentive compensation plans to key go-to-market strategies. In this role, you will work closely with both leadership and individual contributors to prioritize organizational change management and best practices.  

The ideal candidate is dynamic, curious, and possesses excellent communication skills. You should be resourceful, analytical, adaptable, organized, and able to build rapport with internal customers.

Duties and Responsibilities

Sales Planning and Strategy:

• Modify & standardize business reporting for strategic analysis and internal business review.
• Provide recommendations and take action to achieve strategic objectives, build accurate forecasts, and track key performance metrics.
• Partner with sales reps and marketing to refine the lead qualification process, and analyze and report on campaign performances with reporting and dashboards.
• Refine customer segmentation, assist with territory management, and help create a plan to enhance renewal and upsell processes.

Process Optimization:

• Enhance sales productivity by enabling the team to work smarter by evaluating new tools and methods and simplifying the process.
• Build and maintain documentation on sales processes, policies, and relevant sales training materials and assist with onboarding new sales talent.
• Identify and eliminate sales process bottlenecks and inconsistencies.

Sales Compensation & Incentives:

• Assist in the design and management of sales compensation plans. 
• Monitor the effectiveness of incentive structures and recommend adjustments.
• Support sales spiff programs by updating performance, reporting, and communications to participants to drive success.

Cross-Functional Collaboration:

• Work with Finance, HR, and sales management to develop and manage sales incentive programs and compensation planning in order to increase sales productivity.

Forecast:

Lead ongoing opportunity forecast process and reporting. 

• Contribute to both annual and quarterly strategic planning.

Reporting and Analysis:

• Own the end-to-end process of tracking the sales funnel and operational metrics to deliver frequent insights on wins and losses
• Produce and review actionable and accurate sales reporting and BI tools for reps, managers, and sales leaders.

Customer Relationship Management:

• Document and enable the customer-facing teams on CRM best practices.
• Prioritize CRM updates and project prioritization.
• Ensure data hygiene and accuracy for CRM and customer data. 

Team Development:

• Influence, guide, and develop the sales team through effective coaching and consistently demonstrating 3Play’s emphasis on cultivating a collaborative and motivating team culture.

Position Requirements

• Demonstrated success in sales operations, business operations, or similar roles.
• Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure local execution and business impact.
• Analytical ability to extract key business insights through data analysis.
• Experience creating reports, working with Excel/pivot tables, optimizing processes, training new hires, managing dashboards, and more.
• Ability to manage multiple priorities and tasks; proven strong organizational and project management skills in a fast-paced environment.
• Track record in driving change and removing hurdles in high-growth organizations by working cross-functionally with Marketing, Finance, HR, and Product.

• Excellent written and verbal communication skills, including presenting to C-level executives.
• Agile, self-starter who can work independently and collaboratively.
• Experience with visual analysis applications and sales intelligence software.

• Advanced Excel skills with a strong understanding of Sales Productivity tools.
• Bachelor’s degree in a technical or business-related field.
• Experience with HubSpot, Vidyard, and Gong is a plus.
• 3+ years of experience in sales operations and/or business systems, preferably in software/technology.

About the Company

3Play Media is a rapidly growing, profitable technology company with a startup culture making a huge impact on how people consume online media. We provide premium captioning, transcription, audio description, and translation solutions to over 5,000 higher ed, enterprise, media, and government customers. We aim to simplify the workflow through flexible APIs, a secure online account system, and integrations with many players, platforms, and lecture capture systems. We got our start in 2008 out of MIT Sloan, and we are based in Boston, MA.

Work Environment

We have an awesome work environment! Our team is hard-working, laid-back, and fun. There are no politics or wasteful meetings, and projects get done quickly and efficiently. The team is dedicated to building a successful company. We have a spacious office with lots of natural light located in the North End. The work we do is fun, interesting, and gratifying. Your work will have a direct impact on our company’s success.

Location 

3Play Media is located in Boston, MA –  North Washington St on the Green & Orange line and near North Station. We are in the heart of Boston’s thriving North End District. We are located near some of the best restaurants and surrounded by Boston’s buzzing tech scene. 

Perks

• Professional growth and development opportunities
• Competitive compensation 
• Medical, Dental, and Vision benefits
• 401K matching program
• Paid vacation, birthday, volunteer days, and sick leave
• Disability and life insurance 
• Charitable contribution matching program 
• Transportation subsidy 
• Company-sponsored social events
• Snacks and beverages provided