Senior Sales Operations & Strategy Specialist

Job Duties: 

Continuous Improvement and Process Optimization 

• Oversee continuous improvement initiatives to streamline sales processes, enhance productivity, and optimize resource allocation. 

• Document and maintain sales process workflows, playbooks, and SOPs 

• Own and optimize core sales processes from lead to close, ensuring efficiency,  consistency, and scalability. 

• Lead design & implementation of Salesforce impacted process changes, with the partnership of IT & OET, ensuring solution & impact are effectively communicated to stakeholders 

Sales Tech Stack  

• Oversee sales tooling & troubleshooting efforts for Sales Executives and BDRs (e.g. SFDC, ZoomInfo, HubSpot, Seismic) 

• Business owner of sales tooling (e.g. SFDC, ZoomInfo, HubSpot, Seismic) 

• Oversee system usage & adoption measurements; Propose & implement continuous improvements  

Account Planning 

• Drive the account planning process, managing and overseeing cross-functional next steps and needs required by sales for successful outcomes 

• Own the design & implementation of process, system & behavior improvements to drive pipeline and NTP performance at Key/Core accounts  

• Responsible for the methodology & maintenance of Key/Core account designation 

Territory Planning 

• Responsible for sales territory design & implementation 

• Leverage insights to make recommendations to improve efficacy of territories  

• Responsible for account identification & qualification framework   

Pipeline Management 

• Partner with leadership to identify and implement improvements in CRM usage, pipeline management, forecasting, and reporting. 

• Provide insights and recommendations based on pipeline trends, gaps, and conversion metrics to drive improved performance. 

Reporting  

• Lead sales performance management analysis and reporting for pipeline management and execution against targets, including forecasting and quarterly and annual planning 

• Partner with sales leadership, sales executives, and BDRs to ensure accurate & timely sales origination, pipeline, & booking reporting/data requests  

Required Skills & Abilities: 

• Standout communication skills: Listening, presenting, training, and documenting.  

• Process improvement mindset.  

• Analytical, critical thinker, able to ask the right questions and frame a problem.  

• Superb understanding of sales team motivations and enterprise sales organizations . 

• Creative problem solver.  

• Ability to handle multiple priorities.  

• Excellent PowerPoint formatting skills. 

• Outstanding relationship and negotiation skills with internal and external stakeholders .

• Reliable, responsive, driven.  

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Education and Experience

• 5+ years in a Sales Operations role (or business analytics), leveraging process data and customer and team feedback. 

• Bachelor’s degree in business, math, finance, economics, statistics, or related field preferred or relevant experience. 

• Experience with CRM and business management tools (ex: Salesforce.com, Asana, Tableau, Excel, PowerPoint, etc.). 

The Perks! 

• Annual bonus, subject to company and individual performance
• Equity plan participation 
• Company-subsidized benefits: medical, dental, vision, life insurance 
• Flexible Spending Accounts: healthcare and dependent care 
• 6% 401(k) match with immediate vesting 
• Flexible Time Off  
• Expected annual salary: $85,000 - $105,000 (subject to adjustment for relevant experience, skills, geo location) 
• Commuter benefits: reimbursed parking; free RTD pass; free gym membership

The company is an Equal Opportunity Employer, drug-free workplace, and complies with ADA regulations as applicable. All duties and responsibilities are essential functions and requirements and are subject to possible modification to accommodate individuals with disabilities reasonably. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. 

Physical Demands and Work Environment 

The physical demands described here represent those that an employee must meet to perform the essential functions of this position successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions. 

While performing the duties of this position, the employee is regularly required to talk or hear. The employee must frequently use hands or fingers and handle or feel objects, tools, or controls. The employee is occasionally required to stand, walk, sit, and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this position include close vision, distance vision, and the ability to adjust focus. The noise level in the work environment is usually low to moderate.