Job Overview
The Sales Operations Specialist/Manager is responsible for optimizing the effectiveness and efficiency of the sales team by managing and enhancing our sales processes, analytics, tools, and reporting. This role ensures alignment across teams, maintains sales data integrity, and provides strategic insights to drive business decisions. As a key partner to Sales Leadership, Marketing, and Finance, you will play an essential role in scaling our sales organization.
Key Responsibilities
- Sales Process Optimization
- Design, implement, and continuously refine sales processes to ensure streamlined workflows and maximize team efficiency.
- Support the development of sales playbooks, training materials, and documentation for the sales organization.
- Manage and optimize sales tools
- Evaluate and coordinate the use of the tech stack.
- Improve the utilization of the tools, providing more data and possibilities to the sales team to convert more.
- Sales Analytics & Reporting
- Track key sales metrics and performance indicators (KPIs) to provide insights into sales activities, pipeline health, and target attainment.
- Generate regular and ad hoc sales reports for sales leadership and executive teams.
- Develop dashboards in CRM or BI tools (e.g., Salesforce, Looker, and G Suite) to visualize sales data and progress toward goals.
- CRM & Technology Management
- Serve as the primary administrator for the CRM system (e.g., Salesforce), ensuring data accuracy and compliance with sales processes.
- Identify and implement sales technology solutions that support sales productivity (e.g., sales engagement, lead scoring, forecasting tools).
- Manage and troubleshoot integration of sales tools with CRM and other platforms.
- Budgeting, Forecasting & Pipeline Management
- Set and allocate sales quotas aligned with company goals and track and manage variable compensation schema.
- Assist sales leadership in developing and managing accurate sales forecasts and pipeline analysis.
- Track deal progression, identify trends, and provide proactive recommendations to improve pipeline velocity.
- Sales Enablement & Support
- Partner with Sales Enablement to ensure team members have access to training, tools, and content needed to succeed.
- Coordinate sales incentive programs and performance recognition initiatives.
- Cross-functional Collaboration
- Work closely with Marketing to improve lead quality and conversion rates.
- Collaborate with Finance on sales forecasting, budgeting, and compensation plans.
- Provide input for product and process improvements based on customer and sales feedback.
Qualifications
- Bachelor’s degree in Business, Finance, Marketing, or a related field.
- 3+ years of experience in Sales Operations, Sales Enablement, or similar roles.
- Proficiency with CRM software (Salesforce preferred) and experience with sales analytics and reporting tools.
- Strong analytical and problem-solving skills, with an ability to interpret data and generate actionable insights.
- Excellent communication and interpersonal skills, with the ability to work cross-functionally.
- Ability to manage multiple projects and deadlines in a fast-paced environment.
- High attention to detail and organizational skills.
Preferred Qualifications
- Experience in SaaS or technology industries.
- Familiarity with BI tools (e.g., Looker) and/or SQL.
- Knowledge of sales methodologies (e.g., SPICED, MEDDIC, SPIN Selling).
- Demonstrated experience managing complex sales processes and technology implementations.
This role is pivotal in driving sales productivity and effectiveness, and we’re looking for a strategic partner who is as passionate about data as they are about sales success. If you’re ready to make an impact and drive the growth of our sales team, we’d love to hear from you!
