Job Summary

The Sales Operations Manager is responsible for sales operations, data, analytics and reporting across the sales organization. This position will report to the Chief Revenue Officer with a dotted line to the Vice President of Sales and will wear many hats, including: Salesforce reporting and updating, sales data analytics, and Sales AI tools utilization. We are looking for someone with data, technology and analytics experience who understands the full revenue cycle at a rapidly growing tech company. You should understand the big picture and the goals of our revenue teams -- e.g. grasp our business strategies and how they impact the systems you manage.

Essential Functions

The following duties are essential functions of this position. Employees must be able to perform these functions with or without reasonable accommodation:

• Ensure our tools and systems supporting sales meet business requirements across the entire sales lifecycle
• Own the end-to-end process of tracking the revenue funnel and operational metrics; deliver regular insights to the business and define and deliver techniques to improve funnel performance
• Create and maintain documentation on revenue processes, policies, technology and relevant training materials and assist with onboarding new sales team talent
• Produce and review actionable and accurate revenue reports and forecasts
• Recognize and surface areas for improvements to revenue generation processes to drive speed and efficiency in systems and sales execution
• Manage and schedule monthly enablement sessions with the sales team to cover relevant topics necessary to closing critical skills gaps
• Enhance sales team productivity by enabling the teams to work smarter by analyzing trends in each sales stage
• Support the CRO and sales team to ensure close plans are being executed and the team is updating CRM tools accurately and in a timely manner
• Perform data analytics to identify sales trends that can be addressed to reduce sales cycle times and improve close rates

Additional Responsibilities: Support renewal forecasting, and cross-functional revenue initiatives

Supervisory Responsibilities

• Direct Reports: None
• Management Duties: Not applicable
• Budget Authority: Input on technology and tool investments for revenue operations
• Leadership Scope: Cross-functional influence across all revenue-generating departments

Required Qualifications

• Education:
• Bachelor's degree in Business, Marketing, Computer Science, or related field required
• Experience:
• 5+ years of experience with Salesforce, marketing automation solutions (Marketo is preferred) and vast knowledge of SFDC configuration, dashboards, custom reports, custom fields and visualization required
• Demonstrated success in a revenue ops, sales ops or business ops role required
• Proven Salesforce subject matter expert, with experience creating reports, optimizing processes, training new hires, managing dashboard and more required
• Skills & Competencies:
• Energy, hustle, resourcefulness and drive
• Ability to manage multiple projects simultaneously with strong attention to detail + multi-tasking abilities
• Track record in driving change and removing hurdles in fast growing organizations by working cross-functionally with marketing, sales, customer success, finance, IT, etc.
• A genuine passion for data, analytics and optimizing system integration, as well as efficiency and improving the performance of revenue teams to drive a repeatable revenue playbook
• Agile, self-starter who can work independently and collaboratively
• Advanced Excel skills with a strong understanding of Salesforce, Marketo and revenue technology strategies
• Certifications/Licenses:
• None required

Preferred Qualifications

• Education:
• MBA or advanced degree in analytics or business
• Salesforce certifications (Administrator, Advanced Administrator, Revenue Cloud)
• Experience:
• Experience in B2B SaaS or technology companies
• Background with additional marketing automation and customer success platforms
• Experience with business intelligence tools (Tableau, Looker)
• Skills:
• SQL and data analysis capabilities
• Experience with CPQ and billing systems
• Knowledge of revenue operations best practices and SaaS metrics

Physical Demands & Work Environment

• Physical Requirements: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
• Sitting: Constantly (6-8 hours per day) for computer work, data analysis, and system administration
• Standing/Walking: Occasionally for office collaboration and team meetings
• Lifting: Occasionally lift/carry up to 15 pounds (office equipment, materials)
• Vision: Constantly use close vision for data analysis, reporting, and system configuration
• Hearing: Frequently for team meetings, training sessions, and cross-functional collaboration
• Communication: Frequently communicate with sales, marketing, customer success, and leadership teams
• Manual Dexterity: Constantly use hands/fingers for keyboard use and system navigation
• Work Environment:
• Location: Office-based or remote position
• Noise Level: Typical office environment
• Travel Requirements: Minimal, occasional travel for team meetings or conferences
• Schedule: Standard business hours with occasional evening/weekend work during system implementations
• Technology: Use of CRM systems, marketing automation platforms, analytics tools, and revenue intelligence software

Compliance Statements

• ADA Accommodation: Itential is committed to providing reasonable accommodations to qualified individuals with disabilities. If you require accommodation to perform the essential functions of this position, please contact Human Resources to discuss available options.
• Equal Opportunity: Itential is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.
• Employment at Will: Employment with Itential is at-will, meaning either the employee or the company may terminate the employment relationship at any time, with or without cause or notice.