Remote Senior Sales Operations Manager

Summary

Join Apollo.io as a Senior Sales Operations Manager and take ownership of optimizing the sales process, improving forecasting accuracy, and driving key performance metrics for the Account Executive (AE) team.

Requirements

• 5+ years of experience in sales operations, with a focus on process optimization and sales enablement in SaaS companies
• Salesforce Certified with a deep understanding of the Salesforce ecosystem and its best practices
• Proven success in managing forecasting, sales processes, and productivity improvements
• Strong analytical skills with experience in data-driven decision-making and reporting
• Excellent communication and collaboration skills, able to work with cross-functional teams and sales leadership
• Ability to manage multiple projects, prioritize, and deliver in a fast-paced environment

Responsibilities

• Develop product-led sales playbooks to support the AE team in achieving New Business ARR targets
• Automate plays in Salesforce, leveraging data triggers for more efficient execution
• Implement regular pipeline cadence for forecasting. Ensure 90% forecast accuracy within the first quarter, improving to 98% within six months
• Reduce the sales cycle by 15% by identifying bottlenecks and optimizing processes
• Automate and document sales processes, collaborating with sales management to create effective training and onboarding programs that ramp new reps within two months
• Build dashboards and instrumentation to measure and manage AE team performance
• Own the RBR reporting for the AE department and provide actionable insights for improvement
• Enhance team and individual quota attainment by 15% through streamlined processes and sales enablement, reducing time spent on non-revenue-generating tasks
• Increase inbound opportunity conversion rates by 20% through improvements in follow-up cadence and quality of engagement
• Drive a 10% improvement in sales velocity by optimizing win rates, increasing deal size, and reducing time to close
• Oversee Salesforce integration with PandaDoc for contract management, build approval processes for non-standard contracts, and ensure all sales processes are automated and scalable

Preferred Qualifications

• Experience implementing sales enablement programs that improve quota attainment and reduce sales cycle length
• Proven track record of automating processes and improving team productivity by optimizing CRM workflows
• Familiarity with PandaDoc and other contract management tools