Senior Sales Operations Manager

As a Senior Sales Operations Manager at Apollo.io, you will take ownership of optimizing the sales process, improving forecasting accuracy, and driving key performance metrics for the Account Executive (AE) team. You will be responsible for developing and operationalizing sales playbooks, enhancing data accuracy, and implementing process improvements to increase efficiency and revenue generation. The ideal candidate is an experienced sales operations professional with a strong background in Salesforce, data analysis, and sales process optimization within the SaaS environment.

Key Responsibilities:

• Sales Playbook Development: 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.
• Forecasting Optimization: Implement regular pipeline cadence for forecasting. Ensure 90% forecast accuracy within the first quarter, improving to 98% within six months.
• Sales Process Improvement: 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.
• Performance Monitoring: 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.
• Quota Attainment: Enhance team and individual quota attainment by 15% through streamlined processes and sales enablement, reducing time spent on non-revenue-generating tasks.
• Sales Funnel Conversion: Increase inbound opportunity conversion rates by 20% through improvements in follow-up cadence and quality of engagement.
• Sales Velocity Optimization: Drive a 10% improvement in sales velocity by optimizing win rates, increasing deal size, and reducing time to close.
• Salesforce Integration & Automation: Oversee Salesforce integration with PandaDoc for contract management, build approval processes for non-standard contracts, and ensure all sales processes are automated and scalable.

Qualifications:

• 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.

Preferred Experience:

• 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.

Besides the great compensation package and culture that thrives in openness and excellence, we invest tremendous effort into developing our remote employees’ careers. The team embraces that we have a sole purpose: to help customers maximize their full revenue potential on the Apollo platform. This mindset opens us up to a lot of creative approaches to making customers successful at scale. You’ll be a significant part of a lean, remote team, empowered to really own your role as a proactive educator. We’re very collaborative at Apollo, so you’ll be able to lean on your teammates, even in adjacent departments, to help you achieve lofty goals. You’ll be supported and encouraged to experiment and take educated risks that lead to big wins. And, you’ll have a whole team remotely by your side to help you do it!