Senior Sales Operations, Program Manager

September 17

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Apollo GraphQL

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Description

• Define and Execute Sales Performance Metrics • Monitor, track, and analyze the performance of Sales, building the business rhythm to assess our performance while partnering with key stakeholders to distill actionable insights. • Drive consistent and accurate performance analysis, reporting and insights for key sales performance metrics for the Sales Leadership with insights to drive strategy. • Pipeline and Forecast Reporting: Regularly analyze and report on the sales pipeline health, forecasting accuracy, and sales performance against targets, providing actionable insights to drive revenue growth. • Sales Performance Analysis: Track and assess key sales metrics such as win rates, conversion rates, and average deal size, offering data-driven recommendations to optimize sales strategies and team effectiveness. • Build operating rhythm for reporting across multiple stakeholders, measuring impact and identifying areas for improvement • Define and build reports in Salesforce and CRM Analytics that can be used by Marketing, Sales, Customer Success, and Leadership to understand sales efforts • Sales Process Optimization • Identify inefficiencies in the sales process and implement improvements that drive productivity and effectiveness across the sales team. • Define account and territory assignments using signals and insights to drive sales to the highest quality accounts and optimize team effectiveness. • Continuously assess the efficiency of existing sales processes, identifying bottlenecks and areas for improvement. Implement best practices and strategies to streamline workflows and reduce friction in the sales cycle. • Create clear documentation and training materials to support the sales team in adhering to these optimized processes. • Continuously evolve Apollo’s go to market strategy based on current product offerings, marketing strategy, and market trends. • Partner closely with Product Operations to implement a PLG motion, understand the product triggers and signals, and partner with Sales Leadership and Enablement to roll out supporting playbooks and action plans. • Leverage data-driven insights and customer feedback to quickly adapt messaging, positioning, and channel strategies in partnership with Marketing, ensuring alignment with shifting market demands and introducing new product features. • Lead the selection, integration, and optimization of sales tools to enhance sales productivity. Ensure that technology solutions align with the overall sales strategy and are effectively adopted by the sales team.

Requirements

• 8+ years in sales/revenue operations. • Experience operationalizing a scaling sales team. • Experience with Salesforce, Outreach, Common Room, and analytical tools (CRMA, Tableau, etc.) is strongly preferred. • Strong ability to gather, analyze, and report on data, turning facts into insights and recommendations. • A passion for using data to drive storytelling that helps solve complex problems. • A desire to constantly learn and improve themselves. • Experience putting presentations together for senior cross-functional stakeholders e.g. CRO, CFO, CCO.