Mission - Why We Need You
Reporting to our CRO, the Sales Operations Manager is an essential member of SMA’s revenue team working closely with sales, marketing, customer success and finance to enable our teams to sell better, faster, and more efficiently. In this role you will be the subject matter expert for our commercial revenue reporting, responsible for uncovering insights that scale the effectiveness of our teams. A core area of focus will be to improve sales performance across the buyer journey by interpreting our revenue data. You will empower our teams by building dashboards for lead management, sales strategy, territory allocation and opportunity conversions. In collaboration with our CRO, you will iterate on monthly revenue reporting to the Leadership team and Board.
Objectives – The Problems You’ll Solve
In your first month, you will onboard, get up to speed, take accountability for our revenue data and present an assessment of our sales metrics with areas to improve revenue operations at SMA.
Deeply understand our sales and marketing strategy and the role you will play in improving the buyer journey.
Take ownership of our revenue data including the build of our weekly / monthly revenue reporting pack.
Manage our Sales and Customer Success enablement playbook and work with Marketing / Product to iterate over time.
Present your early diagnosis of Revenue Operations to Sales and Marketing leadership.
In your first 3 months, you will take ownership of revenue reporting to the Leadership Team and Board while also taking responsibility for our sales tech stack, dashboards and team enablement.
Generate weekly revenue forecasts (month and quarter focus) and roll up each week’s numbers to Sales and Customer Success Leadership.
Partner with the CRO on monthly reporting for our Leadership team and company Board.
Analyze historical data to identify customer and sales rep performance trends, insights, and benchmark against the broader industry.
Take a share of responsibility for the management and implementation of sales tools and platforms including Salesforce, Grow.com and Gong.io.
In your first 6 months, you will become a subject matter expert on our buyer journey and revenue data, with a deep understanding of past performance, currents goals and future budget planning needs.
Recommend changes to current sales techniques, procedures, or promotional efforts based on market research and performance trends to improve sales performance.
Assume responsibility for training new and existing members of our revenue teams with processes and tools.
Work with Revenue Leadership to refine the structured sales processes & methodology for better forecasting accuracy.
Partner with CRO on annual budget, including territory and compensation planning.
Collaborate with our cross-functional teams to review operational procedures, identify inefficiencies, and design, develop and configure customizable and scalable processes while automating solutions.
Competencies – What we’re looking for
Analytical skills: You can quickly structure and process qualitative or quantitative data and draw insightful conclusions from it. You should exhibit a probing and curious mind and achieve penetrating insights.
Attention to detail: You have high level of attention to detail and produce high quality work. You do not let important details slip through the cracks or derail a project.
Collaboration: You can reach out to peers and build successful relationships with key stakeholders to establish an overall collaborative working environment.
Accountability + Follow-through on commitments: You live up to verbal and written agreements, regardless of personal cost. You can adjust quickly to changing priorities and conditions, and cope effectively with complexity and change. You will do what you say and demonstrate tenacity and willingness in holding others accountable to follow through on commitments.
Ability to coach and develop people: You will play an integral part in coaching members of the sales organization in their current roles and supporting them to improve performance and preparing them for future roles and success.
Master of Efficiency:?You’re known for working smarter – not harder. You have a strong track record of building and enhancing processes and workflows that lead engaged buyers to be in front of sales. You’re familiar with multiple CRM and marketing automation tools (SalesForce, HubSpot, Marketo) and love creating a clean, organized web of plugins and integrations to make the company as efficient as possible. You pride yourself in your ability to balance organized data with the need for speed.
What’s in it for you?
At SMA, we pride ourselves on ensuring that our employees are taken care of and that you have what you need to succeed in and out of work. In addition to competitive compensation, we provide:
- A remote first environment however this role will require some time in the office as needed.
- All the gear you need to be successful, including your choice of Mac or Dell. Laptop, $100/month phone + internet reimbursement, monitors, and gear to get yourself started plus a one-time $250 stipend to purchase any extras.
- 100% Company paid health, dental, vision, LTD, AD&D, and basic life insurance for you and your immediate family, plus a $1,800 per year company funded HSA account, plus paid parental leave.
- Generous PTO and flexible working hours to accommodate a great work/life balance.
- $2,500 annual Professional Development stipend to help you develop your skills.
How We Work – Our Core Values
Eager to Win - Our passion comes from a deep caring for the success of our employees, clients, and partners both personally and professionally. Every employee is expected to "own it" by taking the lead and seeing initiatives through from start to finish.
Collaborative – We win when we work as a team.SMA’s best people approach their work with a spirit of helpfulness and inclusion. We seek out opportunities to team with each other, leverage each other’s expertise, and lend a hand whenever we can.
Tenacious - We are scrappy, determined, resourceful, and relentless in our approach to serve our clients and partners. We are willing to fight for what is right and are proactive in seeking solutions. We are tenacious and will not quit.
Work primarily in a climate-controlled environment with minimal safety/health hazard potential. High level of stress. Sedentary, sitting, walking, infrequent lifting (overhead, waist level) from floor, bending, frequent near vision use for reading and computer use.
- Crouching/Bending/Stooping 1%
- Lifting/Carrying - up to 10 lbs 20%
- Lifting/Carrying - up to 25 lbs 1%
- Lifting/Carrying - up to 50 lbs 1%
- Lifting/Carrying - up to 100 lbs 0%
Unisoft International, Inc. dba Software Management Associates provides Equal Employment Opportunities (EEO) to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, genetics, or veteran status. This policy applies to all terms and conditions of employment including recruiting, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact 281-348-9606 or email@example.com for assistance.