Sales Operations Manager

WeVideo is the leading full-cycle video learning platform for content creators, businesses of all sizes, and educational institutions. We have a current opening for a Sales Operations Manager to play a pivotal role in driving revenue growth and operational efficiency by serving as the strategic engine behind the sales organization. They are responsible for optimizing the sales process, leveraging data-driven insights, and ensuring the sales team is equipped with the tools and information needed to succeed. Their focus extends beyond tactical support to encompass strategic planning and execution, directly impacting the company's bottom line. This role provides a chance to demonstrate your sales skills and take your career to the next level in sales operations.

The core responsibilities:

Data Management: Establishing and maintaining robust data infrastructure, ensuring data accuracy, consistency, and accessibility across all sales-related systems (e.g., CRM, sales engagement platforms). This includes data governance, hygiene, and integration efforts when/if needed.
Performance Analytics: Developing and implementing frameworks for tracking, measuring, and analyzing sales performance against key metrics. This involves creating dashboards, generating reports, conducting root cause analysis on parts of the sales funnel, and identifying trends to understand what's working, what's not, and where improvements can be made. This also includes reports and dashboards to ensure everyone in the organization has visibility into how sales is performing against key targets: bookings attainment, pipeline build and sufficiency, sales activity, conversion rates, and pipeline disposition.
Sales Forecasting: Collaborating with sales leadership to develop accurate and reliable sales forecasts based on historical data, current trends, and pipeline analysis. Help to lead a forecasting business rhythm and operational cadence. This informs strategic planning, resource allocation, and revenue projections. Also, ensuring that the data hygiene accurately reflects the forecast status of all deals.
Process Optimization: Working with sales leadership to continuously evaluate and refine sales processes to enhance efficiency, reduce friction, and improve sales effectiveness. This includes streamlining workflows, implementing best practices, and ensuring adherence to established procedures.
Tool Management: Overseeing the selection, implementation, and ongoing management of sales technology and tools, such as CRM systems, sales engagement platforms, and business intelligence tools. This involves ensuring optimal utilization, integration, and user training.
Sales Training and Enablement Support: Collaborating with sales enablement teams to identify training needs and provide data-driven insights to inform training content and delivery. This ensures the sales team has the knowledge and skills required to achieve their targets.
Territory Management and Quota Setting: Along with sales leadership, assisting in the design and optimization of the sales organization's design and sales territories based on market sizing, where sales is winning, and TAM. Create scoring models to assess TAM in key sales territories and develop reports and dashboards to show Account Executives where to prioritize.
Compensation Planning and Administration Support: Providing data and analysis to support the design and administration of sales compensation plans and quota setting, ensuring they are aligned with performance goals and motivate desired behaviors. Create models that show the math behind the quota setting and the path to get to goal based on units sold, ASP, cycle time and win rate.
Cross-Functional Collaboration and Leadership: Work with the Marketing team to analyze the marketing and sales funnel to develop action plans on where we are winning and root cause places to improve in the funnel. Help lead a data driven conversation in a regular sales and marketing operational cadence. Work with Marketing Operations to assess lead, customer and prospect insights to improve lead scoring frameworks. Work with the Finance team to develop models around forecasting, pipeline sufficiency, quota and budget setting.
A crucial aspect of these responsibilities is the ability to transform raw data into actionable insights. The Sales Operations Leader acts as a translator, converting complex datasets into clear, concise, and strategically relevant information that empowers sales leaders and the broader organization to make informed decisions.

Owned Tasks and Proactive Engagement

Developing and Maintaining Sales Dashboards: Creating intuitive and comprehensive dashboards that provide real-time visibility into key sales metrics, pipeline health, and team performance.
Generating Regular and Ad-Hoc Sales Reports: Producing standardized reports on sales performance, trends, and key performance indicators (KPIs), as well as ad-hoc analyses to address specific business questions.
Identifying Key Sales Trends and Patterns: Analyzing sales data to uncover emerging trends, identify high-performing segments, and pinpoint areas of opportunity or risk.
Providing Data-Driven Recommendations: Translating data insights into clear and actionable recommendations for improving sales processes, strategies, and resource allocation.
Pipeline Analysis and Health Assessment: Regularly evaluating the health and quality of the sales pipeline, identifying potential bottlenecks, and providing insights to improve conversion rates.

Actively participate in sales and marketing leadership meetings: Providing data-driven perspectives and contributing to strategic discussions.
Regularly communicate key insights and findings: Ensuring sales leaders are informed of performance trends and potential areas for improvement.
Collaborate on the development of sales strategies and initiatives: Aligning operational efforts with overarching business goals and providing data to support strategic decisions.
Help to develop sales organization design through balanced sales territories and budget/quota models.
Serve as a trusted advisor to sales leaders: Offering objective, data-backed perspectives on sales performance and operational efficiency.

Prioritization, Structure, and Collaboration in SaaS

Data-Centric Approach: A strong emphasis on data collection, analysis, and utilization to drive decision-making across the sales organization.
Scalability and Automation: Investing in technology and processes that can scale efficiently as the company grows, often leveraging automation to streamline repetitive tasks.
Customer Lifecycle Focus: Recognizing the importance of the entire customer lifecycle, from acquisition to retention, and ensuring sales operations supports these efforts.
Integration with Other Departments: Sales Operations functions effectively through close collaboration with:

Sales Teams: Providing the tools, data, and processes they need to succeed and gathering feedback for continuous improvement.
Marketing Teams: Aligning lead generation efforts with sales strategies, analyzing campaign effectiveness, and optimizing the lead handover process.
Finance Teams: Collaborating on forecasting, revenue recognition, compensation planning, and financial reporting related to sales performance.
Product Teams: Providing insights into customer needs and market trends gathered through sales interactions.

Enhancing Strategic Impact

Actively Participate in Strategic Planning Meetings: Offering data-backed perspectives and contributing to the development of overall business strategies.
Define and Monitor Key Performance Indicators (KPIs): Establishing clear and measurable KPIs that align with strategic goals and track progress towards achieving them.
Ensure Data Integrity Across All Sales Systems: Implementing processes and controls to maintain data accuracy and consistency, providing a reliable foundation for analysis and decision-making.
Develop Strong Relationships with Executive Leadership: Building trust and credibility by consistently delivering valuable insights and contributing to strategic discussions.
Proactively Identify and Address Potential Business Challenges: Using data analysis to anticipate risks and opportunities, providing early warnings and potential solutions.
Champion a Culture of Data-Driven Decision-Making: Educating and empowering the sales organization to leverage data in their day-to-day activities.
Continuously Learn and Adapt: Staying updated on industry best practices, emerging sales technologies, and evolving SaaS business models through continuous learning opportunities such as industry conferences, online courses, and networking.

Benefits & Perks:

Competitive compensation
Flexible PTO
12 Paid Holidays
Medical Insurance with UnitedHealthcare
- Employee Premiums covered at 100%
- Dependent Premiums covered at 80%
Vision/Dental Insurance with Guardian
- Employee Premiums covered at 100%
- Dependent Premiums covered at 70%
Remote Work

Why you might like working here

We offer a positive culture that enjoys working & learning from each other.
People stick around. Some of your future colleagues have been here for over 8 years.
Our users love our product; just take a look at what our users are saying on social media.

Compensation: $110,000 - $130,000

About WeVideo

WeVideo is a full-cycle video learning platform. WeVideo is available from virtually any computer or device at home, school, work, or on-the-go to capture, edit, view, and share videos. Built for the future in HTML5, WeVideo brings maximum speed, responsiveness, security, and expandability to browser-based video editing. WeVideo is a Google Play Editors' Choice selection with more than 12 million downloads to date. WeVideo is also the exclusive digital storytelling solution of Google's Education Creative Bundle for Chromebooks and a Microsoft Education Partner. More than 6,500 schools use WeVideo to enhance classroom learning.

We are an equal opportunity employer and do not discriminate based on race, color, religion, sex, national origin, age, disability, or any other protected status.

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Sales Operations Manager