Senior Sales Operations Manager

About the role

Brevo is on the lookout for a Senior Sales Operations Manager to collaborate closely with the Head of Revenue Operations, aiming to bolster the overall go-to-market strategy. This role is a blend of analytical rigor and substantial ownership, where the successful candidate will convert data into strategic insights while managing the systems and processes that drive Brevo's sales initiatives. The ideal applicant will thrive in a dynamic, multi-business unit sales landscape, identifying and establishing essential components from the outset.

Key facts

What you'll do

• Design and automate comprehensive dashboards in Omni to track key metrics such as pipeline status, conversion rates, win ratios, and quota achievements, ensuring timely responses to leadership inquiries and spotlighting emerging trends.
• Oversee the sales forecasting process, which includes weekly data extraction from Gong and CRM reconciliation, and compile Monthly Performance Reviews (MPR) and Quarterly Business Reviews (QBR) reports for senior management.
• Lead the quota-setting process, conduct territory and coverage analyses, and model headcount requirements, working in tandem with the Finance team on commission plan structures.
• Ensure the integrity of CRM data and collaborate with the Revenue Systems team to optimize the sales technology stack, which encompasses tools like CRM, Gong, and Qobra.
• Play a pivotal role in shaping the go-to-market strategy, defining market segmentation, and developing ideal customer profiles, while identifying opportunities for efficiency improvements and leveraging AI for quicker insights.
• Conduct thorough analyses of sales performance metrics, providing actionable recommendations to enhance sales effectiveness and drive revenue growth.
• Collaborate with cross-functional teams to ensure alignment on sales strategies and operational processes, fostering a culture of data-driven decision-making.
• Engage with sales representatives to gain insights into their challenges and experiences, ensuring that operational strategies are empathetic to their needs and realities.

Requirements

• A minimum of 5 years of experience in Sales Operations, Revenue Operations, Business Intelligence, Data Analytics, or Consulting, with a strong focus on B2B SaaS environments.
• Proficient in SQL and advanced Excel/Sheets, along with experience using BI tools such as Looker, Tableau, Metabase, or Omni.
• In-depth knowledge of CRM platforms like Salesforce or HubSpot, particularly in managing data quality and automating workflows.
• Demonstrated expertise in sales forecasting, territory design, quota management, and pipeline analysis.
• Fluent in English, with strong communication skills to effectively convey complex data insights.
• Ability to merge analytical thinking with operational responsibility, comfortable working with data and engaging with sales leadership.
• A methodical approach to problem-solving, capable of forming hypotheses, testing them, and adapting strategies as necessary.
• A direct communication style, with the ability to distill data into clear, compelling narratives for executive audiences.
• Hands-on experience with tools and a growing proficiency in utilizing AI to improve operational efficiency.
• A willingness to empathize with sales teams, including shadowing them to understand their challenges and workflows.

Nice to have

• Familiarity with sales engagement tools such as Gong, Outreach, or Salesloft.
• Experience with compensation management platforms like Qobra, CaptivateIQ, or Xactly.
• Knowledge of programming languages such as Python or R.
• A background in statistics or data science, enhancing analytical capabilities.
• Experience working in a multi-business unit organization, providing a broader perspective on operational challenges.

Skills & tools

• SQL
• Excel/Sheets
• BI tools (Looker, Tableau, Metabase, Omni)
• CRM systems (Salesforce, HubSpot)
• Gong
• Qobra

Practical notes

Brevo offers a range of employee benefits, including RTT days, a 50% reimbursement for public transport costs, and a Sustainable Mobility Package. Employees receive daily meal vouchers valued at €12.50, access to English language classes, and opportunities for professional development through Udemy courses. The company promotes a remote-friendly work environment, providing a home workspace budget and relocation support for international candidates. Additionally, private healthcare is 70% covered, and employees benefit from 6 weeks of second-parent leave and additional time off for caring for a sick child. The recruitment process consists of an introductory call, an interview with the VP of Revenue Operations, a practical use case exercise, and a final interview with a senior leadership team member.