Senior Sales Operations Manager

About the role

We are on the lookout for a strategic leader to oversee sales operations within our Enterprise segment and the Sales Development Representative (SDR) team. In this role, you will serve as a key advisor to our leadership team, leveraging an AI-driven approach to enhance territory design, forecasting, and pipeline development. This position is highly visible and operates as an individual contributor, reporting directly to the Director of Sales Operations.

Key facts

What you'll do

• Take charge of territory design and strategy specifically for the Enterprise segment, ensuring alignment with overall business objectives.
• Manage the forecasting process, facilitating weekly meetings to guarantee consistent and predictable growth in business performance.
• Create and maintain comprehensive dashboards that monitor business health, pinpoint performance gaps, and provide actionable insights to the leadership team.
• Oversee the complete SDR operations, including designing workflows for prospecting and managing the transition of leads through the pipeline.
• Establish and track key performance indicators (KPIs) for SDRs, such as activity levels, conversion rates, and quota achievement.
• Work closely with SDR leadership to implement AI tools and automated workflows aimed at enhancing representative productivity and improving lead scoring processes.
• Collaborate with the Enablement and Revenue Technology teams to scale AI and automation initiatives across various go-to-market strategies.
• Analyze sales data to identify trends and opportunities for improvement, presenting findings to stakeholders in a clear and concise manner.
• Support the development and execution of training programs for SDRs to enhance their skills and effectiveness.
• Act as a liaison between sales and other departments, ensuring alignment and communication across the organization.
• Participate in strategic planning sessions to help shape the future direction of sales operations.
• Continuously evaluate and refine sales processes to ensure efficiency and effectiveness.

Requirements

• A minimum of 7 to 8 years of experience in sales operations, with a strong focus on enterprise or global segments and SDR/BDR teams.
• Demonstrated experience in launching or scaling AI agents, agentic AI, or automation tools within a revenue operations framework.
• Proven track record in managing pipeline processes and forecasting accurately.
• Expertise in defining and analyzing SDR/BDR KPIs to drive performance improvements.
• Strong analytical capabilities, with the ability to distill complex data into insights suitable for executive-level discussions.
• Advanced skills in Excel, including data manipulation and analysis.
• In-depth knowledge of Salesforce CRM, particularly in creating reports and dashboards.
• A Bachelor's degree in Business, Finance, or a related discipline is required.

Nice to have

• An MBA is preferred.
• Familiarity with the Outreach platform, ZoomInfo, LinkedIn Navigator, and AI LLM tools such as Claude would be advantageous.
• Experience in working with cross-functional teams to drive sales initiatives.

Skills & tools

• Proficient in Salesforce.com
• Advanced Excel skills
• Experience with AI agent deployment
• Expertise in pipeline forecasting
• Knowledge of SDR/BDR performance metrics
• Strong data-driven stakeholder management abilities

Practical notes

• Our benefits package includes flexible time off, a 401k plan, and comprehensive medical, dental, and vision insurance.
• We offer a parental leave program that includes options for a paid night nurse and a gradual return-to-work schedule.
• Additional perks include support for infertility and assisted reproductive services, employee referral bonuses, and complimentary office snacks.
• Outreach is committed to fostering an inclusive workplace, supporting various employee resource groups such as the Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military.

Join us at Outreach as we redefine sales operations and drive growth through innovative strategies and AI-driven solutions. Your expertise will play a crucial role in shaping our sales processes and enhancing our team's performance.

About the company

Outreach is a sales engagement and intelligence platform that helps revenue organizations automate sales engagement and act on revenue intelligence. Founded by Manny Medina, Andrew Kinzer, Wes Hather, and Gordon Hempton in 2014, Outreach was valued at $4.4 billion in 2021.