Senior Sales Operations Analyst

About Axial

Axial’s mission is to democratize how small and mid-sized businesses find capital or buyers for their businesses. We run a multi-sided marketplace serving thousands of business owners, advisors, investors and buyers. In 2016, 7,000 companies came looking for capital partners, leading to over 43,000 connections with interested parties. While we are venture-backed and the leader in our field, we still are very much a startup and look for people hungry to make a direct impact.

About the Role:

Are you intensely curious about how things work? Does it bother you when you experience senseless inefficiency in your day-to-day or working life? If you love digging into and solving diverse and complex business problems, this could be the role for you.

The ideal candidate is experienced in leveraging practical process, data and technology solutions to solve business problems. You operate like a consultant with internal stakeholders to establish key sales, services and revenue operations process/policies that balance both the needs of the company and Sales/Service efficiency. Additionally, you build scalable processes that drive efficiency and ensure tight business controls and accurate reporting, and you are skilled at eliciting clear business requirements from stakeholders, and communicating progress updates throughout. You work collaboratively with others across Business Operations/Data, Sales, Customer Success, Demand Generation, and Finance to influence, educate on, develop, and be the ambassador for key operational initiatives - translating “operations speak” to our client-facing teams. In this role, you will report to the VP of Business Operations and be a key operational partner for the the VP of Revenue.  You will translate “operations speak” to our client-facing teams.

Responsibilities

  • Contract Process Optimization
    • Review and streamline Contract to Cash processes, including automating quote-to-contract workflow through tools like Salesforce and Zuora
    • Partner with Finance to further optimize for billing operations efficiency and month-end reconciliation

  • Analysis & Reporting
    • Support analytics and revenue planning needs for the team; Drive and own the development of reporting capabilities by building dashboards and other summaries for management; Manage KPIs
    • Work with Finance to support annual budget-setting; manage commission/variable compensation modeling and ongoing calculation

  • Sales & Service Enablement
    • Streamline Demand Gen and lead qualification funnel; support Marketing and Sales/Business Development team for ongoing lead generation initiatives
    • Manage key sales processes such as sales territory planning, goal/quota setting; build / own sales performance analytics and measurement
    • Partner with Revenue leadership and teammates to optimize full customer lifecycle (from prospect to customer to renewal); streamline onboarding / hand-off process post-sale
    • Partner with Sales Marketing to provide insight, materials (e.g. PPT, collateral) and other tactical support for the selling process and customer renewal
  • Process & Strategy
    • Review manual processes and explore/brainstorm ways to leverage automation and offshore resources to maximize internal staff’s time on highest-value activities
    • Partner closely with the administrator/developer (SFDC, Gainsight, etc.) to aggressively drive process automation; Define detailed business requirements for tool enhancements to scale for key processes
    • Partner to develop training for selling teams when onboarding, or roll out of new process, tools, etc.Provide thought leadership in strategic sales and operations practices to the team

Skills/Requirements

  • Bachelor’s degree in business or related field
  • 2-3 years business operations experience - sales ops, service ops, or CRM systems operations (SaaS experience preferred, background/passion in Capital Markets or FinTech a plus)
  • Experience with Sales/Business Development (SDR/BDR) processes and Marketing Operations preferred; understanding of forecast, opportunity management, and sales processes
  • High / expert proficiency in Excel; experience with Google Suite preferred; SQL knowledge a plus
  • Preferred system experience: Salesforce.com Sales and Service Cloud; Zuora (financial system); Gainsight, Tableau (analytics/BI tools)
  • Proven ability to multi-task & work under pressure, understand internal and external customer needs, and think critically/solve problems in a fast-paced company
  • Ability to think strategically, analytically and operationally and translate complex business issues into structured frameworks, processes, and solutions
  • Strong communication skills; ability to convey complex business/analytics information to all stakeholders
  • Strong project management skills, with a proven track record managing multiple projects simultaneously
  • Salesforce.com Admin experience (or a desire to learn / certify) preferred

Meet Some of Axial's Employees

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Emily S.

Head Of Communications

Emily works to create prime PR, press, and speaking opportunities. She and her team increase Axial's brand exposure and establish a public profile that speaks to the financial needs of current and potential Axial members.


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