Key Responsibilities:
- Conduct revenue forecasting and develop insightful reports and dashboards to provide visibility into key performance indicators (KPIs) driving our business.
- Lead strategic initiatives aimed at improving sales productivity and efficiency with the focus on optimizing CRM systems, data management and, reporting, and processes.
- Generate actionable insights from sales data, including leads to opportunity insights (MQL and SQL), pipeline coverage, deal velocity, and trends.
- Conduct historical reviews of account performance, account segmentation, and lead win/loss analysis to drive predictive analytics.
- Collaborate with senior leadership in the development of sales incentive compensation programs and manage the annual planning, territory, and quota setting process.
- Identify and implement new tools, technologies, and best practices to enhance sales effectiveness and drive continuous improvement.
- Serve as a subject matter expert on sales technologies, particularly Salesforce CRM and Clari, and provide training and support to sales teams as needed.
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Must-Have Qualifications:
- Bachelor's degree from an accredited college or university.
- 5+ years of experience working in a Sales/Revenue Operations or GTM Analyst role.
- Salesforce CRM expertise, including an understanding of lead routing; certification or training preferred.
- Proficiency with Excel and Google Sheets.
- Creative, self-starting, detail-oriented team player who thrives in a fast-paced environment.
- Experience with data cleansing and data enrichment projects.
- Experience with GTM and territory management.
- Ability to lead your own projects and operate with autonomy.
Nice-to-Have Qualifications:
- Experience with Sales Enablement and a passion for training.
- Experience working in a SaaS organization.
- Experience working in a rapidly changing and expanding sales organization strongly preferred.
- Experience with Salesforce Engagement, LinkedIn Sales Navigator, ZoomInfo.
An ideal candidate also has:
- High level of curiosity
- Ownership mindset
- Proactive and self-motivated
- Organizational Skills
- Problem-Solving
- Analytical Skills to Interpret sales data - key metrics.
- Project management
- Technical proficiency
- Adaptable