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Sales/Business Development Operations Manager



Sales & Business Development, Operations
Oakland, CA, USA
Posted on Saturday, June 29, 2024

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About the Role
We are seeking an experienced Sales Development Operations Manager to help us scale a global, best-in-class Sales Development organization by supporting strategy development, delivering organizational insights, and owning flawless execution of initiatives that make our XDRs more productive and efficient. XDRs at Fivetran conduct outbound and inbound prospecting activities to generate qualified meetings and pipeline for Fivetran’s sales organization.
You might be a Sales Operator looking to get closer to the front-lines of pipeline generation, a RevOps consultant looking for the next rocket ship ride, or an analytics pro with a passion for sales.
This is a full-time position based in Oakland, USA.
Technologies You’ll Use
  • Salesforce Sales Cloud administration, reporting & dashboarding
  • Outreach sales engagement administration
  • Looker proficiency (intermediate-advanced)
  • Excel proficiency (intermediate-advanced)
  • SQL proficiency (nice to have)
  • Tableau proficiency (nice to have)
What You'll Do
  • Owns the Sales Development operations roadmap, ensuring marketing technology is evaluated, selected, implemented, customized and more importantly used to meet the needs of the XDR organization
  • Play a key role in the headcount, quota, and territory planning process both quarterly and annually
  • Regularly informs stakeholders across marketing, sales, and finance of insights on marketing performance to ensure cross-functional alignment on the best possible data-driven marketing strategy
  • Creates and manages project plans with clearly defined deliverables and resources, coordinates work streams and dependencies, tracks and communicates progress, identifies obstacles, and ensures they are addressed.
  • Support compensation plan design and administration
  • Execute territory alignment updates within CRM and maintain reporting on regional coverage of the sales team
  • Proactively provide insights on actuals vs. plan and prepare VP-level presentations
  • Partner closely with the VP of Sales Development, conduct bi-weekly 1:1s with sales dev leadership to review key processes and ensure effective pass downs
  • Collaborates across functions to structure problems, conduct analysis, and drive to solutions through a rigorous, data-driven process
  • Creates reports, integrations, and processes as needed for the Sales Development leadership team
  • Uncovers gaps in our prospecting key persona data
  • Proactively identifies and reviews common data issues that impact speed to lead and spearheads change needed through XDR issue creation and progression
  • Investigates data quality and continuously improves on data quality
  • Ensure the team has a set number of reports in SFDC to track their progress
  • Defines, maintains and implement enhancements to the lead-to-opportunity funnel process
  • Manage MQL and Account Territory changes and routing
  • Educate cross-functional teams (sales operations, marketing, field sales) on the XDR motion and significant process changes
  • Measure and optimize marketing to XDR handoffs and XDR to sales handoffs
  • Author business process documentation in Slab, Google Slides, and Google Docs
  • Partner with the XDR Enablement lead in on communications and training across the XDR team
  • Collaborates with Marketing operations business partners on process improvements and efficiencies
  • Author business requirements documentation for IT to execute enhancements within core sales & marketing systems
  • Scope and evaluate the need for new technologies specific to the global XDR team
    • Manage Nooks and the technical system
    • Manage Outreach Admin responsibilities - reporting and allocation across the globe
      • Outreach sequence and maintenance and refreshment >> Supports XDR team with
        • Oversees the testing, optimization, and measurement of Sales Dev sequence messaging so that it’s aligned with our brand and uses “best in class” resources/strategies in collaboration with product marketing
        • Own local strategy and messaging for the sales engagement platform (Outreach)
        • Conduct A/B testing on sequences including subject lines, content, and structure of sequences
        • Respond to and resolve
    • Manage Looker reporting and ensure weekly/monthly/quarterly reporting is accurate
    • Manage Lusha, Lead IQ data and vendor enablement
    • Manage Drift Routing for Reps
  • Manage SFDC Contacts views, Account views and dashboards to align with Looker
  • Trains the Sales Development team on Sales Development software tools
  • Audits use Sales Development tools with an eye toward continually improving how they are configured and used.
  • Assists with data cleanliness and misrouting
  • Partner with the enablement team so adoption of tools and processes are adhered to while overseeing the management of the XDR Playbook updates as processes and programs change
  • Creates training documentation that guides the Sales Development team
  • Analyze and refresh sales collateral, messaging, email templates, and other enablement material
  • Provide regular training and sales skill development to regional teams to ensure continuous XDR skill progression and promotion readiness
  • Align to the overall Field Sales Team enablement and training
  • Partner with Enablement to ensure XDRs are trained and updated on new product launches and Fivetran offerings
  • Author documentation and learning paths for new hire and in-seat XDRs
Campaign Alignment
  • Tracks and reports on the entire XDR funnel including lead volume, lead quality, velocity, conversion stage-to-stage, and average value; make sure funnel measures can be analyzed by key dimensions such as industry, geo, and persona
  • Own XDR enablement related to major marketing campaigns including Snowflake Summit and Data for Breakfast series
  • Design and execute sales contests within the Global XDR team
  • Develop sales plays in conjunction with the Field Sales Enablement team and XDR leadership
  • Perform reporting against campaign ROI with Sales and MOPs
Skills We’re Looking for
  • Have 3+ years of experience in marketing ops, sales ops, or business operations/analysis
  • Understand how IT, sales, marketing, finance, and sales planning interweave with the XDR function
  • Understands and can prove your ability to translate data into meaningful insights that drive business outcomes
  • Can demonstrate your ability to define and deliver on a project plan, while proactively identifying and removing blockers to project success
  • Provides support to the team with ad hoc analysis and/or the underlying data as needed

The pay range displayed on this job posting reflects the minimum and maximum target for new hire salaries for the target position and level. Our pay ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The pay range is subject to change and may be modified in the future. Your recruiter can share more about the specific pay range for your location during the hiring process.

This range represents base salary only and does not include incentive for sales roles, equity, or benefits, if applicable.

Pay Range
$118,837.53$142,610.74 USD

Perks and Benefits

  • 100% employer-paid medical insurance*
  • Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
  • RSU stock grants*
  • Professional development and training opportunities
  • Company virtual happy hours, free food, and fun team-building activities
  • Monthly cell phone stipend
  • Recharge, reenergize, and pursue personal and professional goals with a 30-day paid leave after 5 years*
  • Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type - please reach out to your recruiter for more information

Click here to learn more about Fivetran's Benefits by Region.

We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.

Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.

To learn more about our candidate privacy policy, you can read our statement here.

We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.