The Manager of Sales Operations will work alongside our Sales leadership (VP Sales, Sr. Director Sales, Dir. Sales Development, Dir. Sales Enablement, Director, GTM Ops & VP, Business Ops & Planning)  to surface strategic & tactical opportunities to grow our business. This person will allow us to better understand the opportunities we have to improve our sales process, clearly identify insights to help guide future strategy decision making and ensure that we are getting the most out of the team that we have as well as proactively communicate future hiring needs. They will be responsible for the visibility, efficiency and effectiveness of our sales efforts and ensuring that our sales team is on track to achieving our growth goals (both revenue & customers). This role will also be responsible for maintaining and improving our Sales Tech stack including SFDC, Outreach, Clearbit, Gong, LinkedIn Sales Navigator etc.

The ideal candidate is somebody that loves to work hand and hand with sellers, driving growth through process, technology & data analysis and has a strong bias for action . This person must be technically strong, able to communicate & work effectively with other teams (BI, Marketing, Customer Success etc.) while also performing daily sales ops responsibilities. They will have a direct impact on our lead volume, conversion rates, pipeline velocity and win rates resulting in tangible revenue & customer increase.

Key Responsibilities

Sales Process Efficiency and Optimization

• Build process & systems for Sales team to function effectively
• Leverage existing technologies to automate repetitive tasks for AEs/SDRs for them to spend time more time with customers
• Forecast visibility and accuracy, while providing analysis and uncovering opportunities or risks in our projected sales growth.
• Lead and Pipeline Velocity Reporting and Monitoring
• Commission verification and coordination with Finance
• Partner with BI on complex analysis, drive insights and action
• Establish Time to Ramp (TTR) metrics to help ramp new reps to quota quicker
• Assist with Onboarding and Training of new AEs & SDRs

GTM Collaboration

• Partnering with Marketing to drive required #  and qualified high intent leads for AEs 
• Reporting/Visibility on lead outreach metrics / shared KPIs (For example, but not limited to: High Intent Lead Accepted Rates, Fully Worked Rates, Time To to first action, Conversion Rates, Progress through pipeline etc)
• Capturing, distilling and surfacing feedback, learnings and opportunities for the GTM team
• Success Sales collaboration. Triage opportunities between Sales & Success team collaboration to increase ARPA
• Collaborate with Sales leaders to define new promotion metrics.. Calculate RoI and put systems in place to measure impact.

Tech Stack

• SFDC Adoption, Reporting, Support and Administration
• Sales Team Tech Stack Management
• Requirements, vendor selection, implementation, adoption and administration of new tools

Qualifications

• Track record of successfully leading sales operations to measurable customer & revenue growth outcomes.
• Experience with SaaS and subscription business models.
• Experience with basic financial and sales modeling and analytical insights as well as the ability to present key findings and important decision points to cross functional peers as well as Sr. Leadership.
• Experience overseeing a broad range of sales technology, including Salesforce, Sales Engagement Tools, Data Enrichment Tools and Conversation Intelligence
• Strong communication skills, including documentation, async collaboration and in person presentation skills.
• Strong coaching/mentorship skills and a commitment to professional growth of both ICs and Managers on their team.

Nice to Have:

• Experience with Product Led Growth
• Experience in SMB and/or Mid Market SaaS sales
• Experience with overseeing sales operations in an environment that leverages Product Led Growth, Inbound Marketing and Outbound GTM strategies together.

Working at Wistia

We try to ensure Wistia is an inclusive and diverse place where everyone feels happy, fulfilled, respected, comfortable, and welcome. We're proud to be an equal opportunity workplace. We care a lot, so our benefits are actually benefits, not just the fun stuff like swag and snacks in the office (though we also have lots of those too!).
We know the biggest investment we can make is in our employees, so we provide:

• A great compensation package
• 401k with 3% company contribution, regardless of whether you contribute
• Profit Sharing
• Stock Options
• Flexible hours
• Fully paid healthcare coverage for you and your family (including vision & dental) and a healthcare FSA
• Up to 16 weeks paid family leave
• Unlimited & untracked vacation and sick leave
• Personal budget for learning & development
• Transportation subsidies

Location/Remote Opportunities
We have a beautiful office in Cambridge, MA, but we are a hybrid workplace. This means permanently remote applicants will be considered, but we'll prioritize local applicants, those willing to relocate, or those within 3 hours of EST.