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Sales Operations Manager

Greater New York City Area Full Time


Axial is the leading online deal network for the middle market. We help small- and mid-sized companies and their advisors raise capital or sell their businesses by connecting them to buyers, investors, and lenders. Axial is headquartered in New York, NY, and is backed by Comcast Ventures, Redpoint Ventures, First Round Capital and Edison Partners.


Job Description

The Manager of Sales Operations at Axial will be responsible for the senior leadership of the Sales Operations function. The overall goal of the Manager of Sales Operations is to work closely with the Head of Sales & Member Development to build and develop a first-class sales organization and to contribute both strategic and tactical insights to enable that development.

There are three core strategic responsibilities relating to the Sales Operations function. The first is go-to-market strategy. This includes developing an overall go-to-market plan for new customer segments, helping map and size the market for potential new Axial Members, and growing the size of the near-term addressable market through database management and oversight. The second primary responsibility centers around Salesforce productivity and Salesforce enablement. This is a wide-ranging responsibility and includes everything from appropriate inbound lead assignment (developed in conjunction with the marketing organization) to territory development to quota and compensation plan development to the identification of necessary resources to accelerate talk time for the sales team. Finally, the last responsibility relates to the reduction of organizational churn through the development of dashboards, systems, and analytics to help the Member Success organization in account management and account support.


Responsibilities

  • Manage a team of offshore and onsite resources to grow the Axial database, clean qualified accounts, and oversee all data integrity
  • Oversee Salesforce workflows and protocols to allow for efficient lead and territory allocation
  • Develop new workflows and protocols to drive sales productivity and sales team enablement
  • Track, report and discover valuable new sales operations metrics to determine business health and trends
  • Conduct ongoing data analysis of user base to enable "Members for Life":
  • Programs to identify Members at risk before renewal date
  • Programs to identify win-win opportunities to increase Member Success & ACV
  • Work cross-functionally to maintain and improve Salesforce dashboards for all teams
  • Go-to-market territory analysis and coverage, re-alignment Analyze and contribute to sales compensation models / designs
  • Deliver executive level updates in key leadership meetings (Quarterly Business Reviews, etc.)
  • Gain management confidence such that the insights you produce are utilized in executive and board level presentations
  • Establish strong working relationships with finance, Member Development, Marketing,
  • Member Success, & Engineering teams to achieve above objectives without constant management involvement

Requirements

  • 5-7+ years industry experience with previous experience as a consultant, business analyst, or finance analyst
  • Mastery of Salesforce.com: objects, data quality, custom workflows, reporting, and dashboard tools
  • Exceptional problem solving and analytical skills, including experience with complex data structures and models
  • Expert in Excel, for all forms of analysis and data modelling
  • SQL knowledge (or other querying languages) and experience with data warehousing technologies a plus
  • Ability to demonstrate thought leadership, present rigorous analysis and insights with clarity and confidence
  • Ability and/or interest and aptitude in growing and leading teams
  • Can-do attitude willing to lead by example, do whatever it takes to succeed, and shift altitudes between high-level strategic - planning and low-level tactical database administration and support

Benefits

  • Great benefits: Health, Dental & Vision
  • 401K
  • Generous vacation policy
  • HUGE gym discount at NYHRC
  • Healthy snacks
  • Safe place for your bike
  • Fun events (look @ our tumblog)