Sales Strategy & Operations Manager - AI/ML Enterprise SaaS at People.ai
San Francisco, CA, US
Accenture has recently stated that “the impact of AI technologies on business is projected to increase labor productivity by up to 40% and enable people to make more efficient use of their time.“ A specific area that will have the largest impact is leveraging AI for greater revenue intelligence.
 
People.ai built and leads the emerging Revenue Intelligence market with our Revenue Intelligence System that empowers sales, marketing, and customer success teams to unlock full selling capacity. Companies like New Relic, Tanium, Lyft, Okta, and Mulesoft use People.ai to automate the capture of all contact and customer activity data, dynamically update their CRM and provide actionable intelligence across your management tools.
 
 
 
The Sales Strategy & Operations Manager will support CRM System & Implementation, Go-to-market Planning, Sales Process Optimization, and drive operational initiatives to increase sales productivity and efficiency. Unique to People.ai, this leader needs to actively evangelize the innovation in modern sales community by closely working with Marketing, Product, Engineering and Analytics team. She/He needs to leverage the Sales Operations expertise to influence the People.ai products and to champion how our customers can realize business value and efficiencies in the Sales & Marketing function by using our products.

Responsibilities

    • Build and scale the core functions of field operations. 
    • Support the sales forecasting process and establish high levels of quality, accuracy, and process consistency.
    • Help design compensation plans, quotas, and short-term incentive programs
    • Support territory design, account scoring and build sales capacity model
    • Closely partner with Finance to drive the Annual sales planning end to end; ensure all the company strategic goals are properly aligned, communicated and operationalized in a fast, effective way
    • Work closely with marketing to define customer segmentation, maximize speed to lead and execute market penetration strategy
    • Partner with recruiting team to hit sales hiring targets through profiling, progress tracking and analytical support
    • Create, administer, and enforce CRM data hygiene (and compliance) policies with a forward-looking view on structuring data during the growth phase
    • Build handoff processes across each Go-to-Market function (Pre to post sales) to ensure efficiency across functions (e.g account scoring, lead routing, post-sales account/opportunity hygiene etc.)
    • Manages integrations with external tools including Data providers (e.g DiscoverOrg, Datafox), Sales Engagement (e.g Salesloft/Outreach), Marketing (e.g Marketo, Google Analytics), Business Intelligence (e.g Tableau)
    • Own the full-cycle administration of SFDC instance from entering/cleaning data to creating processes/ workflows, automation, and custom objects
    • Bring the latest trends and innovations in the Sales Ops community to the company and educate the teams
    • Provide thought leadership,  promote and implement “best-in-class” sales ops model in strong collaboration with CS, Finance, Marketing, and Product
    • Serve as the designated POC for FP&A team on forecasting, budget setting, headcount, and ROI of the sales investment
    • Conduct sales analysis to help sales hit the target and scale: pipeline analysis, Win/Loss analysis of the deals, Account potential analysis, etc.
    • Assist with market size, territory and account-level analysis to support the company’s 8-quarter strategic vision.
    • Process Optimization. Proactive identification of opportunities for process improvement. Assist sales management in understanding and resolving process bottlenecks and inconsistencies towards operational excellence. Anticipate challenges and scale processes, technology and team to support 3-5x growth of sales team over the next 2 years

Requirements

      • 5+ years of Sales Ops experience in enterprise software company; ability to understand high-level sales strategies, translate them into system and process requirements and ensure local execution and business impact
      • Deep knowledge in Salesforce.com including lead/opportunity/account assignment, marketing automation, lead tracking and conversion.
      • Experience of Sales Executive Partnership: have advised senior sales in the past as Sales Operations subject matter expert. Able to provide insightful analysis and recommendations supported by experience and backed by relevant analysis.
      • Be very proactive and results-driven: can manage and deliver multiple projects simultaneously in a super high-paced environment; Able to independently lead projects and independently scope, prioritize and execute initiatives.
      • Track record in driving change and removing hurdles in fast growth organizations by working cross-functionally with Marketing, Finance and IT
 
Founded in 2016 and based in San Francisco, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners.