Job description
*Must apply in English*
We are seeking a Senior Sales Operations Manager to be a strategic partner to our sales teams in EMEA and LATAM. In this role, you will play a critical part in implementing and optimizing processes that enhance the overall productivity for the different regions. You will enable our international sales teams with the right tools and systems, while providing crucial insights to improve our sales funnel and drive new business bookings.
Key Responsibilities
- Territory and Lead Management: Manage territory assignments and optimize lead/account routing logic based on established Rules of Engagement (RoE) across sales teams.
- Sales Process Optimization: Lead end-to-end sales process design and optimization, including opportunity stages, exit criteria, and Salesforce pipeline hygiene.
- Performance Analytics: Operationalize sales productivity and performance analytics, tracking key metrics such as outbound sequence effectiveness, meeting-to-opportunity conversion rate, stage conversion rates, deal win rates, time to close won, average deal size, and quota attainment.
- Bookings Accuracy: Manage the closure of sales opportunities, confirming Annual Contract Value (ACV) calculations to maintain accurate bookings and forecasting.
- Sales Enablement: Enable EMEA and LATAM Sales teams on new or updated processes and tools, including CPQ and Outreach.
- Tech Stack Optimization: Optimize the Go-to-Market (GTM) tech stack (e.g., Salesforce, Outreach, ZoomInfo) for efficient sales workflows and high end-user adoption.
- Documentation and Best Practices: Document sales best practices and processes within Confluence.
- Revenue Operations Liaison: Serve as the central point of contact for the EMEA and LATAM GTM teams for all revenue-related inquiries.
Required Experience
- 4+ years of progressive experience in Sales Operations, with a strong focus on international markets.
- Proven track record of success in implementing and optimizing sales strategies, processes, and playbooks.
- Expert-level proficiency with Salesforce, including report and dashboard creation, data hygiene, and process automation.
- Demonstrated experience with sales enablement tools such as Outreach.
- Strong analytical skills with the ability to translate data into actionable insights and strategic recommendations.
- Experience managing and optimizing sales productivity and performance metrics.
- Understanding of the sales funnel and ability to identify and remediate bottlenecks.
- Excellent communication and interpersonal skills, with the ability to partner effectively with global sales teams and cross-functional stakeholders.
- Experience in documenting processes and best practices.
- Fluency in Portuguese and English is required, Spanish is strongly preferred.
Business Outcomes
The successful candidate will contribute directly to the following key business outcomes:
- Increased Pipeline Creation: Drive increased Sales Qualified Opportunity (SQO) pipeline creation through clean territories and effective account prioritization guidance.
- Enhanced Bookings: Increase bookings by identifying and remediating sales process bottlenecks.
- Global Revenue Growth: Grow EMEA and LATAM revenue by localizing global sales best practices, processes, tools, and systems.
- Pipeline Visibility & Hygiene: Ensure clear visibility into sales pipeline health and maintain pipeline hygiene for accurate forecasting.
- Tool Adoption: Achieve high engagement and adoption of sales tools to facilitate sales strategy, processes, and playbooks.
- Streamlined Handoffs: Decrease time to go live and de-bookings through a clear Pre-Sales to Post-Sales handoff process.
Data Accuracy: Ensure bookings accuracy is consistently 85% or higher.
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