Sales Operations Manager (Salesforce Certified)

About defi SOLUTIONS:

It’s an exciting time to join defi!

defi SOLUTIONS partners with captives, banks, credit unions, and finance companies of all types and sizes to allow lenders to focus and transform their operations. The company’s comprehensive suite of originations, servicing, and analytics solutions together with technology-enabled processing services creates a flexible, configurable, and scalable platform that addresses lenders and borrowers ever-evolving needs. defi SOLUTIONS combines the expertise of defi SOLUTIONS and the former Sagent Auto Lending with the backing of Warburg Pincus, Bain Capital Ventures and Fiserv.

The Sales Operations Manager will be responsible for managing the Sales Operations function and project managing key initiatives relevant to new customer acquisition, sales productivity and the coordination between sales and marketing operations. As a key member of the sales organization you will work closely with sales leadership to build out strong operational infrastructure to ensure the efficiency and effectiveness of the company’s sales. The Sales Operations Manager will support the sales team by creating, evaluating, and optimizing data sets and sales applications. The successful candidate will have Salesforce Administrator expertise and a record of success in improving processes and adoption using the Salesforce.com platform. You will be responsible for managing sales enablement, KPI reporting, analysis and optimization, new process roll outs, and managing/enforcing the sales processes. You will have the ability to improve the effectiveness of current processes and procedures to drive change to increase the efficiency of our sales force.

The Sales Operations Mangers focus will be:

• An increase in sales effectiveness
• Ability to maintain order during times of rapid company growth
• A means to process and evaluate data effectively (Salesforce Admin)
• A sustainable infrastructure in which sales can grow

KEY DUTIES & RESPONSIBILITIES:

• Serve as primary system administrator for the Salesforce.com environment for the Sales Department
• Identify and manage project roll outs for new tools and techniques our sales force can use to increase the efficiency of their work flow
• Ensure the optimization of new sales tools and techniques that are implemented on the sales floor
• Forecasting- partner with Sales Leadership to create and maintain sales forecasting models and data focusing on increased forecast accuracy
• Analyze sales activities and metrics to identify areas of opportunity for improvement and implement solutions for increased funnel conversion
• Observe sales processes with a strategic and consultative focus to drive change and increase the number of client calls and closed deals
• Engage with Sales Reps to get feedback on the sales process and lead quality and seek opportunities to drive improvements and challenge the status quo
• Design and develop weekly reporting to provide sales performance analysis and insights to sales management, sales reps and other departments.
• Grow a data-driven culture and align business priorities by collaborating with senior leadership and cross-functional teams to scope, prioritize, make recommendations, and execute on technical and business requirements
• Define initiatives, make recommendations and clearly communicate metrics by providing a perspective on what’s working and not working, building and leveraging insights from reports, dashboards and Salesforce Einstein to provide actionable data
• Improve the ecosystem in SFDC by building out workflows
• Improve adoption and productivity by providing training and documentation on process changes and key functionality/features of our tech stack (primarily Salesforce.com and integrated systems). Strong comfort in 1X1, team meetings and more formal training settings.
• Refine market segmentation, assist with territory management, and help create a plan to enhance cross-sell processes that align with company goals
• Coordinate integration of various marking platforms (Pardot)
• Create actionable dashboards and reports in Salesforce.com for sales team prospecting and special initiatives
• Perform ad-hoc analysis for sales team and exec team
• Perform monthly and quarterly sales compensation calculations
• Manage and maintain sales data in Salesforce.com and other software programs.
• Recognize, develop, and implement process improvements within the Sales organization.
• Develop and maintain daily, weekly, monthly and quarterly reports and Key Performance Indicators.
• Manage and maintain sales process adherence with Sales Team
• Assist the Sales Leadership with Pipeline and Opportunity inspection
• Prepare Sales Business Review presentations
• Create and maintain Sales Department policies, procedures, training manuals, and sales-related resource material.
• Assist with the on-boarding and training process of new Sales Representatives.
• Establish and maintain on-going and effective communication with all levels of the organization.
• Manage sensitive materials and data while maintaining confidentiality.
• Other projects and duties as assigned.

SKILLS REQUIRED:

• Master in Salesforce administration and Microsoft Excel
• Proficient with Word, PowerPoint, Outlook
• Excellent project management skills
• Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests, and manage laterally and upwards
• Ability to understand the strategic direction and goals of the Sales Department and support appropriate processes to facilitate achievement of business objectives
• Creative and analytical thinker with strong problem-solving skills
• Strong analytic and quantitative skills; ability to determine trends and propose solutions
• Ability to assess the impact of new requirements on Salesforce.com and all upstream and downstream applications, systems and processes
• Results and success oriented, conveying a sense of urgency and driving issues to closure
• Willing to work in a highly demanding and results-oriented team environment
• Excellent communication and relationship-building skills with all levels of the organization
• Must be innovative and resourceful and optimize use of available resources
• Must be adaptable and comfortable with a fast-paced, changing environment
• Attention to detail is one of your strengths

EXPERIENCE REQUIRED:

• 5+ years of sales operations experience or experience supporting sales environments
• A documented history of successfully driving projects to completion
• Experience modeling potential compensation and quota structures
• Experience researching and implementing new sales tools to aid the work flow of a sales force
• Experience implementing quoting and contract systems a huge plus
• Experience identifying necessary sales process improvements and leading projects to drive change
• Proven ability to design and implement new processes and facilitate adoption.
• Excellent understanding of standard business practices related to Sales Operations processes and systems
• 2+ years of experience as a Salesforce.com administrator
• Saleforce.com Admin (ADM201 and ADM211) certified required
• Strong understanding of Salesforce.com best practices and functionality
• Strong understanding of the Salesforce.com platform, with the ability to build custom apps and objects, formula fields, workflows, custom views, and other content of intermediate complexity

defi SOLUTIONS is an Equal Opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.