Job Description

Manager, Revenue Operations & Inside Sales

Calgary-based, international SaaS Company

Company name will be provided to shortlisted candidates

About the Role

We are hiring a Manager, Revenue Operations & Inside Sales to join our team in Calgary, AB. This role is hybrid - in-office with 20% flexibility to work from home.

The Manager, Revenue Operations & Inside Sales plays a pivotal role in driving revenue and fostering growth across our platform. In this dynamic position, you will lead a team of Inside Sales Representatives and a Demand Generation Specialist. Your primary focus will be on strategically supporting revenue-generating functions by orchestrating engaging marketing campaigns, overseeing the sales and marketing tech stack, and collaborating closely with the Commercial team to convert leads into booking customers. By building a robust pipeline of prospective clients, you will be instrumental in enhancing customer acquisition and contributing to the overall success of our organization.

The ideal candidate will have previous leadership experience in a revenue operations role, ideally within a rapidly growing SaaS environment. Previous experience leading a high performing inside sales/SDR team is also essential for success in the role, with demonstrated ability to drive revenue growth through execution of strategic objectives.

Duties & Responsibilities

Revenue Operations

Act as the lead resource and expert for our sales tech stack, including Salesforce, Outreach, ZoomInfo, and more to manage sales and revenue team’s tools, metrics, and analytical infrastructure for effective business operations.
Act as our Salesforce Super User, collaborating closely with the organization’s Salesforce Developer.
Lead the development and rollout of systems and digital tools to improve the team's effectiveness and efficiency – particularly in the areas of Customer Success and Sales Engagement.
Understand and address sales team pain points to modify processes for productivity gains, with a focus on cross-functional collaboration.
Assist in reporting and operationalizing key performance metrics, reporting tools, and dashboards, fostering insights and action across the sales and revenue teams.
Collaborate as part of the Commercial Leadership Team on quarterly and monthly analyses for strategic decision-making.
Support special projects and provide analytical assistance to senior sales and commercial leaders as needed.
Contribute to the training of new users and foster the development of Salesforce.com skill sets across the organization.
Develop high-quality training materials, including standard operating procedures, presentations, and cheat sheets for users in various functions.

Inside Sales

Manage and oversee the work of the inside sales representatives team to ensure success
Coach, train, evaluate and monitor sales representatives' performance.
Set and track sales targets and KPIs.
Drive, motivate and mentor your sales team.
Analyze sales performance, pipeline, and other key metrics.
Oversee the assigning of new prospects to the Business Development team using best practices as defined by management, ensuring a streamlined and efficient lead management process.
Develop reports and identify trends within the sales pipeline, collaborating with cross-functional teams to optimize lead conversion and revenue growth.

Demand Generation

our Demand Generation marketing function and take responsibility for the Demand Generation budget, KPI’s, tech stack, and processes.
and collaborate closely with the Sr. Demand Generation Specialist, and the GM, Growth & Marketing to design, plan, manage, monitor, optimize and report on demand generation activities related to strategic objectives.

Data Analysis

Collaborate with our Data Analysts to develop key sales performance metrics using Microsoft’s PowerBI, ensuring accuracy and relevance.
Identify trends in key sales performance metrics and work as a key member of the Commercial Leadership Team to suggest improvements to go-to-market strategies, processes, and sales workflows based on data analysis.

Qualifications:

3+ years of sales leadership and revenue operations experience gained within an Enterprise B2B SaaS environment is essential.
3+ years experience as a Salesforce superuser/admin
Previous experience with Sales Enablement and Marketing platforms (Outreach, Kaia, Gong, ZoomInfo, HubSpot etc.) preferred
Experience leading or managing an Inside Sales or SDR team
Passion for designing processes that scale
Strong leadership and team management skills
In-depth knowledge of sales and marketing technology tools
Demonstrated ability to drive revenue growth through strategic initiatives
Analytical mindset with proficiency in data-driven decision-making
Excellent communication and collaboration skills
Bachelor's degree required: major in analytical or technical field preferred

Assets

Salesforce or HubSpot certifications
Experience working in an Agile environment
Experience working in one of the following industries: software; software as a service; hospitality; travel management companies; travel agencies
Sales Enablement experience

Job Types: Full-time, Permanent

Benefits: