Manager, Sales Strategy & Operations

Manager, Sales Strategy & Operations (Territory and Account Segmentation)Who We AreSiriusXM and its brands (Pandora, SiriusXM Media, AdsWizz, Simplecast, and SiriusXM Connect) are leading a new era of audio entertainment and services by delivering the most compelling subscription and ad-supported audio entertainment experience for listeners -- in the car, at home, and anywhere on the go with connected devices. Our vision is to shape the future of audio, where everyone can be effortlessly connected to the voices, stories and music they love wherever they are.This is the place where a diverse group of emerging talent and legends alike come to share authentic and purposeful songs, stories, sounds and insights through some of the best programming and technology in the world. Our critically-acclaimed, industry-leading audio entertainment encompasses music, sports, comedy, news, talk, live events, and podcasting. No matter their individual role, each of our employees plays a vital part in bringing SiriusXM’s vision to life every day.SiriusXM MediaSiriusXM Media is the gateway for marketers to the largest digital audio advertising ecosystem in North America. As the combined advertising revenue organization of Sirius XM Holdings Inc., SiriusXM Media spans across leading owned and operated audio platforms Pandora and SiriusXM; innovative ad tech solutions powered by AdsWizz; sonic creative consultancy Studio Resonate; and an extended content network featuring exclusive monetization agreements with Audiochuck, NBCUniversal, SoundCloud, and many more. Reaching more than 150 million listeners each month, SiriusXM Media delivers audiences the tailored brand experiences they crave while putting creators first, making it easy for every marketer to produce, plan, buy and measure across its entire audio universe.How You’ll Make An ImpactWe are seeking a dynamic and strategic-minded individual to join our Sales Operations team as a Manager of Territory and Customer Segmentation Strategy. In this pivotal role, you will drive revenue growth and optimize our sales strategy by overseeing the analysis of market data, segmentation of territories and accounts, and provision of actionable insights. Your leadership will ensure that our sales teams effectively target and prioritize their efforts to maximize results.What You’ll Do• Strategic Segmentation Oversight: Lead the strategic segmentation of territories and customer accounts using advanced analytics, market research, and segmentation methodologies. Develop and implement innovative strategies to optimize sales efforts and drive revenue growth.• Lead Routing Strategy: Establish and refine processes for routing inbound sales leads to the appropriate sales teams based on predefined criteria, ensuring efficient resource allocation, and maximizing conversion rates.• Data-Driven Decision Making: Drive data analysis initiatives to identify trends, opportunities, and challenges within specific territories and customer segments. Provide actionable insights and recommendations to enhance sales territory assignments and account targeting.• Collaborative Leadership: Collaborate closely with cross-functional teams including Sales, Sales Marketing, Finance, and Business Intelligence to align segmentation strategies with overall business objectives and ensure seamless execution.• Rules of the Road Maintenance: Establish and maintain the "rules of the road" for customer segmentation, including criteria for tiering accounts, defining target customer profiles, and setting thresholds for account prioritization.• Continuous Improvement: Proactively identify areas for improvement in segmentation methodologies, data sources, and analytical processes to enhance the effectiveness of our sales operations.• Performance Management: Develop reporting processes and systems that enable sales leaders to review seller activities and results to improve both seller performance and sales manager effectiveness. Provide insights into sales performance, pipeline health, and other relevant data.What You’ll Need• Bachelor's degree in Business, Marketing, or related field. MBA preferred.• 5+ years of progressive experience in sales operations, market research, or related analytical roles, with a track record of leadership and strategic impact, preferably within the media or advertising industry.• Proficiency in data analysis tools and techniques, such as SQL, Excel, Tableau, or similar.• Strong quantitative and qualitative analytical skills, with the ability to translate complex data into actionable insights.• Deep understanding of segmentation techniques and methodologies, including geographic, demographic, firmographic, and psychographic segmentation.• Ability to develop and maintain sophisticated segmentation models and rules to support sales operations and lead routing processes.• Excellent communication and presentation skills, with the ability to effectively convey findings and recommendations to diverse audiences.• Proven ability to work independently, manage multiple projects simultaneously, and meet deadlines in a fast-paced environment.• In-depth understanding of B2B ad sales motion, including the ability to analyze and optimize the entire sales cycle from lead generation to closing. Familiarity with sales KPIs such as conversion rates, pipeline health, quota attainment, and the ability to leverage these metrics to drive sales performance and strategy.• Experience with CRM systems (e.g., Salesforce), B2B sales processes, and other sales and marketing automation tools.• Experience with sales forecasting and pipeline analysis is highly advantageous.• Proficiency in Microsoft Office Suite (Word, PowerPoint, Outlook) for communication, documentation, and presentation purposes.• Must have legal right to work in the U.S.Our goal at SiriusXM is to provide and maintain a work environment that fosters mutual respect, professionalism and cooperation. SiriusXM is an equal opportunity employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, national origin, ancestry, alienage or citizenship status, age, disability or handicap, sex, gender identity, marital status, familial status, veteran status, sexual orientation or any other characteristic protected by applicable federal, state or local laws.At SiriusXM, we carefully consider a wide range of factors when determining compensation, including your background and experience. These considerations can cause your compensation to vary. We expect the base salary for this position to be in the range of $80,000 to $130,000 and will depend on your skills, qualifications, and experience. Additionally, this role might be eligible for discretionary short-term and long-term incentives. We encourage all interested candidates to apply.The requirements and duties described above may be modified or waived by the Company in its sole discretion without notice.R-2024-08-9