Sales Optimization Manager

About the Role

Does data-driven sales process optimization excite you?

This role will be responsible for driving the optimization of sales conversions. By documenting sales processes and developing data sets illustrating the efficiency and effectiveness of stage performance, you will identify areas of opportunity for increased stage conversion. Partnering cross-functionally to engage and educate stakeholders and contributors, you will facilitate discussions to identify and create solutions for root causes of poor performance. You will then work to drive implementation of changes and monitor the improvements to conversion by stage. The intended focus of this role will be early-stage sales execution; targeting and engaging prospects for business development. Strategy & tactics best practices, outreach cadence optimization, coaching, messaging and enablement are just a few of the levers that will be yours to pull as you optimize business performance. You will need to be innovative and think outside of conventional approaches to push the science and art of sales forward. At times you will also assist with onboarding, ongoing rep development, content creation and curation.

Are you ready for this career-defining challenge?

Qualifications:

• Strategic mindset and passion for innovation, conversion rate optimization, testing hypotheses, and driving optimal results
• Knowledge of SaaS SMB & enterprise go-to-market structures, sales and demand processes
• Knowledge of the qualitative and quantitative impacts of handoffs between demand generation, business development, and full-cycle sellers
• Experience with systems, processes and best practices for targeting, researching, and engaging prospects with a strong appreciation for the implications of buyer journey stages
• Ability to quickly develop a strong understanding, document and communicate sales processes
• Strong analytical skill and passion for detail that thrives on the challenges of data-driven diagnostics, root cause analysis and methodical problem solving
• Team player and relationship builder, able to effectively work cross-functionally with peers, management and other internal or external stakeholders to gain consensus when needed
• Ability to simplify complex concepts into clear communication to all levels and functions of the organization to illustrate gaps, position solutions, and communicate results
• Exceptional project management skills, able to multi-task and effectively manage multiple initiatives and stakeholders concurrently
• Motivated self-starter with a strong work ethic that is ready to take ownership, work independently, and pro-actively set stretch goals
• Tenacious in meeting deadlines, well organized, adept at juggling multiple priorities to meet deliverable dates
• Demonstrated experience with coaching and developing sales reps
• A Bachelor's degree from an accredited institution is required
• 3+ Years of progressive experience in Sales Enablement / Operations, Project Management, or Sales experience
• BONUS: Familiarity or experience with the security industry

Responsibilities:

• Be the change you seek as the a Menlo Security Sales Optimization Manager who is passionate about increasing the efficiency and efficacy of sales teams
• Drive the vision, strategy, and execution for sales-side funnel conversion rate optimization
• Drive meaningful revenue impact by defining, developing, evaluating, and implementing strategic projects designed to optimize revenue-generating activities, market share, and business scalability
• Anticipate internal and external business challenges and surface them
• Troubleshoot and identify existing issues within the funnel to help drive a cohesive optimization testing strategy, aiming to remove friction and streamline digital conversions
• Provide knowledge and understanding of systems and processes and their relationship to conversion, sales reps, and other departments
• Identify, analyze, and recommend opportunities to improve conversion processes, systems and rep capability through methodical and data-driven experimentation
• Partner with Marketing, Operations, Sales Leaders and Enablement to drive, and at times own, the implementation of solutions
• Partner to create and deliver metrics, reports, and analysis related to optimization; both ongoing dashboards for diagnostics and special reporting for initiatives
• Test messaging, tactics and strategies for calls and emails used for sales-side nurturing and prospecting; maintain a full testing pipeline, prioritize tests, and balance test risk with potential impact
• Collaborate with the Marketing on email journeys from a design, messaging, and timing perspective to drive conversions

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