Sr. Manager Sales Operations

The Sr. Manager Sales Operations at SmartBear is primarily responsible for developing sales strategies, overseeing the forecasting process, and optimizing sales team productivity. You will build and refine sales processes, manage territory planning, and collaborate with various teams to enhance sales effectiveness.

To qualify for the Sr. Manager Sales Operations position at SmartBear, you should have at least 5 years of experience in a related field, demonstrating a solid track record in leading sales operations. Advanced skills in Excel, proficiency with CRM systems like Salesforce, and strong leadership capabilities are also essential.

SmartBear places great importance on professional development. As a Sr. Manager Sales Operations, you’ll have access to training programs, mentorship opportunities, and resources to support your career growth, ensuring you can lead effectively and strategically.

At SmartBear, the work environment is collaborative and dynamic. The role requires at least 3 days a week in the Somerville office, promoting teamwork and connectivity with other departments. We aim to create a supportive atmosphere that fosters creativity and innovation.

While prior remote experience in the Sr. Manager Sales Operations role is valuable, this position at SmartBear requires a hybrid work model, with at least 3 in-office days. We're looking for someone who is adaptable and eager to engage with our onsite team.

Defining success in a Sales Operations role is about setting measurable goals that align with the overall business objectives. For instance, I measure success by evaluating team productivity, forecasting accuracy, and improved sales processes that lead to revenue increases.

In my previous roles, I have leveraged Salesforce extensively to track customer interactions, manage sales forecasts, and analyze data for strategic decision-making. This experience has taught me the importance of data integrity in driving effective sales strategies.

Territory planning involves analyzing market data and customer segmentation to allocate resources effectively. I typically start with a thorough assessment of our existing territories and utilize data insights to ensure optimal coverage and revenue potential.

At my last organization, I identified bottlenecks in our upsell processes. I led an initiative to revise our sales workflows, resulting in a 20% increase in upsell conversions over six months by streamlining communication between teams.

I believe in creating a culture of feedback and open communication. I regularly hold one-on-one sessions to understand individual goals and provide tailored development opportunities, such as training sessions and shadowing experiences.

I once faced resistance when implementing a new sales forecasting tool. To overcome this, I engaged the team in the process, providing training sessions and showcasing the tool's benefits, leading to higher adoption and enhanced forecasting accuracy.

Ensuring collaboration involves regular meetings and open lines of communication. I advocate for cross-departmental initiatives and align our goals to ensure that all teams are working towards common objectives, fostering a unified approach.

Key metrics for me include sales forecasts vs. actual results, sales team productivity, conversion rates, and customer retention rates. These metrics provide a comprehensive view of sales performance and areas for improvement.

Data analysis has been a cornerstone of my career in Sales Operations. I frequently utilize Excel and BI tools like Tableau to analyze trends, generate reports, and provide actionable insights that guide strategic decisions.

When conflicts arise, I prioritize open dialogue and mediation. I encourage the team members involved to discuss their perspectives with me, helping to facilitate a solution that acknowledges everyone's views while focusing on team goals.