Sales Operations Manager

As a Sales Operations Manager at Xero, you'll oversee the AU Sales Operations team, ensuring the implementation and optimization of sales systems and processes. Key responsibilities include managing sales database administration, creating and sharing reports on Go-To-Market KPIs, collaborating with leadership to refine sales processes, and assisting in the design and implementation of our sales tech stack.

To qualify for the Sales Operations Manager role at Xero, you should have over 5 years of experience in sales operations or a related field, along with direct leadership experience. Proficiency in data analysis tools such as Excel, Tableau, and Salesforce is essential, and a strong analytical mindset is crucial for transforming data into actionable insights.

In the role of Sales Operations Manager at Xero, you'll lead the development of accurate sales forecasts by conducting thorough analyses of historical data, market trends, and the sales pipeline. Your insights will ensure alignment between sales forecasts and overall business objectives, allowing for well-informed decision-making.

Important skills for a Sales Operations Manager at Xero include strategic thinking, strong communication, and presentation capabilities. Additionally, expertise in CRM systems, data analysis, and proficiency in tools like Salesforce and SQL will enable you to drive sales effectiveness and connect analytics with organizational goals.

Xero offers a robust benefits package for its Sales Operations Manager, including generous paid leave for personal use, health and life insurance, parental leave options, mental health support through an Employee Assistance Program, and ample opportunities for career development, ensuring a balanced work-life experience.

In the role of Sales Operations Manager, prioritizing tasks involves assessing the urgency and impact of each project alongside business objectives. I typically use a matrix to categorize tasks based on importance and deadlines, ensuring that key initiatives aligned with sales strategies are prioritized.

Absolutely! In my previous role, I noticed that the reporting process for sales KPIs was time-consuming. By implementing automated dashboards using Tableau, I reduced reporting time by 50%, which allowed the sales team to focus more on driving results and less on manual data collection.

I find tools like Salesforce, PowerBI, and Excel extremely effective for sales analytics. For example, Salesforce helps manage customer data and sales pipeline, while PowerBI provides powerful visualization techniques that aid in quickly spotting trends and insights necessary for strategic decision-making.

Ensuring data quality requires setting up standard operating procedures for data entry and regular training for team members on best practices. Additionally, I advocate for periodic audits and automated validation checks within the CRM system to confirm data accuracy and integrity.

I've had the privilege of leading teams of sales analysts where my focus was on fostering an inclusive environment. I've implemented weekly check-ins and feedback loops, which not only helped in team development but also empowered team members to brainstorm process improvements actively.

I approach disagreements with open communication and a collaborative mindset, seeking to understand the other department's perspective. By focusing on common goals and working together on a solution, we can often find a harmonious way to address any conflicting viewpoints.

I typically track metrics such as conversion rates, sales cycle length, and the accuracy of sales forecasts. These KPIs provide valuable insights into performance and highlight areas for potential improvement, driving a data-informed sales strategy.

I stay updated on sales operations trends by engaging in industry webinars, following relevant blogs and publications, and participating in professional networks. Continuous learning helps me adapt to new technologies and best practices that can enhance our sales operations.

Developing training programs involves assessing team needs and areas for improvement. I typically start with a content outline that includes Salesforce best practices, integrate interactive elements, and solicit feedback from the team for ongoing enhancement, ensuring that the training is both relevant and engaging.

One of the most challenging aspects is managing the diverse needs and priorities of various stakeholders. Balancing sales goals with operational efficiency requires strong negotiation skills and the ability to communicate effectively, ensuring that all departments feel heard and aligned on our objectives.