Manager, Revenue Operations and Inside Sales Job Description

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Manager, Revenue Operations and Inside Sales

Toast - Calgary, AB

Job Description
The Manager, Revenue Operations & Inside Sales plays a pivotal role in driving revenue and fostering growth across Company Travel Management Software platform. In this dynamic position, you will coordinate, connect, and align the sales and marketing systems that support the revenue cycle, as well as lead a team of Inside Sales Representatives. Your primary focus will be on strategically supporting revenue-generating functions by overseeing the sales tech stack, optimizing revenue-generating processes, and collaborating closely with the sales and marketing teams 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 within a 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 the company's 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 the company's 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.

Data Analysis:

Collaborate with the company's 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.

Marketing Collaboration:

Collaborate with the Sr Demand Generation Specialist to support marketing automation functions that interact with the sales tech stack and to develop new lead generation strategies.

Requirements

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

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

Benefits

Building a diverse and inclusive team, supporting career growth and development.
Competitive base salaries.
Share Appreciation Rights program for salaried employees.
Paid vacation days and sick days.
An employee charitable donation program.
Hotel and travel discounts.
Comprehensive benefits package including extended health, vision, dental, Health Spending Account, TeleDoc, Employee Assistance Program, Life, Long-term Disability, AD&D, and Critical Illness Insurance.