Senior Sales Operations Manager - Apollo.io

Senior Sales Operations Manager (L6/L7)

Role Overview:

As a Senior Sales Operations Manager at Apollo.io, you will play a crucial role in optimizing our sales operations and supporting the Account Management team in achieving key revenue goals. You will lead initiatives to enhance forecasting accuracy, improve rep productivity, and operationalize sales playbooks that drive expansion revenue from existing customers. In this role, you will collaborate closely with sales leadership, leveraging data-driven insights to streamline processes and improve overall sales performance. The ideal candidate is a Salesforce expert, highly analytical, and passionate about process improvement in a fast-paced SaaS environment.

Key Responsibilities:

• Optimize Forecasting: Implement regular pipeline cadences to provide accurate sales forecasts for sales and executive leadership. Ensure managers have repeatable pipeline review templates and run weekly and monthly rhythms with their reps.
• Achieve 90% forecasting accuracy within the first month and 98% within six months.
• Operationalize the Account Management Playbook: Automate sales plays directly in Salesforce, using product engagement and Apollo data as triggers. Complete remaining sales plays within 3 months, with success metrics in place to optimize performance.
• Sales Process Improvement: Work with Sales Management and Sales Enablement to document and streamline all sales processes. Develop rapid training and onboarding plans to ramp new reps within 2 months. Troubleshoot operational issues, addressing discrepancies in opportunity close processes within 24 hours.
• Automate and Integrate Tools: Complete PandaDoc integration with Salesforce, ensuring contract variables map correctly to opportunity records. Build approval processes for non-standard contracts involving sales leadership and finance.
• Sales Analysis & Account Management: Develop automated processes to calculate propensity to buy and potential account value, integrating these insights into Salesforce opportunity records. Ensure timely account assignment and routing, with all qualifying accounts assigned to an owner within 48 hours.
• Rep Productivity Uplift: Increase rep productivity by 25% through automating administrative tasks and optimizing CRM workflows, enabling reps to focus on revenue-generating activities.
• Sales Technology & Project Management: Gather requirements and project manage changes to our processes and sales technology that result in measurable improvements in sales rep productivity.

Qualifications:

• 5+ years of experience in sales operations, with a strong focus on process optimization and sales forecasting in a SaaS environment.
• Salesforce Certified, with extensive knowledge of the Salesforce ecosystem and best practices.
• Proven track record of improving sales forecasting accuracy and developing scalable sales playbooks.
• Strong analytical skills and attention to detail, with experience leveraging data to improve sales processes and decision-making.
• Excellent communication and presentation skills, able to engage and collaborate with cross-functional teams.
• Highly organized and able to project manage initiatives across multiple teams, ensuring timely execution and results.
• Critical thinker and problem solver, comfortable troubleshooting operational issues and implementing effective solutions.
• Ability to work autonomously while driving toward team and company goals.

Preferred Experience:

• Experience in sales operations at a high-growth SaaS company, with a strong understanding of product-led growth (PLG) signals and sales enablement tools.
• Familiarity with forecasting, reporting, and sales performance analysis in Salesforce.
• Experience integrating third-party tools (e.g., PandaDoc) with Salesforce to improve sales workflows and contract management processes.
• Proven success in driving rep productivity through automation and CRM optimization.