Ruby

Sales Operations Specialist

Job description

The Revenue Operations Team at Ruby is responsible for operational processes within the revenue organization that support, enable, and drive sales teams to engage buyers and sell more efficiently. This team is broken into the revenue functions of sales, marketing, and customer success with operational discipline in each area. At its core, the goal of Sales Operations is to reduce friction in the sales process and improve sales performance to increase the efficiency and efficacy of revenue growth at Ruby.

As the Sales Operations Specialist you will be responsible for developing and overseeing a smooth, effective sales process and the required reporting dashboards and leading indicators of success. You love evaluating processes and understand how to evolve systems so they work for the needs of the business, enabling the sales team to generate MRR quickly and scale the business. You will partner with the VP of Sales, Sales Managers, and Sales Enablement to understand needs and priorities, and work cross-functionally with the Marketing, Customer Success, and Partner teams to ensure funnel alignment and consistent performance against leads delivered to the team.

The Sales Operations Specialist will report into Director of Revenue Operations and will be the single point of alignment on all marketing, sales, onboarding, retention, and advocacy objectives.

What You’ll Be Accountable For

  • Define (with sales leadership) and track key sales funnel KPIs and the mechanisms that influence them.
  • Maintain feedback loop with sales to ensure constant evolution/improvement of sales process.
  • Build and maintain reports and dashboards to track key metrics that influence sales success and monitor performance of individuals on the team.
  • Ensure tech stack is fully optimized and enabling sales team to effectively move through the sales cycle.
  • Identify gaps in automation and/or tools and identify tools that may fill gap. Perform due diligencewith needs, budget, timeline, and ROI in mind.  
  • Utilize and evolve existing tools to provide further insight into sales performance for sales leaders and individual contributors alike.
  • Own and maintain the sales process from a documentation and technology standpoint in accordance with sales leadership and organizational (Ruby) requirements.
  • Identify, propose, and implement solutions to keep the sales process operating at the highest level with a focus on efficacy, efficiency, and MRR generation.
  • Ensure that prospects move through the sales funnel smoothly and make recommendations around how to improve funnel performance and velocity.
  • Distribute all partner and marketing leads/contacts and work with those teams to develop, improve, and automate that process via HubSpot and Salesforce.
  • Perform routine audits on data, tools, sales performance, and processes and identify gaps that could provide additional actionable insights for the sales teamand propose, then implement, solutions.  
  • Work with SFDC team and other Revenue Operations team members to setup automation and validation rules.
  • Manage CRM custom fields, page layouts, permission sets, etc.for Sales team with implementation from SFDC team.
  • Aid in preparation of QBR presentations for sales leaders and/or AEs.
  • Calculate sales commissions each month in accordance with Sales compensation plans.

Your Work DNA

  • Comprehensive knowledge of sales process, buyer’s journey, and changing buyer behaviors over time.
  • Experts in both inbound and outbound sales technologies, processes, and methodologies.
  • Extremely organized, meticulous, and process driven.
  • Excellent oral and written communication as well as presentation skills.
  • Thorough understanding of CRM and database/automation software.
  • Introductory business and financial acumen with thirst for knowledge and growth.
  • Experience and in-depth understanding of sales pipeline management.
  • Excel in an environment with close collaboration and transparency. We have the upmost respect for each other and aren’t afraid of a healthy debate!
  • Coordination and project management skills.
  • Able to quickly build lasting relationships built on trust.
  • Strong quantitative and qualitative analytical abilities.
  • Ability to multi-task and flex between various job duties.
  • Adaptable, resilient, and able to thrive in ambiguity - things can and will change quickly in our fast-paced environment.

Your Background

  • 1-2 years of relevant experience in a B2B sales operations environment
  • Experience in a high-volume, transactional sales environment; SaaS to SMB experience preferred.
  • Must have a strong analytical and quantitative skill set combined with a strong ability to analyze data, interpret, and translate results to produce actionable changes.
  • Intermediate Excel and Salesforce skills is required. Looker experience, preferred.
  • Sales software administration experience (i.e.,Salesforce, ringDNA, Ambition, LeanData)
  • Salesforce Administrator certification, preferred.
  • Strong collaboration and project management skills.
  • Strong oral and written communication skills.
  • Comfortable presenting to a group.
  • Able to quickly build lasting relationships built on trust.
  • Adaptable, resilient, and able to thrive in ambiguity - things can and will change quickly in our fast-paced environment.
Ruby

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