Channel Sales Operations Manager

Job Description

The Revenue Operations Department at AdRoll is looking for a highly driven, strategy and process-centric operations individual to tackle a new role within the company. The primary goal is to develop strategy, processes, policies, and solutions that boost sales efficiency. This role will be responsible for supporting day to day operations for AdRoll's successful Agency Sales teams as well as supporting our Partnerships team with GTM activities. You’ll partner cross-functionally to craft business priorities and align resources to accelerate rapid revenue-growth and retention. You'll increase market share and meet strategic objectives by scaling the selling process to minimize friction and improve efficiency. We are looking to hire in the US with offices in San Francisco, Salt Lake City, and New York City, but are open to remote and hybrid work within the US.

Reporting to the Manager, Sales & Marketing Operations (based in London), you will provide an integral link between Revenue Operations and AdRoll Channel Sales Leadership.

This role is open in our San Francisco, New York City, Salt Lake City offices, or remote.

Proof of COVID-19 vaccination is required to enter a US NextRoll office. Please notify us to request accommodation.

Not sure that you're ideal for this role? You should still apply! We’ll review your application for other opportunities. We're always on the lookout for dedicated people, and we're committed to developing each employee's career with over 1,800 training classes offered every year.

Responsibilities:

• You will drive revenue and exceed sales goals through new partner acquisition as well as expanding our existing partner relationships and own the success.
• Provide strategy and recommendations to business to provide scale and efficiency in our sales and retention engine to drive and retain revenue.
• Work with sales leadership to originate, evolve, and drive sales strategy for the fiscal year. Identify growth levers, project revenue impact, and operationalize within the sales team
• Partner with sales management to lead day-to-day process execution and adherence to policies, identify problems, recommend/take corrective action and communicate performance results and/or changes throughout sales organization and cross-functional business unit team.
• Communicate changes across the organization and work with Training & Enablement to train teams on new processes, policies, and tools
• Evaluate, design, and handoff business requirements to GTM Business Systems team for proposed systems updates and enhancements
• Work with internal front and back-office departments throughout each selling quarter to resolve open items pertaining to the CPQ process and ultimately landing deals, ensuring all vital paperwork is in place prior to deal closure
• Project manage cross-functional partners to ensure successful execution of key projects (and ongoing project/program improvements/enhancements)
• Structure and carry on these projects by developing work plans, assembling and synthesizing substantial data, leading analyses and developing final recommendations
• Track key data and maintain our reporting processes (spanning all key sales pipeline, productivity metrics, and forecasting)

Requirements:

• Bachelor's Degree or equivalent experience
• You have at least 5 years of overall work experience, with 3+ years Sales Operations experience and 2+ years of Salesforce experience (Sales Cloud required), preferably at a SaaS company
• Exposure to the Channel Sales model, Agencies, and Partnerships a plus
• Strategic problem solver; able to operate as a leader and influence go to market strategy, then convert into a tactical plan and deliver on that plan
• Partner with senior sales executives to assess business performance and derive practical insights focused on driving revenue growth, sales productivity, and customer value
• Strong business insight and a deep understanding of Partnership strategy.
• Proven track record of strong performance in achieving a quarterly managed business quota, driving and managing sales through expansion upsell quota, hosting quarterly business reviews, and comfortable with renewal processes
• Documented proof of successfully achieving team quotas and objectives as a sales leader including quota territory allocation, reports, dashboard development, data checks & maintenance
• Advise senior members of the sales organization on growing and optimizing their businesses by making data-driven, useful recommendations that help them achieve their long-term strategic priorities
• A track record of driving strategic and effective processes through data-driven recommendations (e.g., customer segmentation, headcount, financial and territory planning, quota setting) within a successful SaaS company
• Has an understanding of Salesforce best-practices and functionality, Certification is a plus
• Deep experience with common sales technology stack (ideally Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator)
• You understand and can articulate sophisticated requirements and are able to prioritize tasks and coordinate information, work independently, and use good judgment
• You have the ability to develop and maintain effective working relationships and display diplomatic and remarkable interpersonal skills with colleagues and other partners
• Business savvy; profound knowledge of finance, operations, product, marketing and how these functions relate to and impact sales
• Action and results oriented, demonstrating a bias to action. Able to lead others to make accurate decisions.
• Highly self-aware, reciprocal, and open to feedback
• Have a “can-do” demeanor and have a strong internal sense of priority
• Project management skills a plus

Benefits and perks:

• Competitive salary and equity
• 100% employee coverage for medical, dental, and vision premiums
• Short and long term disability benefits at no cost to the employee
• Basic Life and AD&D insurance at no cost to the employee
• 401K Plan (Pre-tax and Roth)
• 4 weeks of paid time off and work/life balance
• Up to 12 weeks of paid family leave (care for a family member, bond with a new child, etc.)
• Up to 6 weeks of paid disability leave (up to 12 weeks for pregnancy disability leave)
• Join a community of fellow Rollers as a member of one of our Employee Resource Groups (https://www.nextroll.com/careers/culture)
• Ample opportunities to volunteer with local organizations with NextRoll Gives Back

About AdRoll:

AdRoll, a division of NextRoll, is an ecommerce marketing platform that gives growing direct-to-consumer (D2C) brands the power to connect with people everywhere they go online. The AdRoll Platform is fueled by our pioneering use of machine learning to analyze real-time performance advertising data – and that early work is why more than 120k brands have relied on us since 2007. We believe in shopping local, shopping small, and giving every ecommerce marketer across fashion, beauty, health & wellness, travel, and more, the marketing automation – aka superpowers – they need to connect with customers and grow their business.

We are committed to building diverse teams of “Rollers” and are proud to be an equal opportunity employer. All applicants will receive consideration without regard to race, color, ancestry, sex, religion, gender, gender identity or expression, sexual orientation, marital status, national origin, citizenship, genetics, disability, age, veteran status or other characteristics. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please notify us to request accommodation.

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