Global SDR Operations and Enablement Manager

Job Description

Global SDR Operations and Enablement Manager

Target Candidate:

• 3+ years of experience in Sales Development or Marketing Ops.
• Understanding of how Sales, Marketing, and sales planning interweave with the SDR function
• Strong familiarity of SDR Tech stack (SFDC, Outreach, LinkedIn, Drift etc.)

The Global Operations and Enablement Manager, Sales Development Team is responsible for SDR pipeline growth and enablement.

The role oversees and manages multiple facets of SDR sales campaigns and programs to increase sales velocity, sales pipeline and ensure flawless delivery, liaising with Sales, Marketing, Sales Operations & Product Management as well as driving the Enablement and Onboarding process for both external and internal New Hires.

Specific Responsibilities:

• Marketing // Field Marketing Alignment
• Collaborate with Field Marketing around strategic initiatives and events focused on our partner org and sponsored campaigns with AWS.
• Communicate upcoming campaigns/events a minimum of 2 weeks in advance to SDR team
• Collaborate with Sales, Marketing and Product Management teams to ensure all campaign elements are developed and documented accurately, such as competitive messaging, value proposition, and customer references
• Coordinate with the SDR team regarding the creation and distribution of sales campaigns and Sumo value propositions
• Distribute all campaigns to SDR team via Outreach
• Campaign Tracking & Reporting
• Manage all campaign tracking and analytics in Salesforce
• Create and update reports and dashboards in Salesforce; analyze fields including E-mails sent, E-mails opened, E-mails replied, Accounts contacted, and Meetings/Opportunities created per campaign
• Report campaign performance to senior leadership during weekly POD calls, management calls, sales reviews and/or dedicated campaign reviews
• Identify challenges in converting outbound messaging to meetings, and meetings to opportunities
• Perform A/B testing to improve outbound messaging and solve challenges related to converting outbound messaging to meetings
• Responsible for the structuring, coordination, utilization and messaging of all GTM outbound sequencing in Outreach
• Operations // Lead Management
• Outreach Admin for the Global Sales Development Org. Workflow process training, general troubleshooting, weekly hygiene checks, and reporting provided to the greater Sales Leadership team.
• Drift Admin for the Global Sales Development Org. Seat provisioning / churn, Team routing, Chat and Video Training, and reporting.
• Lead IQ/Lusha Admin for the Global Sales Development Org. Seat provisioning/churn, training, and reporting.
• Redistribute rogue and misrouted leads from own MQL views and the SDR Manager MQL Queue to the SDR in the respective territories
• Align with Sales Ops to provide accurate reporting within SFDC to the Global Sales Dev Leadership team. Update Global & Regional Dashboards in SFDC
• Enablement
• Collaborate with Sales Dev Leadership to update and lead New Hire Enablement for the Global Sales Development Org as well as assist with training and enablement for outside agencies
• Align with Sales Dev Leadership to provide additional support in addressing questions, concerns and comments provided by the Global Sales Development Team.
• Provide Tool Enablement and Process Reviews for New Hires
• Own, deliver and update the SDR Academy
• Actively provide feedback and insights surrounding missing gaps and/or additional training needed for reps.
• Schedule Bi-Weekly Syncs with Global Leadership to make sure the needs of the team at large are being addressed as well as weekly syncs with local Leadership to align on initiatives and program updates as needed.

About Us

Sumo Logic, Inc. (NASDAQ: SUMO) empowers the people who power modern, digital business. Through its SaaS analytics platform, Sumo Logic enables customers to deliver reliable and secure cloud-native applications. The Sumo Logic Continuous Intelligence PlatformTM helps practitioners and developers ensure application reliability, secure and protect against modern security threats, and gain insights into their cloud infrastructures. Customers around the world rely on Sumo Logic to get powerful real-time analytics and insights across observability and security solutions for their cloud-native applications. For more information, visit www.sumologic.com .