Sales Operations Manager

📋 Description

• • Own the end-to-end pipeline acceleration strategy for bswift’s national sales organization, partnering with Sales Leadership to translate ambitious revenue targets into actionable, data-driven prospecting plans.
• • Conduct deep-dive market research and TAM (Total Addressable Market) analyses to uncover net-new logo opportunities, segment accounts by propensity-to-buy, and surface whitespace verticals that align with bswift’s cloud-based benefits administration platform.
• • Build, maintain, and continuously refine a centralized database of high-value targets—leveraging Salesforce, ZoomInfo, LinkedIn Sales Navigator, and intent data—to ensure sellers always have a prioritized, qualified list of prospects ready for outreach.
• • Design and iterate on repeatable sales plays, sequences, and cadences that shorten the time from lead to first meeting; monitor adoption and effectiveness, then A/B test messaging, subject lines, and call scripts to lift response rates and meeting-set ratios.
• • Create compelling enablement assets—battle cards, ROI calculators, competitive tear-sheets, and persona-based one-pagers—that arm Account Executives with the right story at the right stage of the buyer journey.
• • Partner with Marketing Operations to align inbound MQL scoring models with sales capacity, ensuring lead routing rules, SLAs, and nurture tracks maximize conversion without overwhelming reps.
• • Establish weekly pipeline health dashboards that track leading indicators (new meetings, stage progression, velocity) and lagging indicators (win rate, ASP, sales cycle length); present findings to Sales Leadership and recommend tactical pivots in real time.
• • Own territory and quota planning cycles: load-balance books of business, model ramp curves for new hires, and forecast capacity needs 6–12 months ahead to keep revenue goals realistic yet aggressive.
• • Drive cross-functional initiatives with Product, Finance, and Customer Success to package new offerings, refine pricing strategy, and identify upsell paths that expand average deal size.
• • Champion a culture of operational excellence by documenting every process in Confluence, training new hires during onboarding bootcamps, and hosting quarterly “ops retros” to capture lessons learned and iterate fast.
• • Serve as the go-to Salesforce architect for the sales org: manage custom objects, validation rules, flows, and CPQ configurations that reduce manual work and enforce data hygiene.
• • Monitor competitive landscape and regulatory changes (ACA, COBRA, HSA/FSA rules) to proactively update positioning and ensure compliance language is embedded in sales materials.
• • Plan and execute quarterly Sales Kickoffs and mid-year SKOs—owning agenda design, speaker selection, content curation, and logistics—to energize the field and reinforce key plays.
• • Mentor junior analysts and interns, fostering a learning environment where data storytelling, SQL fluency, and strategic thinking become core competencies across the Revenue Operations team.
• • Ultimately, your success will be measured by accelerated pipeline creation, improved win rates, and the measurable reduction of friction that allows bswift’s sellers to spend more time in front of prospects and less time on administrative tasks.