Sales Operations Manager (SMB Sales)

📋 Description

• • Own the end-to-end sales operations engine for Apollo’s fast-growing SMB segment, turning data, process, and tooling into predictable revenue growth.
• • Partner shoulder-to-shoulder with Sales Leadership, RevOps, Marketing, and Product to design, launch, and iterate on the playbooks, dashboards, and automations that let 100+ SMB AEs and SDRs exceed quota quarter after quarter.
• • Build and maintain the single source of truth for SMB performance: design executive-level KPI decks, rep-level scorecards, and real-time alerts that surface risk and opportunity before anyone else sees it.
• • Architect and administer Apollo’s SMB tech stack—Salesforce, Outreach, Gong, Chili Piper, Tableau, and emerging AI tools—ensuring every field, workflow, and integration is clean, compliant, and optimized for speed.
• • Run weekly pipeline councils, monthly business reviews, and quarterly planning sessions; translate insights into actionable GTM experiments (pricing, packaging, ICP tweaks, sequence optimizations) that move ARR by double-digit percentages.
• • Create and enforce data hygiene standards; build automated data-capture workflows and validation rules that keep CRM accuracy above 95 % without adding manual burden to reps.
• • Forecast SMB bookings to within 3 % accuracy at the segment, region, and rep level; own the model, the assumptions, and the narrative that goes to the board.
• • Design comp plans, SPIFFs, and recognition programs that reward the right behaviors and keep SMB sellers engaged and motivated through hyper-growth.
• • Enable rapid rep onboarding: craft 30-60-90 ramp plans, certification paths, and just-in-time learning assets that cut time-to-first-deal by 25 %.
• • Collaborate with Demand Gen to refine lead scoring and routing logic; ensure every MQL is touched within 5 minutes and every demo is scheduled within 24 hours.
• • Partner with Product Marketing to package new features into SMB-ready bundles, battlecards, and ROI calculators that reps can deploy in under 2 minutes.
• • Monitor competitive win/loss data and surface insights that inform pricing strategy, objection-handling scripts, and product roadmap prioritization.
• • Champion a culture of experimentation: launch A/B tests on email sequences, call scripts, and pricing pages; measure lift, document learnings, and scale winners across the team.
• • Serve as the go-to escalation point for SMB reps on process, policy, and tooling questions; resolve 90 % of tickets same-day and turn repeat issues into scalable fixes.
• • Own quarterly OKRs that tie directly to Apollo’s ARR and NRR targets; present progress, blockers, and next steps to the executive team every month.
• • Stay ahead of industry trends—AI SDRs, intent data, PLG motions—and pilot 2–3 innovations per quarter that give Apollo an unfair advantage in the SMB market.