Sales Operations Specialist

Menlo Park, CA

Posted: 10/14/2019 Employment Type: Direct Hire Industry: Medical Device Job Number: j-2113

Job Description


The Sales Operations Specialist is responsible for sales operations and reporting processes and systems to support commercial activities through direct and indirect sales channels. You will collaborate with sales, marketing, R&D and customer care to ensure alignment around the use of sales and marketing automation systems ( for improved efficiencies, management of customer base, commercial metrics, and automation. 

Our ideal candidate will have a foundation of both analytical and presentation skills, can thrive in a fast-paced and ambiguous environment, has a bias towards execution, and is looking to make an impact on a growing company. 


You will be responsible for optimizing our sales and business reporting efforts. This role will report directly to the Chief Marketing & Commercial Operations Officer, will work closely with the EVP of Sales, and will work cross-functionally with Marketing, Customer Care and R&D.  

Specific responsibilities include: 

Sales Operations 

  • Own the end-to-end process of tracking the sales funnel and operational metrics and delivering regular insights to the business; define and deliver techniques to improve the funnel performance for sales management. 
  • Assist with Salesforce administration and project prioritization. 
  • Produce actionable and accurate sales reporting and tools for reps, managers, and sales leaders. 
  • Partner with sales reps and marketing to refine lead qualification process, analyze and report on campaign performances with reporting and dashboards. 
  • Assist with territory management, and support field teams by updating performance, reporting, and dashboards  
  • Proactively identify opportunities to improve both the field-based and inside sales processes, and facilitate the implementation of improvements 
  • Build and manage forecasting and business intelligence tools that produce data-driven insights into the performance of the sales organization 
  • Assist with sales planning and organization design, including quota design, targets, and territories for both inside- and field-based sales 
  • Design and manage programs and processes to facilitate new sales employee onboarding, to decrease ramp times and improve efficiency 
  • Create and maintain documentation on commercial processes, policies, and relevant sales training materials and assist with onboarding new sales talent.  

Sales Automation & Reporting 

  • Design and deliver reporting, dashboards and analysis on campaign performance, sales performance, conversions, attribution and effectiveness 
  • Manage maintenance and optimization for all sales and marketing automation through Salesforce 
  • Optimize lead flow process and ensure integrity in the sales funnel 
  • Prioritize and execute on existing and ad hoc requests made from marketing and sales to facilitate revenue growth 

Cross-functional Operations 

  • Support company’s commercial processes and systems to enhance customer and consumer experience  
  • Collaborate with the company management team to ensure that all needs are met –tools, training and analysis. 
  • Support the Finance team in all commercial team-related finance projects  
  • Participating in cross-functional teams on strategic projects 


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 


  • 4+ years of sales operations experience 
  • Exceptional analytical skills you are a number cruncher and you thrive on diving into data 
  • Proven power user with experience creating reports & dashboards, optimizing processes, training new hires 
  • Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure local execution and business impact. 
  • Analytical and demonstrated ability to extract key business insights through data analysis. 
  • Ability to manage many projects at once without losing track of the details 
  • Exceptional listening skills; strong written and verbal communication skills 
  • Self-starter personality, comfort with ambiguity, and a can-do attitude 
  • Sales operations experience at a high-growth startup or Medica Device Industry a plus 
  • Advanced Excel skills with a strong understanding of other tech stack tools such as Pardot or Marketo. 
  • Excellent Project Management skills 
  • Process-oriented 
  • Ability to work under high stress, with minimal supervision and in key cross-functional roles 
  • Knowledge of FDA Regulations and procedures a plus 

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