Position Overview
Department: Sales & Marketing
Location: India – Delhi NCR
This job is work-from-home with 2x monthly in-person meetups in Delhi
Job Summary
The sales operations analyst works closely with the account executives, solution engineers, and business development representatives to ensure the success of the sales organization and the overall go-to-market function.
Sales Tech Stack
The analyst’s primary responsibility will be to manage Ordway’s “sales tech stack,” which includes applications such as Salesforce.com, Outreach, Apollo, Clay, Instantly, LinkedIn Sales Navigator, Zapier, Calendly, and Hubspot. S/he will be responsible for optimizing the configuration of each application and ensuring the proper integration and data flow between the systems. Additionally, the analyst will test and implement the artificial intelligence capabilities of each application.
Metrics and KPI Reporting
A secondary responsibility of the analyst will be tracking performance metrics for the overall go-to-market team. Ordway tracks a set of 50 KPIs related to the volume, value, velocity, and conversion rates of sales opportunities through the funnel. Metrics include the number of leads, average selling price, sales cycle length, pipeline coverage ratio, lead conversions, and win rates.
Job Responsibilities
- Sales Intelligence – Develop target account lists for SDRs based on ideal customer profiles, including firmographics (company size, geography, industry) and technographic (ERP, CRM, business intelligence) data.
- Sales Prospecting – Set up automated prospecting activities for the SDR team. Create multi-channel outreach sequences using email, cold calling, and social networking to generate leads.
- Sales Automation – Automate new customer acquisition processes for account executives within the CRM system by customizing page layouts, data fields, and process flows to meet the company’s specific requirements.
- Inbound Lead Management – Set up automation to capture contact details from prospects interested in a product demonstration, price quote, or consultative discovery call with Ordway.
Desired Skills and Qualifications
Prior Experience
The sales operation analyst will report to the head of marketing in the US with a local “dotted line” reporting relationship to the head of business development in Delhi. Candidates should have excellent business English skills and will be expected to work US Eastern time zone hours. The analyst will primarily work from home in a remote capacity but will be expected to attend monthly meetups with the other go-to-market team members in Delhi NCR.
The ideal candidate will have some level of prior experience with sales applications such as CRM and sales intelligence but is not expected to be an expert in the full sales tech stack. The ideal candidate will “grow into” the role as a faster learner with a strong aptitude for understanding new technologies and applying and implementing them to solve real-world problems.
Accelerated Career Opportunities
High performers in the sales operations role will set themselves up for accelerated growth and career development opportunities. The analyst will develop a highly marketable skill set by building in-depth, hands-on expertise in the most popular sales tech applications. Future career opportunities within Ordway include a broader role on the revenue operations team or, alternatively, an engineering role in our Salesforce practice.
