Sales/Business Development Operations Manager

$118,838 - $118,838/Yr

Fivetran - Oakland, CA

Full-time - Mid Level

Remote - Oakland, CA

Publishing Industries

About the position

Fivetran is on a mission to simplify and enhance access to data, making it as reliable as electricity. As a Sales Development Operations Manager, you will play a crucial role in scaling our global Sales Development organization. This position involves supporting strategy development, delivering organizational insights, and ensuring the flawless execution of initiatives that enhance the productivity and efficiency of our XDRs (Extended Development Representatives). The XDRs at Fivetran are responsible for conducting both outbound and inbound prospecting activities to generate qualified meetings and pipeline for our sales organization. In this full-time role, which can be based in Oakland, Denver, or remotely within the US, you will be expected to own the Sales Development operations roadmap. This includes collaborating with Revenue Operations to evaluate, select, implement, and customize marketing technology to meet the needs of the XDR organization. You will also play a key role in the headcount, quota, territory, and compensation planning processes, both quarterly and annually. Regular communication with stakeholders across marketing, sales, and finance will be essential to ensure alignment on data-driven marketing strategies. Your responsibilities will also include creating and managing project plans with clearly defined deliverables, coordinating work streams, tracking progress, and addressing any obstacles that arise. You will partner closely with the VP of Sales Development, conducting bi-weekly one-on-ones with sales development leadership to review key processes. Additionally, you will create reports and processes for the Sales Development Leadership team, focusing on improving data quality and uncovering gaps in prospecting data. This role requires a strong understanding of the lead-to-opportunity funnel process, managing MQL and Account Territory changes, and educating cross-functional teams on significant process changes. You will also manage systems related to the XDR organization and partner with the enablement team to drive the adoption of new tools and processes. Your efforts will contribute to major marketing campaigns and involve reporting against campaign ROI, tracking the entire XDR funnel.

Responsibilities

• Own the Sales Development operations roadmap, collaborating with Rev Ops to ensure marketing technology is effectively utilized.
• Play a key role in headcount, quota, territory, and compensation planning processes quarterly and annually.
• Regularly inform stakeholders across marketing, sales, and finance of insights on marketing performance for cross-functional alignment.
• Create and manage project plans with defined deliverables, coordinate work streams, track progress, and address obstacles.
• Conduct bi-weekly 1:1s with sales development leadership to review key processes and ensure effective communication.
• Create reports and processes for the Sales Development Leadership team, focusing on data quality and prospecting gaps.
• Define, maintain, and implement enhancements to the lead-to-opportunity funnel process, managing MQL and Account Territory changes.
• Manage systems related to the XDR organization, including Nooks, Outreach, and Looker, while evaluating new technologies.
• Partner with the enablement team for XDR playbook updates and contribute to training documentation and sales collateral.
• Own XDR enablement related to major marketing campaigns and develop sales plays in conjunction with Field Sales Enablement.

Requirements

• 3+ years of experience in marketing ops, sales ops, or business operations/analysis.
• Strong understanding of how IT, sales, marketing, finance, and sales planning interconnect with the XDR function.
• Ability to translate data into meaningful insights that drive business outcomes.
• Proven ability to define and deliver on a project plan while proactively identifying and removing blockers.
• Experience providing support with ad hoc analysis and underlying data as needed.

Nice-to-haves

• Proficiency in SQL.

Benefits

• 100% employer-paid medical insurance
• Generous paid time-off policy (PTO), including paid sick time, parental leave, holidays, and volunteer days off
• RSU stock grants
• Professional development and training opportunities
• Company virtual happy hours, free food, and fun team-building activities
• Monthly cell phone stipend
• 30-day paid leave after 5 years of service
• Access to a mental health support platform offering personalized care and resources.