Senior Manager, Sales Lead Operations at Tricentis USA Corp. in Atlanta, Georgia

Job Description:

The Senior Lead Operations Manager will be responsible for supporting sales build pipeline by ensuring an optimized lead management process. This role will be responsible for coaching AEs on the lead management process, monitoring performance and working with sales managers to ensure that process is being followed.  This role will be partnering with the GTM tech team to design lead flow and ensure that leads are routed correctly.

• Responsible for managing inbound lead flow and ensuring all inbound leads are distributed correctly and followed up with in a timely manner to meet set SLAs.


• Create lead routing design, identify routing optimization opportunities, and coordinate implementation with Salesforce administrators.


• Work with marketing demand gen team to optimize lead management process 


• Train AEs on lead management best practices, proper use of salesforce.com to manage leads, and use of Salesloft for running cadences


• Coach sales managers on how to analyze top of funnel lead flow for their territory, monitor lead management performance for their teams, identify optimization opportunities to improve conversion rates


• Manage team reports and dashboards to ensure the results they deliver can be easily understood by stakeholders throughout the organization.


• Analyze SalesLoft cadences with an eye towards continual improvement and up-to-date messaging, by buyer persona and by industry.


• Mentor, train, manage and develop members of the sales team and onboard new hires with lead management tools and resourcing.


• Produce enablement content and process to improve and streamline lead management


• Performance manage the sales team to ensure they are driving success across the globe via agreed metrics (daily, weekly, quarterly). 


• Adhere to company policies and guidelines – HR, Administrative, Operations and Corporate. 

Qualifications:

• Min. Bachelor’s degree or equivalent experience required.


• Solid understanding of industry best practice for top of funnel lead management, SFDC and SalesLoft a must.


• 3-5 years of marketing analytics, sales analytics, or management of business development teams


• Action and detail oriented, self-motivated and results driven - moves quickly and with purpose.


• Ability to work independently to achieve timelines specific KPIs, willing to work collaboratively in a team environment in the best interest of the customer and the company.


• High level of honesty and integrity with a strong work ethic and proactive thought leadership.


• Experience driving change management, new process adoption/adherence with sales teams


• Ability to thrive in a fast paced, agile environment.


• Excited and passionate about the company story/mission/values.


• Commitment to work collaboratively and cross functionally.


• Excellent communication skills both verbal and written, facilitation and presentation techniques.


• Experience training and coaching


• Proven track record to learn and develop professionally.

Tricentis Core Values: 

Knowing what we need to achieve and how to achieve it is important. Tricentis core values define our ways of working and the behaviors we model that create an enjoyable and successful Tricentis life.

• Demonstrate Self-Awareness: Own your strengths and limitations.


• Finish What We Start: Do what we say we are going to do.


• Move Fast: Create momentum and efficiency.


• Run Towards Change: Challenge the status quo.


• Serve Our Customers & Communities: Create a positive experience with each interaction.


• Solve Problems Together: We win or lose as one team.


• Think Big & Believe: Set extraordinary goals and believe you can achieve them.

Why You’ll Love Working at Tricentis:

• Market conform salary + success-oriented bonus


• Supportive and engaged leadership team


• 401(k) plan, full benefits package available


• Company paid Disability and Life Insurance


• Hybrid work environment


• We’re a global company! Potential to visit one of our many offices around the world including in Austria, Australia, Belgium, Denmark, Germany, India, Netherlands, Singapore, Switzerland, Poland, United States, and the UK

Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran.