Renewals and BDR Business Operations - APJC (12-month contract)

Cloudflare•San Francisco, CA

13d

About The Position

The Renewals and BDR Business Operations specialist will support the APJC Renewal and BDR departments by working closely with the APJC Head of Renewals to ensure on time renewals with incremental uplift and the APJC Head of Business Development to develop and implement strategies to increase pipeline contribution at scale. This role will equip the team with actionable insights to enable key decisions on processes, programs and investments that will increase productivity and efficiency to drive increased pipeline contribution. The Renewals and Business Development organizations are anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success.

Requirements

Min 5 years of experience working in Sales/Revenue Operations or related area
Excellent quantitative and critical thinking abilities (ability to forecast accurately, monitor funnel performance, assess productivity gains, etc.)
Strong business acumen
Excellent analytical skills
Organizational, time management skills and attention to detail
Funnel and Pipeline Management experience
Program Management
Project Management
Expertise in Analytics and Reporting
Understanding of CRM and Database Software
Understanding of the full Tech Stack
Understanding the daily experience of the sellers supported
Experience with Financial Systems
Ability to prioritize, focus, meet deadlines
Proactivity
Being and staying abreast of market trends and insights
A growth mindset; forward-leaning and innovative while focused on continuous improvement
Visionary influencer and change management skills to drive meaningful transformation
Exceptional written and verbal communication skills
Ability to problem-solve on the fly
Self-starter mentality with a high degree of follow through - can own and take tasks through to completion
Interpersonal skills-ability to network inside the company and create relationships
Experience with global teams and an appreciation for the associated cultural differences.
The ability to travel as needed

Responsibilities

Provide Renewal and BDR analytics, identify problem areas, and develop recommended solutions, focused on the APJC business with Global context.
Support APJC Renewal and BDR leadership for QBRs, Global Pipeline Reviews, All Hands and other related meetings and presentations.
Spend time with RAMs and BDRs to understand pain points and then collaboratively develop processes, drive enablement requirements and identify solutions to solve those pain points
Effectively collaborate with Marketing Operations and Business Intelligence to optimize lead scoring and propensity models, MQL routing, account scoring and attribution models to drive the desired outcomes.
Participate with Renewal and BDR Leadership in executing the strategic vision and operational goals for the regional and global Renewal and BDR organizations.
Help monitor and ensure SFDC hygiene across Renewals and BDR opportunities, leads, and contacts. Ensure opportunities progress towards Closed Won smoothly.
Track conversion rates and pipeline velocity through each stage of the top of the funnel, analyze pertinent data and make recommendations for how to improve the pipeline contribution and velocity.
Participate in managing and updating content in sales automation tools.
Assist in managing CRM data. Manage contact lists, ensure that SFDC data for the Renewal and BDR teams are up-to-date, audit data for consistency, setup automation rules, manage custom fields / data and create the required reports and dashboards.
Work with APJC Renewals and BDR leadership to develop strategy and organizational goals.
Be knowledgeable of industry trends that feed into Renewals and BDR best practices and strategy.
Ensure departed/in-seat Renewal and BDR employees data is kept updated in the CRM and back-end systems.
Help maintain MQL routing rules, accurate AE mapping, RAM/BDR job roles, hierarchies, and permissions groups in the CRM.
Liaise and collaborate with key stakeholders. Marketing, Sales, Rev Ops, IT, Business Intelligence, GTM Finance, field sales, and field sales theater ops leads.