Sales Operations Analyst, ADR

Illumio • Sunnyvale, CA

3d • $100,000 - $115,000 • Hybrid

About The Position

Illumio is seeking a motivated, curious, and detail-oriented individual to join its Sales Operations team as an ADR Operations Analyst. This is an entry-level role, reporting to the Sales Operations Manager, dedicated to supporting the Account Development Representative (ADR) team. The focus of this role is hands-on: making the ADR team more effective at generating quality pipeline. The analyst will work alongside ADRs and their managers to improve the day-to-day prospecting workflow, develop outbound cadences and best practices, find efficiencies across the tech stack, build AI-assisted ways of working, partner with marketing on lead quality, and keep stale opportunities from going cold. The ideal candidate is early in their career, energized by figuring out how work gets done and how it could be done better, and eager to learn modern go-to-market tools and AI alongside an experienced operations team.

Requirements

• Bachelor's degree required; an emphasis in Business, Marketing, Finance, or a related analytical field preferred.
• 0-2 years of experience in sales operations, marketing operations, account development, or a related business function; internship experience will be considered.
• Comfortable with MS Office Suite; working knowledge of Excel is helpful.
• Interest in applying AI tools to everyday business problems and a willingness to experiment with them.
• Curiosity about how systems and processes work, and the willingness to learn new tools quickly with guidance from senior team members.
• Strong written and verbal communication skills, with comfort working alongside a fast-moving, high-volume team.
• Disciplined attention to detail, highly organized, and thorough.
• Ability to prioritize and manage several assignments at once with support from a hands-on manager.
• High energy level and passion in getting the job done right.

Nice To Haves

• Familiarity with a CRMsales engagement platform such as Outreach or Salesloft, or with prospecting data tools such as ZoomInfo, is a plus.

Responsibilities

• Learn the ADR workflow end to end, from lead assignment through to a qualified meeting, and document how it actually works today.
• Identify the steps that slow ADRs down or produce low quality pipeline, and work with the ADR managers to simplify or remove them.
• Maintain clear, current process documentation and enablement material so that expectations are consistent across the team.
• Build and maintain outbound cadences and sequence templates in the sales engagement platform, in partnership with ADR leadership.
• Track which cadences, messaging, and channel mixes are producing qualified meetings, and retire the ones that are not.
• Capture what top performing ADRs do well and turn it into repeatable, documented best practice the whole team can follow.
• Learn the tools the ADR team uses day to day, including Salesforce.com, SalesLoft, and prospecting data sources such as ZoomInfo and LinkedIn Sales Navigator.
• Look for redundant tools, unused licenses, manual steps, and integration gaps, and recommend practical fixes.
• Serve as a first point of contact for ADR questions about how the tools work, escalating configuration changes to the senior operations team.
• Design and pilot an AI-assisted prospecting workflow, using tools such as Microsoft Copilot and the AI features built into the existing stack, to support account research, account prioritization, and outbound messaging.
• Test and refine prompts and templates with a small group of ADRs, measure whether they lead to more qualified conversations, and document what works.
• Roll the proven workflow out to the wider ADR team and keep it current as new AI capabilities become available.
• Partner with the ADR team and marketing to review the quality of marketing qualified leads and how they are being scored.
• Gather structured feedback from ADRs on which lead sources and score thresholds convert, and bring that feedback back to marketing.
• Help refine scoring criteria and routing so ADRs spend their time on the leads most likely to become pipeline.
• Monitor opportunities that have gone quiet or passed their expected close date and flag them to the ADR team and account executives.
• Coordinate re-engagement cadences for stalled and closed lost opportunities so that earlier pipeline investment is not wasted.

Benefits

• Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions creates a culture of belonging, drives our future, and makes us stronger together in support of our customers and their success.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level