Senior Sales Process & System Lead

Fastly•Portland, OR

1d•Hybrid

About The Position

The Sales Process & Systems Sr. Lead role will be a key contributor to the Sales Strategy & Operations team. Reporting to the Sr. Director, Sales Strategy & Operations, this role will be responsible for our sales AI and tech stack roadmap, optimizing sales processes and systems to improve sales efficiency and effectiveness. Partnering with the Sr. Director, Sales Strategy & Operations, they will be responsible for defining our sales AI and tech stack roadmap. They will manage tech stack adoption of existing tools, as well as new AI and tech stack POC process. They will drive the monthly GTM steerco cadence and manage the intake and prioritization process for requests from our Sales leadership and Sales Operations teams. They will also be responsible for identifying areas for efficiency, consolidation, and automation across our GTM workflows with the latest automation and AI capabilities. This role will manage and optimize sales process and technology workflows, from Lead to Opportunity, Opportunity to Quote, and Quote to Cash. They will do this in close collaboration with cross-functional stakeholders across IT Business Systems, GTM operations teams (including Marketing Operations, Sales Operations, and Client Services Operations), and other teams including Deal Strategy, Legal, Order Management, and Billing. The perfect candidate for this role takes a proactive, consultative approach to solving business problems with non-technical partners. They’re capable of distilling complex ideas and data into logical insights and recommendations, and adjust their communication based on the audience. They are able to work independently while prioritizing work, and take an iterative approach to getting the job done. Finally, they will bring innovative ideas to the way we get work done, especially with AI capabilities.

Requirements

Bachelor’s degree required
10+ years experience supporting and integrating sales business processes, ideally involving CRMs and program management
Automation workflow and tools experience, inclusive of AI capabilities
Managed key transformation initiatives involving multiple functional stakeholders
Ability to work cross-functionally both internally and externally to influence key stakeholders
Ability to think critically, troubleshoot and solve problems with confidence
Excellent attention to detail and strong communication skills
Strong knowledge of Salesforce administration certification and experience, with working knowledge of Clari, Outreach, Zoominfo

Nice To Haves

AI implementation for GTM teams

Responsibilities

Collaborate closely with key stakeholders across Sales, Marketing, IT Business systems, Sales Operations and Enablement teams to effectively manage key initiatives that improve sales efficiency through process & system improvements
Map, document and optimize existing sales workflows, identifying bottlenecks and inefficiencies.
Capture business requirements and translate them into functional specifications for system enhancement
Manage and maintain CRM systems and sales tech stack, in close partnership with IT Business Systems teams, ensuring data accuracy and seamless integration with other tools. Manage vendor relationships and demo/POC process.
Automate repetitive tasks using workflow automation tools inclusive of AI, freeing up sales teams to focus on high-value activities
Identify impacts and develop change management plans, partnering with Sales Communications and Sales Enablement teams. Also helps develop, deliver and manage content and training to support process and system updates