Sales Play Manager

This is a fully remote position, open to applicants in Washington.

📋 Description

• Develop and oversee target account lists utilizing propensity-to-buy characteristics such as industry, annual revenue, customer status, geographic region, and segmentation criteria.

• Recognize existing Leads and Contacts and generate additional contacts through ZoomInfo and Cognism.

• Conduct advanced data matching between external companies and Salesforce Accounts.

• Collaborate with SFDC Administrators on bulk uploads of Accounts, Contacts, and Leads while ensuring adherence to data quality and validation rules.

• Integrate prospects into sales cadencing tools with the appropriate assignments and engagement distribution.

• Confirm and cleanse data against suppression lists prior to loading into Salesforce.

• Work alongside GTM Leadership on Sales Play participants, territories, ownership structures, and account allocations.

• Collaborate with Marketing and Field Enablement on lead intake, campaign associations, and timing of plays.

• Educate GTM teams on cadencing platforms, Salesforce reporting, and play-specific procedures.

• Convey timelines, dependencies, and resource needs while ensuring timely launches.

• Track Sales Play KPIs, including engagement rates, conversion metrics, pipeline impact, and seller activities.

• Create and maintain Salesforce reports and dashboards.

• Present play performance insights to leadership and cross-functional stakeholders.

• Engage in post-play retrospectives and drive continuous process improvements.

• Keep Sales Play documentation, SOPs, lessons learned, and best practices up to date.

• Uphold data quality standards, address data load and routing issues, and manage suppression and enrichment workflows.

⛳️ Requirements

• 2–4 years of experience in Revenue Operations, Sales Operations, Marketing Operations, or related GTM operations, or qualifying SDR/BDR experience.

• Proficient in prospecting, list-building, and cadencing tools for the SDR/BDR alternative path.

• Comfortable navigating intricate sales territories, routing logic, and GTM hierarchies.

• Strong understanding of Salesforce architecture and data model.

• Advanced skills in Salesforce reporting, including complex reports, dashboards, filters, formulas, and cross-object reporting.

• Practical experience with High Velocity Sales/Salesforce Sales Engagement, SalesLoft, or Outreach.io.

• Proficient in Excel/Google Sheets, including XLOOKUP, VLOOKUP, INDEX/MATCH, CONCATENATE, data manipulation, text-to-columns, pivot tables, and combining large datasets.

• Familiarity with ZoomInfo, Cognism, LinkedIn Sales Navigator, or similar enrichment platforms.

• Understanding of GTM structures, sales territories, ownership models, and sales-team support.

• Experience in training or enabling sales or operations teams on tools and processes.

• Self-motivated with the ability to work independently with minimal oversight.

• Exceptional attention to detail and dedication to data quality and accuracy.

• Strong problem-solving abilities and aptitude for troubleshooting technical issues.

• Excellent written and verbal communication skills.

• Capability to manage multiple projects and adhere to tight deadlines.

• Adaptable in a changing program environment and comfortable with uncertainty.

• Collaborative, process-oriented approach with experience in workflow documentation.

• Preferred: advanced Salesforce permissions, data access, and configuration knowledge.

• Preferred: experience with Pardot or other marketing automation platforms and lead management workflows.

• Preferred: familiarity with Salesforce Data Loader, DemandTools, or similar bulk data tools.

• Preferred: knowledge of Salesforce lead routing, assignment rules, queues, and territory management.

• Preferred: experience in B2B SaaS, fintech, or financial services.

• Preferred: exposure to account-based marketing or account-based sales methodologies.

🏝️ Benefits

• Health insurance (medical, dental, vision).

• Retirement savings plan.

• Paid time off, holidays, and parental leave.

• Wellness programs and mental health resources.