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Senior Go To Market Operations Manager

Grand Rounds

| 2023-12-12

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Role Overview:

We're seeking a GTM Operations Manager who has a background in traditional Sales Operations, tools, process, and analysis who will be responsible for providing operational expertise within the GTM Operations group. The efforts should be designed to help retain our business, accelerate growth, manage sales and support tools, assist in the field incentive compensation process, evaluate third-party solutions appropriate for GTM Operations functions, and strengthen go-to-market operations to scale across our business. This position will work cross functionally and is responsible for helping with Day 1 readiness, evaluating and reporting on key operational metrics, helping to drive sales productivity through tools, optimizing sales execution, and providing insights on results. This role will interface with the Sales, Customer Success, Strategic Alliances and management team providing value added information on business results to help drive operational decisions and improvements in sales processes.

Responsibilities:

Experience in getting Sales ready for Day 1 start is key. This includes proper tools, planning, enablement, sales compensation, onboarding assistance with tools, as well as assessing ways to scale.
Deliver systems and process reinforcement to new hires and manage on-going Salesforce.com usability and efficiency training as needed
Assist the Sales Process with data from Salesforce.com to help drive process improvements
In coordination with the Director, administer sales quotas, quota attainment, compensation plans, territory management, program rules, policies, and procedures
Own Salesforce.com rules, process, and ongoing data integrity to increase functionality to improve process and usage of Salesforce.com
Creation of reports and dashboards in Salesforce.com
Your experience with understanding sales and marketing data, lead gen workflow and strategies will be pivotal
Participate and lead process improvement initiatives both internal to segment and across segments as determined by management
Coordinate with cross-functional teams on sales GTM process, tracking and administration of new sales campaigns and products
Partner with GTM management, in conjunction with Sales Enablement, to oversee day-to-day process execution and adherence to policies, identify problems, recommend/take corrective action and communicate performance results and/or changes throughout GTM organization and cross-functional business unit team
Create, update, and maintain sales content consistently, as part of sales training library and in collaboration with Sales Enablement efforts
Work on broader GTM Operations projects or initiatives as requested.

In your First 30 Days:

Understand Included Health as a company, our product set, competitive landscape and key internal stakeholders
Get to know GTM Operations: meet the group, understand the roles, as well as the internal partners we support. Spend time in Salesforce.com understanding territories, accounts, opportunities and structure. Gain deep knowledge of our key business metrics and performance indicators, the data underlying them, and how these critical pieces are constructed
Understand and assess our current go-to-market strategy including pricing and packaging

In your First 60 Days:

Take on ownership of sales productivity tools, and recommend ongoing training, adoption, and process improvements
Focus on reporting and analytics, which may include sales reporting and forecasting
Recommend high priority strategies, programs and initiatives that will drive bookings and revenue in a profitable way

In Your First 90 Days:

Develop thoughts and project plans to bring operational efficiencies to the Sales workflows with an eye towards automation
Develop and own long term strategic programs roadmap designed to increase revenue, sales productivity and operational efficiency
Work to establish proper lead flow and operational process management within the systems we use

Qualifications:

Bachelor’s degree
5+ years of Sales Operations, Business Operations and/or Finance experience
Strong skills and ability to manipulate data in a variety of formats, e.g., Excel, PowerPoint, Sheets, is required.
An understanding of relational databases, including the ability to handle data manipulation via queries
Knowledge of Salesforce.com or CRM systems is required
Ability to perform multiple projects simultaneously and creatively execute projects
Ability to work independently and work within a team environment
Proactive and relentless: independently capable of seeking information in an unstructured environment, solving conceptual problems, corralling resources, and delivering results in challenging situations.
Strong bias for action and ability to prioritize and execute

About Included Health

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com.

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Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.

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