What you’ll be doing:

• Regional Strategy & Targeting: Lead the Outbound Sales Strategy in a given region. Understand the Total Addressable Market (TAM) and partner with Product Marketing to define high-value Ideal Customer Profile (ICP) segments.
• Process & Playbook Design: Refine and optimize the entire outbound sales process, from initial contact to opportunity creation.
• Scoring & Prioritization: Design and implement a data-driven lead scoring system based on the most close-able and highest-value businesses to ensure sales reps prioritize effectively.
• AI Integration: Drive GTM strategy by supercharging lead gen and enablement using AI tools and automation platforms to increase rep efficiency and personalization at scale.
• Feedback & Alignment: Establish formal closed-loop feedback with Sales to understand closed won/lost reasons, driving continuous refinement in messaging and process.
• Sales Territory Optimization: Strategically own the operational decisions around lead assignment, territory design, and book reshuffles within the CRM. Proactively move BDR/AE resources to guarantee optimal market coverage and focus on high-priority accounts.
• Internal Stakeholder Management: Create strong, collaborative internal relationships across Marketing, Sales, and RevOps to drive consensus and adoption of new GTM processes and rules of engagement.

What you need to bring:

• 5+ years of experience in a high-impact, strategic role such as Outbound Sales Manager, Sales Strategy, or Revenue Operations with a lead generation or prospecting focus, preferably in a B2B SaaS setting.
• Proven ability to define strategy and translate complex GTM plans into scalable sales processes, with specific experience in territory management and sales organization design.
• Deep expertise in the architecture and use of CRM (e.g., Salesforce), Sales Engagement Platforms (e.g., Outreach/Salesloft), and list building software such as ZoomInfo, Apollo, Clay.com, or D&B.
• Experience using AI in current or previous roles and/or a keen interest and passion for exploring the power of AI in Sales automation, prospecting, and data enrichment.
• Exceptional analytical skills with a proven ability to monitor performance metrics (e.g., pipeline velocity, conversion rates) and implement data-driven process improvements.

Be a changemaker — You’ll enjoy:

• A flexible work environment that empowers you to do your best work
• A culture that celebrates performance
• The chance to make an impact in a team that’s big enough for career growth, but lean enough to make your voice heard
• Career-defining opportunities
• Plus benefits: Flexible paid time off, equity options, pension plan contributions, training opportunities, health and wellness credit, volunteer time off, interest groups, computer purchase program, enhanced parental leave, regular team events.

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