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Revenue Operations Manager - BDR Operations

360Learning is looking for a BDR Operations Manager to join our Marketing Operations team. Your mission is to enable our global BDR teams to maximize their performance. Your scope includes BDR tools, processes, performance management, planning, and reporting. 

As our BDR Ops lead, you’ll have a lot of autonomy and opportunity to own your scope, make an impact, and drive change in a critical area of our business. 

You’ll report to the Director of Marketing Operations. He’s someone who has done the job before, has reasonable expectations, and a fondness for Dad jokes. 

Part of his mission is to give you all the support you need to level up in your career, including continuous learning and coaching.

Responsibilities & Ramp Up Timeline:

BDR Tech Stack Administration (10%)

  • Be the primary administrator for our BDR tech stack including Salesloft (sales engagement), Chili Piper (meeting booking), Distribution Engine (lead routing), Cognism (contact sourcing), and Truly (telephony). 

  • Provision, enable, and support our users of these tools. 

Lead Management Ops (20%)

  • Monitor our lead flow and routing system to ensure every lead reaches its intended destination. 

  • Monitor BDR SLAs to maintain best-in-class response time.

System and Process Development (30%)

  • Develop and prioritize a roadmap of new features to continually develop and improve our systems and Processes. 

  • For example, this could include new routing features, workflow automation, lead management processes, dashboards, etc.

  • As part of this effort, you may collaborate with other system owners across the business, such as our Salesforce Team, Data Team, other Marketing Ops team members, etc. 

Performance Management (25%)

  • Proactively monitor the performance of our BDR teams. 

  • Leverage data to identify opportunities and propose initiatives to improve performance. 

  • Collaborate with BDR and Demand Gen leaders to identify and resolve performance issues and drive change. 

Planning and Incentives (15%)

  • Partner with leadership in the business planning process. 

  • Set BDR team and individual targets.

  • Report on target achievement and collaborate with finance on incentives. 

  • Collaborate with BDR managers to ensure teams are staffed at optimal levels. 

Within 1 month, you will:

  • Be aware of BDR targets, organization, roadmap, tools and processes.

  • Meet the inbound and outbound BDR teams located in the US, UK, France, and Germany.

  • Take ownership of BDR tool administration and user enablement.

  • Define your quarterly OKRs (Objectives and Key Results)

Within 3 months, you will:

  • Begin monitoring and optimizing our lead flow. 

  • Take ownership of monthly reporting and incentive cadences. 

  • Work on developing some new features to improve our systems and processes. 

Within 6 months, you will:

  • Build a roadmap of improvements to our systems.

  • Drive insights into BDR performance through reporting capabilities.

  • Identify performance-improvement opportunities. 

Within 12 months, you will:

  • Identify and lead projects to drive BDR productivity.

  • Give strategic input to define your team’s roadmap.

  • Be a key partner for all DG and BDR team members.

What We’re Looking For - Experience / Technical Skills:

  • 3+ years of experience in Salesforce and marketing automation. 

  • Experience with developing and running lead routing systems (e.g., Distribution Engine, Lean Data, Ringlead, etc.) in a complex business environment.  

  • Experience with other tools in our tech stack like Chili Piper and Salesloft.

  • Understanding of B2B sales processes (lead routing, BDR qualification, etc.)

What We’re Looking For - Soft Skills:

  • You have a drive to understand business dynamics and improve performance. 

  • You have “figure-it-out-ability”. This (made-up) word basically means you enjoy solving new and novel problems and can be resourceful in figuring things out. You know how to Google it, dig through platform docs, and use trial and error to get to the bottom of technical mysteries. 

  • You pay attention to detail. You can be the kind-yet-firm enforcer of naming conventions, taxonomies, and SLAs. 

  • You are keen on continually improving systems and processes, with a passion for making things more automated and efficient. 

  • You believe clear documentation is the key to a successful process.

  • You have enthusiasm for our culture of Convexity explained here:

What We Offer

  • Compensation: Pay structure includes base salary, variable incentive pay, and company equity 📈

  • Benefits/Perks: Comprehensive medical, vision, and dental insurance starting your first full month 🏥 401k matching starting from day 1 🏦 Generous parental leave 👶 Professional development opportunities through our own platform 📚

  • Balance: We offer unlimited days of annual PTO 🌴 5 days for sick leave 🤒 10 holidays 🗓 We are a remote-first organization and promote flexible work hours 🏠

  • Diversity, Equity, and Inclusion: We have 6 active ERGs including Mental Health, Environmental/Sustainability, Women, Parents, LGBTQIA2S+, and Ethnic Diversity. Each group has at least one executive team member serving as a member of the group, bringing greater awareness to each group’s activities and providing a quick path to impact 🤝

  • Corporate Social Responsibility: Review our CSR Charter: 🌎🌏🌍

  • Culture: A framework that will help you make an impact - envision our way of working and our Convexity Culture: & find out more about the teams, product and processes 🚀👩🏻‍💻🏆


Who We Are

360Learning enables companies to upskill from within by turning their experts into champions for employee, customer, and partner growth. With our LMS for collaborative learning, Learning & Development teams can accelerate upskilling with the help of internal experts instead of slow top-down training. 360Learning is the easiest way to onboard and upskill employees, train customer-facing teams, and enable customers and partners–all from one place.

360Learning powers the future of work at 1,700 organizations. Founded in 2013, 360Learning has raised $240 million with 400+ team members across the US and EMEA.

Learning Includes Everyone.

In concert with our culture, 360Learning believes learning includes everyone and that means embracing the strengths of diversity, connectedness, and inclusion. Through conscientious efforts, our global footprint celebrates cultures, perspectives, and experiences from all over the world to support our platform that is built for all regardless of race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. Thus, 360Learning is proud to be an equal opportunity workplace, and we commit to continue this throughout our processes for recruitment, compensation, benefits, performance, promotion, and all other conditions and terms of employment. We want to learn from and with you!

This job is closed
But you can apply to other open Remote Business Development / Sales jobs