Sales Development Operations Specialist

About the role

Planful is hiring a Sales Development Operations Specialist to own the systems, data, and reporting behind our SDR team. You’ll sit at the center of our pipeline-generation engine: deciding which accounts our SDRs go after, keeping the tools they prospect in running smoothly, and giving managers the reporting they need to see what's working and what isn't.

This is a hands-on operations role with real ownership. You'll be the person who turns our ICP into a target account list, evaluates which prospecting programs deserve more investment, and spots the manual work slowing down a 30-person team — then partners with Operations to automate it. You won't carry a quota, but your fingerprints will be on every qualified opportunity the team creates. If you like owning process end to end and measuring whether it actually moved pipeline, this is a great fit.

Responsibilities

• Own SDR list building — using our ICP to identify which Salesforce accounts and net-new prospects SDRs should be targeting

• Regularly analyze and refine the account list to ensure SDRs are focused on best-fit accounts, deprioritizing poor fits

• Manage net-new account assignment on a quarterly cadence

• Evaluate SDR prospecting programs on an ongoing basis — identify which channels are performing, where they're breaking down in the funnel, and recommend which to cut or scale

• Build and maintain SDR efficiency reporting for managers, tracking core funnel metrics (call-to-connect, email reply rate, connect-to-conversation, conversation-to-meeting, meeting-to-opportunity)

• Own SDR capacity modeling — reporting on lead/account volume by prospecting bucket and calculating remaining cold-outreach capacity needed

• Track and enforce SDR SLA adherence, flagging gaps and driving accountability

• Provide day-to-day SDR tech support across Orum, Outreach, ZoomInfo, and UserGems — provisioning/de-provisioning, password resets, and troubleshooting

• Build UserGems audiences and campaigns that feed into Outreach sequences

• Translate SDR business needs into technical requirements and partner with Business Operations to implement solutions

• Identify data and enrichment gaps, partnering with Business Operations and Marketing Operations to close them

• Identify and drive additional workflow efficiencies for the SDR team

Qualifications

• 2+ years in revenue operations, sales operations, or sales development operations in a B2B SaaS environment. Prior SDR or sales experience is a plus.

• Hands-on experience with a modern GTM stack: Salesforce plus a sales engagement platform (Outreach, Salesloft, or similar), a dialer (Orum or similar), and enrichment/signal tools (ZoomInfo, UserGems, Clay, or similar).

• Strong reporting and analysis skills. You can build manager-facing reporting on funnel metrics (call-to-connect, reply rate, connect-to-conversation, conversation-to-meeting, meeting-to-opportunity) and explain what the numbers mean.

• A service mindset for day-to-day user support, paired with the instinct to fix the root cause instead of the same ticket twice.

• Ability to translate business needs into clear technical requirements

• A systems thinker with high ownership: you spot manual work, build the fix, document it, and measure the result.

• Ability to communicate clearly with both technical and non-technical audiences, and to keep SDR processes aligned with Sales

• Familiarity with AI/LLM tools, APIs, webhooks, or automation platforms (Zapier, Make, Workato, or code) is a plus.

Why Planful

To foster the best in class work we’re so proud of, we’ve created a best in class culture, including:

• 2 Volunteer days per year, Birthday PTO, and quarterly company Wellness Days

• 3 months supply of diapers and meal deliveries for the first month of your Maternity/Paternity leave and generous parental leave

• Talkspace access and mental health support

• Annual company-wide gatherings held in cities like San Diego, Denver, Palm Springs, and Vegas!

• Office hubs in San Francisco, Toronto, and London. We also offer benefits such as home office setup, and monthly wifi and cell phone reimbursements for all employees, in-office or remote.

• Employee Resource Groups such as Women of Planful, Parents of Planful, and many more. We encourage our teammates to bring their authentic selves to the team, and have full support in creating new ERGs & communities along the way