Sr. Analyst/Manager of Sales Operations & Enablement (Government Business)

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Overview:

The Sales Operations & Enablement Lead will be aligned to Equifax Workforce Solution’s (EWS) Government Line of Business and support that LOB’s leader and his/her sales/revenue generating organization from an operational perspective, while solid-lining into the Sales Ops & Enablement team for EWS. The Sales Ops & Enablement Lead will act as a conduit between the teams he/she supports and the rest of the Sales Ops & Enablement organization while being responsible for activities highlighted in the next section.

What You’ll Do:

Pipeline Management:

• Maintain finger on the pulse of the LOB’s pipeline by stage to ensure reports are generally accurate

• Understand conversion rates, seasonality, and ACV targets to know if we have enough coverage

• Be able to pull, report & analyze data from Salesforce (SF) to spot trends in sales cycles, deal sizes, and win rates so they may be used as leading indicators of future revenue

• Able to track, explain, and eventually anticipate movements like why pipeline increased or decreased across periods

• Improve ACV closed-won forecast accuracy and advise sales & finance leaders on leading indicators of overall business health or flag areas of concern

CRM Hygiene:

• Ensure SOPs are followed and that opportunity and deal information is entered properly in CRM (i.e. upsells vs. baseline renewal revenue)

• Maintain clean metrics like no expired close dates on open opps, sales activities are logged in SF, account or opp assignment errors are cleaned up, etc.

• Bring attention to deals that may be stalled, untouched, or miscategorized so that they can progress or be corrected

• Help LOB users onboard, learn, adopt, and provide feedback on CRM and related tools.

• Maintain and ensure LOB hierarchies, team mapping, user roles, and other access rules are current and active

Review Cadences:

• Organize and facilitate recurring cadence calls for the LOB Sales Leader(s) to review/discuss piped deals

• Compile agenda and content (i.e. pipeline reports) to be scanned/discussed during these pipeline calls

• Ensure the right level of cadence and inspection exists so that the entire org. can be covered to discuss sales or revenue-generating deals

• Data and processes should follow what’s in CRM, our SOPs, and other sales-related processes

• Capture, assign, and follow-up action items to ensure friction continues to be removed from our sales motions

Process Discipline:

• Ensure front line sales are following processes required by their leader(s) and/or EWS/Equifax policy, such as but not limited to: account planning, sprint scoring, legal review, etc.

• Drive the right culture so that sales reps see the value of and want to follow processes: i.e. why it’s important to always select the right win/lost reason, how meeting notes help the sales team, etc.

• Ensure sales progresses deals through sales stages in accordance with standard definitions / published stage entry & exit criteria

• Document, map, and publish existing process flows, including roles & responsibilities, turnaround times, volume of activities/events, etc.

• Ensure processes are followed – like installing the Google chrome extension to auto-log meetings – and flagging when they are not (or not being followed properly)

Sales Efficiency & Effectiveness

• Help ensure sales and revenue generating teams are taking advantage of and benefiting from training EFX has invested in (selling skills, product/solution knowledge, and sales tools)

• Measure effectiveness of sales professionals over time to see evidence of improved performance across a variety of metrics (win rates, pipe creation, avg. deal size, etc.)

• Maximize sales efficiency by removing friction from their sales motions, suggesting automation opportunities, and identifying skills gaps to shore up, etc.)

• Liaise with Sales Training, Salesforce Ex