Job Title: Sales and Marketing Operations Manager

Job Type: Full-Time

Reports To: Executive Team

Location: Washington, D.C., or the East Coast, Remote, M-F, Eastern Time

Restriction: This opportunity is for candidates residing in or relocating to Washington, D.C., or the East Coast

Compensation: $100,000 to $130,000 Annually Bonus/Commission (equal to $30,000 to $50,000 per year) Benefits

About the Company

The company is a full-service outsourced finance and accounting provider made up of five brands: VentureCount, RTA, Govcon Accountants, AdminAssist, and Tarsus, each with a specific sector of expertise. The company primarily serves SMB and middle-market companies and has specific sector expertise across venture capital and private equity-backed companies, government contractors, staffing companies, and professional service firms. Some of the multiple service lines include bookkeeping, accounting, payroll, financial forecasting and analysis, strategic Chief Financial Officer (CFO) services, and interim CFOs. The five brands have recently come together to form a single, consolidated platform and are currently rebranding. Together, the company has approximately 150 employees and offices in Washington, D.C., Roseville, CA, Bangalore, India, Midvale, UT, and Kansas City, MO.

Job Summary

The company is seeking a skilled sales and marketing operations manager with experience in the financial services industry who will play a critical role in the development and management of sales and demand generation processes for the organization at large. The role is responsible for supporting company leaders in achieving sales targets and goals and will include strategy, direct sales work, and marketing oversight. Responsibilities will include developing and overseeing sales processes and procedures as the organization continues to rapidly scale, continuing the buildout of the HubSpot CRM system, collaborating with marketing partners to generate demand, fielding and closing inbound leads, leveraging LinkedIn to find potential clients, and traveling to trade shows and conferences to manage and grow partner and industry relationships.

Success in the Role

Today, company founders are closely involved in sales and marketing. The Sales and Marketing Operations Manager will be expected to work with these founders, take over many of these responsibilities, and create scalable systems for managing sales and marketing operations going forward. The growth of the company has been rapid and continues to be rapid. Given such, this is an opportunity to build a sales organization from the ground up, but with the advantages and resources of a 150-person global company that serves hundreds of existing clients. A successful sales and marketing operations manager will possess the experience and vision to build and manage a scalable sales organization, as well as the humility and drive to build their own pipeline and be hands-on with clients and junior employees.

Key Responsibilities

Sales Process Management

• Design and implement effective sales processes and workflows.
• Streamline the sales cycle, from lead generation to deal closure.
• Analyze and optimize sales processes to increase efficiency and effectiveness.
• Ensure alignment between sales and other departments, such as finance and marketing.

Sales Analytics and Reporting

• Develop and maintain sales reports and dashboards to provide insights into sales performance, pipeline, and forecast.
• Analyze sales data to identify trends, patterns, and areas for improvement.
• Provide regular sales performance updates to the management team.
• Collaborate with the sales team to set performance metrics and targets.

CRM Management

• Oversee the implementation and maintenance of the Customer Relationship Management (CRM) system.
• Ensure accurate and up-to-date data entry in the CRM.
• Generate and distribute CRM-related reports to stakeholders.

Lead Generation

• Manage the overall lead generation process from digital campaigns, outbound campaigns, LinkedIn, and other lead sources such as referrals.
• Managing outreach and strategies with relationship partners such as audit firms, investors, lenders, etc.
• Tracking and attending conferences and tradeshows that are relevant to the industries served.
• Collaborate with and manage external vendors executing digital and outbound campaigns.

Sales Enablement

• Hiring, training, and overseeing SDRs and AEs as appropriate to support the continued growth of the company.
• Collaborate with marketing partners and the leadership team to develop sales collateral, tools, and training materials.
• Provide guidance and support to the sales team on sales methodologies, processes, and tools.
• Conduct sales training sessions to enhance product knowledge and selling skills.
• Identify and address the sales team's technology and tool needs.

Forecasting and Budgeting

• Assist in the creation of sales forecasts and budgets.
• Monitor actual sales performance against forecasts and budgets.
• Identify deviations and propose corrective actions.
• Collaborate with finance to ensure accurate and timely revenue forecasting.

Sales Performance Analysis

• Conduct regular sales performance reviews and analyses.
• Identify areas for improvement in sales performance and recommend strategies to address them.
• Track and evaluate key performance indicators (KPIs) to measure sales team effectiveness.
• Provide insights and recommendations to optimize sales strategies.

Required Skills and Qualifications

• Sales and marketing experience in the financial services industry
• Bachelor's degree or equivalent experience
• Background in finance and accounting – ability to meet with clients, assess their accounting and financial needs, and recommend the appropriate service package
• Prior experience hiring, training, and managing direct reports
• Knowledge of sales processes, sales tools, and best practices
• Proficiency with HubSpot
• Knowledge of basic marketing concepts
• Understanding sales forecasting and budgeting
• Curiosity

Job Type: Full-time

Pay: $100,000.00 - $130,000.00 per year

Work Location: Remote