Manager, Sales Operations
Position is available: Immediately
Every student deserves opportunities in life, and every educator committed to providing those opportunities, deserves support. Those beliefs drive us to work alongside schools to support great teaching so that we can work towards guaranteeing that all students are receiving high quality instruction. We partner with over 900 schools - both district and charter - in underserved communities around the country, thus impacting more than 330,000 students. Third-party evaluations confirm that when schools have the right basic conditions in place and partner with ANet, they achieve 6-8 months of additional learning over a two-year period compared to schools not partnering with ANet.
At ANet we are committed to living out our core values(http://www.achievementnetwork.org/what-drives-us/), both across our organization and with our partner schools. We acknowledge that systemic inequities impact student access to opportunities and that in order to ensure educational equity for all students, we must center on the experiences of those from marginalized communities to guide our work. We work to deepen our understanding of how race, class, power and privilege influence the education system as well as influence our own perspectives. To do so, we provide ongoing learning opportunities through org-wide professional development, affinity groups, working groups, and resource sharing.
Individuals who join ANet have the opportunity to be part of a dynamic, values driven, and team-oriented organization that is committed to having impact in schools by investing in each other and learning together. We were named as The NonProfit Times “Best Nonprofits to Work For” and work tirelessly to foster a working environment where the unique perspectives, backgrounds, and identities of our staff members are valued.
The Manager, Sales Operations will play an important strategic and operational role in setting up our partnerships with schools and districts. On a daily basis, they will connect with and advise colleagues across the country on scoping and pricing new and returning school and district partnerships. They will serve as an in-house expert on ANet's menu of services and pricing, and will use strong judgment to advise others on a proposed partnership's potential impact and sustainability. They will oversee the tracking of many crucial partnership details including pricing, service, and other key data essential to the organization's ability to serve partners, accurately project revenue, plan for capacity, and conduct impact analysis. They will provide cultivation strategy support to each region, helping to research and identify new target districts and track their cultivation along the customer journey. They will act as a project manager supporting across a team of several staff members within their assigned regions, set up and execute efficient processes to secure these partnerships, and progress monitor sales leads in meeting their annual partnership goals. They will also coordinate with central teams as needed, doing what it takes to help launch our partnerships smoothly and efficiently while ensuring we have the data we need to make key decisions related to staffing, growth, and impact.
The Manager, Sales Operations will report to the Managing Director, Partnership Development.
Serve as a business development liaison to ANet regions and networks
o Project manage annual sales/partnership cycle in each assigned region/network to ensure each region remains on track to meet partnership execution goals
o Lead customized weekly or bi-weekly meetings with sales leads and other relevant staff members in each of our local sites to monitor progress to goals, gather information needed for partnership execution, and advise/strategize on pricing and service scoping for partnerships. Local sales staff includes Regional Vice Presidents, Directors of Partnership Development, Executive Directors, and others as needed
o Train and support local staff and others in the use of Salesforce, providing appropriate and individualized guidance and feedback to users on how to enter and analyze data in Salesforce
o Advise and train local sales staff on various aspects of our service offerings, including pricing, service design, resource materials, etc.
o Surface issues related to unique pricing, procurement, or contracting elements; use strong judgment and experience to independently troubleshoot questions and customized requests, problem-solve along sales teams options and approaches for accommodating unique requests from schools. Escalate/bring in additional support as needed
o Flag certain out-of-model service recommendations (using criteria) for further review by senior central ANet staff members using our escalation protocol, providing sufficient detail/information solicited by sales team to ensure senior staff members can provide input and decide on whether to approve scope
o Draft customized proposals, using custom pricing calculators, for local teams to use in their conversations with partners, and update proposals as conversations happen accordingly
o Provide cultivation strategy support to each region early in the sales cycle, research prospective partners, identifying new target districts, research budget timelines, and advise regions in their tracking of cultivation efforts to move partners along the customer journey
o Independently communicate professionally with external district/school level clients to respond to their questions related to info-gathering, contracting, invoicing, etc.
Design and maintain sales resources and tools
o Design and implement tools needed for sales staff to gather information required for partnerships and contracts
o Maintain and update proposal and contract program description templates
o Design, maintain, and update sales resource guides including Salesforce training materials
Conduct database operations
o Complete bulk data uploads and manipulation of data in Salesforce
o Implement regular on-going data quality checks to ensure consistency and accuracy in data collected across the organization
o Refine fields needed for tracking information, after consulting with other teams, and provide input around system changes
o Delegate data entry as needed to operations associate and monitor accuracy on an on-going basis
Report and analyze regional and network progress to goals
o Design and maintain dashboards reflecting progress to annual sales goals and review progress regularly with regional/network teams. Pull out relevant data insights to guide region/network in taking action to move their partnerships forward
o Report weekly on ANet's progress on growth, retention, and revenue goals to inform key decision-making by senior leadership
o Respond to questions about data and reporting and run ad-hoc reports to help us have a clear picture of the schools we are supporting
Coordinate with other central teams around cross-matrix operations
o Trigger contract creation and work closely with other SalesOps and Finance team members to ensure they have information needed for generating contracts and collecting payment
o Work together to align with Contracting and Finance teams to manage complex contracts, ensuring partnership details and context are shared; weigh in on itemized pricing/service details as needed
o Align with other key org partners, such as Program Operations Team and National Network Team, to ensure strong set up of processes and systems for smooth service delivery and tracking of relevant details across various systems to meet other team's goals
You have a passionate commitment to and a sense of urgency for the support of schools, along with a belief that all students can achieve at high levels; you believe in the power of formative assessment, coaching, and professional development as critical levers in school improvement
You are motivated by working in an environment where we live out our core values daily; you are eager to examine personal archetypes and biases while discussing topics related to race, class, and privilege which relate to ANet's Advance Equity and People Matter values
You have about 3 years of relevant experience, preferably at a nonprofit organization or in a business/sales operations role.
You have the ability to quickly learn ANet's service models, pricing structures, partnerships, and internal org structure/priorities along with an understanding of key variables that impact partnership development.
You have exceptional judgment and a strong ability to assess and navigate complex situations.
You have experience managing projects across remote teams, including building stakeholder buy-in, developing strong supportive relationships, implementing rhythms and tools, and customizing the approach to reflect local context.
You have an ability to “get stuff done”, whether that's managing your own workflows or managing others to move projects forward; you also approach your work with flexibility and a willingness to adapt to changing priorities
You have experience conducting data analysis and reporting, including monitoring progress to goals and pulling out trends to influence decision-making.
You bring prior experience using Microsoft Excel, Google Sheets, and Google Slides.
You bring prior experience using a database or CRM; direct experience with Salesforce ideal.
ANet offers highly competitive compensation based on prior experience and qualifications as well as comprehensive benefits in order to best support our people. Benefits we offer include: health, dental and vision insurance where ANet pays 80% of the cost of these benefits for employees and their families/domestic partner; 3 weeks of vacation (4 weeks after two years with ANet); 10 paid holidays with paid days off between the Christmas and New Year's holidays; a paid floating holiday; paid sick & personal days; paid parental leave; retirement plan options; commuter benefits; tuition reimbursement; flexible spending accounts; short and long-term disability coverage; and basic life and personal accident insurance.
We are now accepting applications for this position, which will be reviewed on a rolling basis. To apply, please click on the blue “Apply” button. You will then be prompted to complete a brief application and upload a resume and thoughtful cover letter in which you outline why you are interested in working for ANet and how your skills and experience meet the qualifications of the position.
ANet is committed to maximizing the diversity of our organization. We are an equal opportunity employer and encourage individuals of all ethnic and racial backgrounds and gender identities to apply to our positions.