Sales Operations Analyst (ADR)

• Our team operates at the forefront of Zero Trust Segmentation, driving efficient growth and strategic partnerships with our key stakeholders
• We are dedicated to building scalable infrastructure and optimizing our financial model to support Illumio’s ambitious business goals
• As we embark on a significant phase of growth, we welcome individuals who embody our values, consistently deliver excellence, and drive innovation
• Join us in shaping the future of cybersecurity while advancing your career at Illumio, where every contribution counts towards our collective success
• We are seeking a motivated, curious, and detail oriented individual to join our Sales Operations team as an ADR Operations Analyst
• This is an entry level role, reporting into the Sales Operations Manager, dedicated to supporting the Account Development Representative (ADR) team
• The focus of this role is hands-on: make the ADR team more effective at generating quality pipeline
• The analyst will work alongside ADRs and their managers to improve the day-to-day prospecting workflow, develop outbound cadences and best practices, find efficiencies across the tech stack, build AI-assisted ways of working, partner with marketing on lead quality, and keep stale opportunities from going cold
• The ideal candidate is early in their career, energized by figuring out how work gets done and how it could be done better, and eager to learn modern go-to-market tools and AI alongside an experienced operations team
• Learn the ADR workflow end to end, from lead assignment through to a qualified meeting, and document how it actually works today
• Identify the steps that slow ADRs down or produce low quality pipeline, and work with the ADR managers to simplify or remove them
• Maintain clear, current process documentation and enablement material so that expectations are consistent across the team
• Build and maintain outbound cadences and sequence templates in the sales engagement platform, in partnership with ADR leadership
• Track which cadences, messaging, and channel mixes are producing qualified meetings, and retire the ones that are not
• Capture what top performing ADRs do well and turn it into repeatable, documented best practice the whole team can follow
• Learn the tools the ADR team uses day to day, including Salesforce.com, SalesLoft, and prospecting data sources such as ZoomInfo and LinkedIn Sales Navigator
• Look for redundant tools, unused licenses, manual steps, and integration gaps, and recommend practical fixes
• Serve as a first point of contact for ADR questions about how the tools work, escalating configuration changes to the senior operations team
• Design and pilot an AI-assisted prospecting workflow, using tools such as Microsoft Copilot and the AI features built into the existing stack, to support account research, account prioritization, and outbound messaging
• Test and refine prompts and templates with a small group of ADRs, measure whether they lead to more qualified conversations, and document what works
• Roll the proven workflow out to the wider ADR team and keep it current as new AI capabilities become available
• Partner with the ADR team and marketing to review the quality of marketing qualified leads and how they are being scored
• Gather structured feedback from ADRs on which lead sources and score thresholds convert, and bring that feedback back to marketing
• Help refine scoring criteria and routing so ADRs spend their time on the leads most likely to become pipeline
• Monitor opportunities that have gone quiet or passed their expected close date and flag them to the ADR team and account executives
• Coordinate re-engagement cadences for stalled and closed lost opportunities so that earlier pipeline investment is not wasted

Benefits

• Health and Dependent Savings Accounts
• Life and Disability Programs
• Paid Parental Leave
• Voluntary Benefit Programs
• Company Sponsored Wellness Program
• Wellness Reimbursement Program
• Retirement Savings
• Equity Opportunities
• Paid time off and Paid Holidays
• Employee Incentive Program
• Medical, Dental, Vision Coverage

• Strong written and verbal communication skills, with comfort working alongside a fast-moving, high-volume team
• Bachelor’s degree required; an emphasis in Business, Marketing, Finance, or a related analytical field preferred
• Familiarity with a CRMsales engagement platform such as Outreach or Salesloft, or with prospecting data tools such as ZoomInfo, is a plus
• Curiosity about how systems and processes work, and the willingness to learn new tools quickly with guidance from senior team members
• Comfortable with MS Office Suite; working knowledge of Excel is helpful
• High energy level and passion in getting the job done right
• 0-2 years of experience in sales operations, marketing operations, account development, or a related business function; internship experience will be considered
• Disciplined attention to detail, highly organized, and thorough
• Ability to prioritize and manage several assignments at once with support from a hands-on manager
• Interest in applying AI tools to everyday business problems and a willingness to experiment with them