Sales Operations Analyst, ADR

Illumio is 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.

Responsibilities

Learn the ADR workflow end to end and document how it works today; Identify steps that slow ADRs down or produce low quality pipeline, and work with ADR managers to simplify or remove them; Maintain clear, current process documentation and enablement material; Build and maintain outbound cadences and sequence templates in the sales engagement platform; Track which cadences, messaging, and channel mixes produce qualified meetings; Capture what top performing ADRs do well and turn it into documented best practice; Learn the tools the ADR team uses, including Salesforce.com, SalesLoft, ZoomInfo, and LinkedIn Sales Navigator; Look for redundant tools, unused licenses, manual steps, and integration gaps, and recommend fixes; Serve as first point of contact for ADR questions about tools; Design and pilot an AI-assisted prospecting workflow using tools such as Microsoft Copilot; Test and refine prompts and templates with a small group of ADRs and document what works; Roll the proven workflow out to the wider ADR team; Partner with the ADR team and marketing to review marketing qualified lead quality and scoring methodology; Gather structured feedback from ADRs on lead sources and score thresholds; Help refine scoring criteria and routing; Monitor stale opportunities and flag them to the ADR team and account executives; Coordinate re-engagement cadences for stalled and closed lost opportunities

Requirements

Bachelor's degree required; 0-2 years of experience in sales operations, marketing operations, account development, or a related business function; internship experience will be considered; Comfortable with MS Office Suite; Strong written and verbal communication skills, with comfort working alongside a fast-moving, high-volume team; Disciplined attention to detail, highly organized, and thorough; Ability to prioritize and manage several assignments at once with support from a hands-on manager; Curiosity about how systems and processes work, and the willingness to learn new tools quickly with guidance from senior team members; High energy level and passion in getting the job done right

Nice to have

Emphasis in Business, Marketing, Finance, or a related analytical field; Working knowledge of Excel; Familiarity with a CRM or sales engagement platform such as Outreach or Salesloft, or prospecting data tools such as ZoomInfo; Interest in applying AI tools to everyday business problems and a willingness to experiment with them