Sales Play Manager
$180,000–$250,000 year
RemoteUnited States
Job Summary
Build and manage target account lists using propensity-to-buy attributes, then identify and source leads and contacts via ZoomInfo and Cognism. Perform advanced data matching to align external companies with Salesforce Accounts, scrub records against suppression lists, and validate data quality before bulk uploads. Partner with GTM leadership, Marketing, and Field Enablement to define ownership structures, align lead intake processes, and train teams on cadencing tools like High Velocity Sales or Outreach.io. Monitor KPIs for engagement rates and pipeline impact, build Salesforce dashboards for performance visibility, and drive continuous improvement through post-play retrospectives.
Required Qualifications
- 2-4 years of experience in Revenue Operations, Sales Operations, Marketing Operations, or related GTM operations role
- experience as a Sales Development Representative (SDR/BDR) with hands-on prospecting, list-building, and cadencing tool experience
- Experience working in mid-sized B2B environments
- must be comfortable learning and navigating complex organizational structures, including sales territories, routing logic, and GTM team hierarchies
- Deep knowledge of Salesforce architecture and data model
- advanced permissions and data access experience
- Advanced Salesforce reporting skills, including building complex reports and dashboards
- familiarity with filters, formulas, and cross-object reporting
- Hands-on experience using sales cadencing tools such as High Velocity Sales (Salesforce Sales Engagement), SalesLoft, or Outreach.io
- Advanced Excel/Google Sheets skills, including complex formulas (XLOOKUP, VLOOKUP, INDEX/MATCH, CONCATENATE), data manipulation, text-to-columns, pivot tables, and combining large datasets from multiple sources
- Experience using contact sourcing tools such as ZoomInfo, Cognism, LinkedIn Sales Navigator, or similar data enrichment platforms
- Understanding of GTM team structures, sales territories, and ownership models
- experience working with or supporting sales teams in a fast-paced environment
- Experience training or enabling sales or operations teams on tools and processes
Desired Qualifications
- Experience working in mid-sized B2B environments preferred
- Deep knowledge of Salesforce architecture and data model
- advanced permissions and data access experience strongly preferred
- Hands-on experience with advanced Salesforce permissions, data access, and configuration
- Experience with Pardot or other marketing automation platforms and lead management workflows
- Familiarity with Salesforce Data Loader, DemandTools, or similar bulk data import/export tools
- Understanding of lead routing, assignment rules, queues, and territory management within Salesforce
- Experience in B2B SaaS, fintech, or financial services industries
- Exposure to account-based marketing (ABM) or account-based sales strategies
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