Sales Operations Lead

Location: Chennai

Experience: 1-4 Years

PipeCandy is a 'one of its kind', 'data science' driven market intelligence platform that tracks the global eCommerce landscape. Our insights are used by well known global brands and startups. We are venture funded by India, the US, and Singapore based investors.

About the Role:

PipeCandy is building a market/industry intelligence product that combines sophisticated ML/AI algorithms with deep sector intelligence focused on eCommerce and Digital Native companies. We are looking for a 'Sales Operations Lead' who would help execute our growth plans.

PipeCandy has already seen as a 'Go-To' source for insights on eCommerce companies. The role is carved out to prepare ourselves for scaling enterprise customer relationships in 2021. This is a high impact role with a direct reporting line to the founders.

Key Responsibilities:

    • Funnel Metrics

      • Responsible for sales pipeline metrics analysis and identification of initiatives
      • Be responsible for inbound and outbound SDR metrics - Directly responsible for MQL to SQL metrics for prospecting use case
    • Outreach Operations

      • Write clear ICPs for our own sales efforts in collaboration with the founders
      • Build and Maintain segment-specific lead lists
      • Update, refresh email cadences, and train the team to execute
    • Sales Enablement

      • Making sure that the sales collaterals are upto date (Presentations, Data Dictionaries, Customer-specific brochures, segment-specific brochures, segment-specific pitches are in place and evolve with how the business evolves)
      • Train any new marketing, sales and SDR hires - on the industry, products, and customer segments
    • New use cases and Enterprise GTM Initiatives

      • Anchor the activities between sales, SDR, and marketing teams to execute ABM/GTM strategies
        1. ICP
        2. Lists
        3. Account Mapping
        4. Engagement planning
          1. EMails
          2. Webinars
          3. Interviews
      • GTM Operations
        1. Participate in all the new solutions GTM conversations
        2. Draft the GTM approach
        3. Anchor GTM execution - Coordinate between sales, marketing, and product teams

Skills Required:

  • Well-versed in the SDR function
  • An eye for improvement opportunities in the 'top of the funnel' (Campaign Ideas, Cadence Improvements, Tool familiarity etc.)
  • Ready to manage a team of SDRs and coach them in their roles
  • Must be highly articulate and able to enable sales with presentations and other collaterals needed during the sales cycle (in conjunction with the marketing team)
  • Expected to manage and present reports based on CRM. HubSpot experience is preferable but not mandatory

Qualifications & Competencies Required:

  • 1-4 years of experience in the SDR function
  • Excellent command over spoken and written forms of English


  • Flat organization structure with an opportunity to work very closely with the founders
  • Access to learning, training sessions outside of your immediate line of work
  • Access to group kindle account with latest titles
  • Stocked pantry, of course