← All roles

Sales Operations Analyst, ADR

Illumio· Finance
Apply on company site
Sunnyvale, California - HQ$100k - $115kFull-timePosted 2w ago

About the role

Entry-level Sales Operations role supporting the Account Development Representative (ADR) team, focused on optimizing ADR processes, outbound cadences, tech-stack efficiency, AI-assisted workflows, and MQL quality to generate quality pipeline.

Responsibilities

  • Learn the ADR workflow end to end, from lead assignment through to a qualified meeting, and document how it actually 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 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, ZoomInfo and LinkedIn Sales Navigator
  • Identify redundant tools, unused licenses, manual steps, and integration gaps, and recommend practical fixes
  • Serve as first point of contact for ADR questions about the tools, escalate configuration changes to the senior operations team
  • Design and pilot an AI-assisted prospecting workflow using tools like Microsoft Copilot and AI features in the stack
  • Test and refine prompts and templates with ADRs, measure impact on qualified conversations, document what works
  • Roll the proven workflow out to the wider ADR team and keep it current with new AI capabilities
  • Partner with ADR team and marketing to review MQL quality and scoring
  • Gather feedback from ADRs on lead sources and score thresholds and relay to marketing
  • Refine scoring criteria and routing so ADRs focus on leads likely to become pipeline
  • Monitor stale opportunities and flag to ADRs and EAs; coordinate re-engagement cadences for stalled/closed-lost opportunities

Qualifications

  • Bachelor’s degree required; emphasis in Business, Marketing, Finance, or related analytical field preferred
  • 0-2 years of experience in sales operations, marketing operations, account development, or related business function; internship experience considered
  • Comfortable with MS Office; working knowledge of Excel helpful
  • Familiarity with a CRM/sales engagement platform (e.g., Outreach or Salesloft) or prospecting data tools (e.g., ZoomInfo) is a plus
  • Interest in applying AI tools to business problems and willingness to experiment
  • Curiosity about how systems and processes work; willingness to learn new tools quickly with guidance
  • Strong written and verbal communication skills; able to work with 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
  • High energy and passion for getting the job done right

Skills

Required:Data analysis
Nice to have:CRM toolingSales engagement platformsAI tooling

Benefits

  • Medical, Dental, Vision Coverage
  • 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
Last updated Oct 7, 2026. Interested? Apply on the company site.

About Illumio

The Breach Containment Company

Explore Illumio, the world's first breach containment platform. Stop cyber attacks before they spread with cloud detection and microsegmentation.

securitycybersecuritynetwork securityzero trustmicrosegmentationcloud detectioncyber attack prevention
Company profileWebsite

More open roles at Illumio