Sales Operations Analyst (Sales Ops)

About Bright:

Hey there! We’re Bright, a fintech solar energy startup on a mission to reverse climate change, starting in Mexico. As Mexico's leading rooftop solar platform, we simplify the process of solar adoption through automation, overseeing everything from financial solutions to installation. Backed by top investors like First Round Capital, Y Combinator, and Leonardo DiCaprio, we're poised for exponential growth while maintaining a fun and rewarding work environment.

💼 About the position:

Join us as a Sales Operations team to bring clean solar energy to Mexico! Work with our Sales Team and play a critical role in achieving Bright's key goals. You'll optimize our sales processes, drive efficiency, and ensure seamless collaboration between sales, marketing, and other departments. You will collaborate with the Operations and Customer Service teams to drive sales cycle length improvements, average lead response time, closed-won rate, pipeline hygiene score, and forecast accuracy.

Tasks

💻 Your tasks and responsibilities will be:

• Sales Process Optimization:
• Analyze and enhance existing sales processes to increase efficiency and productivity.
• (i.e., You conducted a thorough analysis of the current sales pipeline and identified that lead handoffs between the marketing and sales teams were causing delays. By mapping out the process and eliminating redundant steps, you increased lead conversion rates by 20%.)
• Implement best practices to streamline workflows and reduce bottlenecks.
• (i.e., You implemented a new CRM automation tool that streamlined follow-up tasks and notifications. This change reduced the average sales cycle time by 15% and improved the sales team's overall efficiency).
• Work closely with cross-functional teams to ensure alignment and effectiveness.
• (i.e., You organized regular alignment meetings with the sales, marketing, and product teams to discuss upcoming campaigns and product updates. This collaboration led to a 25% increase in campaign effectiveness and smoother team coordination).
• Data Analysis and Reporting:
• Develop and maintain sales analytics and reporting tools.
• (i.e., You created a custom sales dashboard in Tableau that integrated data from multiple sources, allowing real-time sales performance tracking. This tool enabled the sales team to access key metrics and make informed decisions quickly).
• Provide insights and recommendations based on sales performance data.
• (i.e., You recommended a targeted marketing campaign and product bundle adjustments, resulting in a 30% increase in sales for those categories).
• Monitor key performance indicators (KPIs) and proactively address areas of improvement.
• (i.e., You regularly monitored KPIs such as conversion rates and average deal size. When you noticed a drop in conversion rates, you conducted a detailed analysis and suggested training sessions for the sales team, which improved conversion rates by 10% within two months).
• Sales Technology Management:
• Oversee the implementation and utilization of sales tools and technologies.
• (i.e., You led the implementation of a new sales enablement platform, coordinating with vendors and internal teams to ensure a smooth rollout. This new tool increased sales team productivity by 18% through improved access to sales materials and insights).
• Collaborate with IT to ensure the integration and functionality of sales systems.
• (i.e., You worked closely with the IT department to integrate a new sales automation system with the existing CRM. This integration streamlined data flow and improved the accuracy of sales forecasts, reducing data entry errors by 40%).
• Provide training and support to sales teams on the effective use of tools.
• (i.e., You conducted a series of training workshops for the sales team on how to use a new CRM feature for tracking customer interactions. This training increased the team's utilization of the CRM by 25% and enhanced their ability to manage customer relationships effectively).
• Forecasting and Planning:
• Assist in the development of sales forecasts and targets.
• (i.e., You collaborated with the sales leadership team to develop a quarterly sales forecast based on historical data and market trends. Your predictions were 95% accurate, enabling better inventory and resource planning).
• Evaluate sales trends and market dynamics to inform strategic planning.
• (i.e., You analyzed sales data and market trends to identify a growing demand for a new product segment. Your insights led to adjusting sales strategies and product focus, resulting in a 20% increase in market share).
• Collaborate with sales leadership to align strategies with business objectives.
• (i.e., You worked with sales leadership to align annual sales targets with the company's overall business goals. By integrating strategic initiatives into the sales plan, you contributed a 12% increase in revenue growth).
• Cross-functional Collaboration:
• Foster strong relationships with marketing, finance, and other relevant departments.
• (i.e., You developed a regular reporting schedule with the marketing team to share insights and align on campaign strategies. This collaboration improved lead quality and resulted in a 15% increase in lead-to-sale conversion rates).
• Coordinate with various teams to ensure a cohesive approach to achieving organizational goals.
• (i.e., You facilitated cross-departmental workshops to align sales objectives with company-wide initiatives. This coordinated approach successfully launched a new product, achieving 120% of the projected sales target).
  
  
  

🎯 Your Key Results will be:

At Bright, we operate on the Objective Key Results system pioneered at Intel and used widely by Google and many tech companies. For this specific role, your Key Results (upon which your success will be measured) is:

• Objective: Customer Lifetime Value to Customer Acquisition Cost Ratio (LTV).
• OKR 1: Achieve an LTV ratio of 3.0.
• Objective: Customer Acquisition Cost for Residential Solar Customers (CAC for RSC).
• OKR 2: Maintain a CAC of $0.28 per watt for residential solar customers (RSC).
• Objective: Monthly Kilowatt Goal for Residential Solar Customers (WC).
• OKR3: Achieve a monthly goal of 3,000 kilowatts (WC kW) for residential solar customers (RSC).
  
  
  

Requirements

🥇 Who you are:

• You have a Bachelor's degree in Business Administration, Sales, or a related field (MBA is a plus).
• You have proven experience in sales operations or a related role with a minimum experience of 1 -3 years.
• You are comfortable speaking English and communicating concisely.
• You are proficient in CRM software (e.g., HubSpot, PipeDrive, Salesforce, etc.) and other sales tools.
• You can manage multiple projects and deadlines effectively.
• You have the following skills:
• Analytical and Problem-Solving skills.
• (i.e., You applied advanced analytical techniques to investigate the cause and discovered it was due to stock issues. You provided precise recommendations to adjust inventory levels and marketing strategies, leading to a recovery in sales in those regions).
• You are advanced in SQL (preferably PostgreSQL).
• (i.e., You developed a custom data visualization tool using HTML and JavaScript to display interactive charts on a dashboard).
• Knowledge in software/business intelligence tools and platforms.
• (i.e., You used Tableau to design and publish a KPI tracking dashboard for company leadership. Additionally, you managed projects and tasks in Basecamp and collaborated on code development in GitHub to keep the software up-to-date and ensure code quality).
• Communication:
• (i.e., You presented findings from a data analysis to directors using clear charts and concise explanations. You tailored your presentation to be accessible to non-technical executives and technical data analysts).
• Interpersonal skills.
• (i.e., You facilitated a meeting to hear both sides' concerns, proposed solutions that balanced needs and helped mediate the conflict resolution. Additionally, you managed your time effectively to meet project deadlines and collaborated closely with team members to ensure successful project delivery).
  
  
  

Benefits

✅ Benefits:

• The opportunity to learn firsthand about the distributed generation regulatory scheme in México while being a part of the fastest-growing startup in the country.
• A fun, high-caliber team that trusts you and gives you the freedom to be brilliant.
• Possibility to earn equity at Bright.
• Private health insurance.
• Access to cost-free mental health care.
• Parental leave.
• Access to top-tier mentorship programs.
• Remote work (48 hrs a week).
  
  
  

☀️Equal Opportunity Employer:

Bright is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.