Sales Operations Specialist

About Us: At International Development Resources (IDR), we believe that our greatest asset is our people. We're a diverse, passionate, and forward-thinking team that values creativity, collaboration, and continuous learning. When you join IDR, you become part of a global network dedicated to building technology that transforms businesses and makes a real-world impact.

The Opportunity: We are seeking a highly motivated Sales Operations Specialist to join our growing Revenue Operations team. This role is ideal for a systems-savvy sales ops professional with hands-on experience in key GTM platforms and a strong focus on middle-of-the-funnel (MOFU) effectiveness. You'll play a pivotal role in optimizing prospect and customer journeys from initial engagement to pipeline progression by expertly bridging GTM systems, data, and process.

What You'll Do (Key Responsibilities):

• Systems Management & Optimization:
  • Serve as the admin and subject matter expert for Apollo, Salesforce, Gong, and Pendo, ensuring optimal configuration, integration, and usage.
  • Build and manage automated call cadences (Apollo), outreach sequences (Apollo), and in-app engagement workflows (Pendo) to support Sales productivity.
  • Maintain system hygiene and data accuracy across all tools, ensuring synchronization between marketing, product usage signals, and sales outreach.
• Middle-of-Funnel Support:
  • Drive conversion and velocity between early engagement and pipeline creation by leveraging data from Apollo, Salesforce, and Pendo (e.g., product usage triggers, in-app behavior insights).
  • Use Pendo to surface product engagement trends and identify upsell or activation opportunities for Sales and Success teams.
  • Collaborate with sales and product teams to build workflows that act on high-intent behaviors within Pendo.
• Sales Process & GTM Operations:
  • Help refine and enforce MOFU processes, including lead routing, meeting-to-opportunity workflows, rep SLAs, and handoffs.
  • Support GTM campaign execution by aligning Apollo and Pendo sequences with live product events and segment engagement.
  • Help standardize pipeline stages and enforce process compliance using reporting and field validation in Salesforce.
• Insights & Reporting:
  • Help design and maintain dashboards that integrate system data to measure stage conversion, rep activity, engagement impact, and product-led signals.
  • Conduct regular analysis of call performance (Apollo), campaign engagement (Apollo), and product usage (Pendo) to optimize sales execution.
  • Provide actionable insights to RevOps, Product, and Marketing leadership to inform targeting and timing strategies.

What We're Looking For (Qualifications):

• 1 to 3 years of experience in Sales/Revenue Operations or GTM systems roles.
• Proficiency with Apollo sequencing, list management, and outreach tracking.
• Proficiency with Salesforce advanced reporting, automation, and CRM administration (Salesforce).
• Proficiency with Gong revenue intelligence platform.
• Proficiency with Pendo product analytics, guide setup, segment management, and cross-functional alignment with Product/Success.
• Familiarity with MOFU metrics and levers (e.g., meeting conversion, pipeline health, trial-to-paid).
• Strong analytical mindset and experience with pipeline and performance reporting.
• Excellent attention to detail, documentation skills, and process thinking.
• Comfort working across sales, marketing, and product teams.
• Experience with advanced techniques for sales intelligence and engagement in Apollo.
• Experience with LeanData (lead routing).
• Familiarity with data enrichment tools (e.g., Zoominfo).

Why Join Us?

• A People-First Culture: We are a hardworking, people-first company dedicated to your happiness and well-being.
• Clear Career Path: We prioritize your growth, ensuring you have a defined career path and opportunities to thrive.
• Respect & Open Communication: We cultivate an environment of mutual respect and open communication, where every voice is valued and every idea can grow.
• Competitive compensation and benefits package.