Sales Operations, Anchorage Digital

• Customer Relationship Management (CRM) Systems (e.g., Salesforce)
• Deep experience with Salesforce or other CRM platforms to manage, track, and report on sales pipeline and performance
• Proficiency in customizing Salesforce (e.g., creating reports, dashboards, and workflows) to optimize sales processes and improve forecasting accuracy
• Data Analytics & Business Intelligence (e.g., Looker, Tableau, Power BI)
• Expertise in analyzing sales data to identify trends, forecast revenue, and track key sales metrics (e.g., conversion rates, pipeline velocity)
• Proficient in building and interpreting reports and dashboards to provide actionable insights for sales leadership
• Automation & Workflow Tools (e.g., Zapier, LeanData)
• Ability to use automation tools to streamline repetitive processes, such as lead routing, follow-ups, and data entry, helping sales teams focus on high-impact tasks
• Familiarity with workflow automation in CRM platforms to ensure smooth lead flow and pipeline progression
• SQL (Basic to Intermediate)
• Ability to query databases and extract relevant sales data for deeper analysis, reporting, and trend identification
• Useful for building custom reports or pulling data outside of standard CRM reporting
• Project Management & Collaboration Tools (e.g., Asana, Jira, Slack)
• Familiarity with tools that help manage cross-functional projects, sales initiatives, and ongoing sales process improvements
• Ability to coordinate with various teams (Sales, Marketing, Finance) to ensure timely execution of sales operations projects
• Reporting & Data Visualization Tools
• Expertise in creating compelling, data-driven visual reports (charts, graphs, dashboards) that clearly communicate key sales insights to stakeholders
• Ensuring reports are accessible and actionable for sales leadership and other key decision-makers
• Strong Financial Modeling & Forecasting Skills
• Ability to build and maintain bottoms-up financial models that support GTM planning and align with long-term strategic goals
• Comfort working with ambiguity and rapidly evolving inputs
• GTM & Cross-Functional Business Acumen
• Deep understanding of how Sales, Marketing, Product, and Finance functions contribute to revenue and operational outcomes
• Track record of partnering across departments to drive results
• Analytical & Data Fluency (SQL + BI Tools)
• Experience extracting insights from large datasets using SQL and visualizing key metrics in BI tools (e.g., Looker, Tableau)
• Ability to translate data into clear business recommendations
• Tech Stack Familiarity (Salesforce, Looker, etc.)
• Hands-on experience using and evaluating tools that power CRM, reporting, and operational workflows
• Ability to optimize and streamline systems to improve data accuracy and efficiency
• Executive Communication & Stakeholder Management
• Skilled at communicating clearly and concisely with senior leaders
• Comfortable presenting findings, managing expectations, and influencing decisions across all levels of the org
• Bias for Action & Operational Rigor
• Self-starter who can manage projects end-to-end and implement process improvements without constant oversight
• Balances strategic thinking with attention to detail and operational follow-through
• Crypto/Web3 & Institutional Investor Industry Knowledge
• Strong understanding of the institutional investor landscape, with expertise in crypto and digital assets or related markets
• Ability to bridge traditional finance with emerging technologies and trends

Desirable

• As a founding member of the Revenue Strategy & Operations team, you will be at the heart of optimizing and driving the sales organization’s performance
• This role focuses on managing and improving the sales pipeline, analyzing funnel performance, and ensuring accurate sales forecasting
• By working closely with Sales, Finance, and Marketing teams, you'll implement and refine processes that enhance pipeline efficiency, drive conversion rates, and optimize sales outcomes
• A key responsibility is designing and managing incentive compensation plans that align with our revenue goals and motivate the sales team to achieve high performance
• Additionally, you will leverage data analytics to provide actionable insights, track sales metrics, and report on performance trends to leadership
• By bringing structure and clarity to the sales process, you will enable the sales team to focus on closing deals and driving revenue growth in alignment with company objectives
• Multi-Stage Funnel Analysis across Client Types and Product lines
• Requires deep understanding of how the sales funnel behaves across multiple geographies, customer segments, and product lines
• Must analyze conversion metrics and pipeline velocity while accounting for constantly shifting variables—like changes in strategy, headcount, or GTM motion
• Balancing Incentive Design with Strategic Goals
• Designing comp plans that motivate behavior while aligning with financial and operational goals is a nuanced, high-stakes task
• Involves managing trade-offs between sales productivity, cost of sale, fairness, and long-term scalability
• Real-Time Forecasting under Uncentainly
• Must build and maintain accurate forecasts in a fast-moving environment, often with incomplete data or rapidly changing market conditions
• Requires close collaboration with Sales, Finance, and Business Lines to validate assumptions and align projections
• Direct Influence on Revenue Accuracy & Predictability
• Your forecasting, funnel analysis, and pipeline management directly inform strategic decisions around hiring, investment, and revenue planning
• High-impact insights help the company hit growth targets more reliably
• Driving Sales Team Efficiency and Focus
• By optimizing sales processes and designing clear, effective comp plans, you empower reps to focus on the right deals at the right time
• Directly contributes to faster sales cycles, improved win rates, and better resource allocation
• Enabling Scalable Growth Through Operational Rigor
• Builds the foundation for scaling the sales organization by implementing repeatable processes, clean data practices, and performance visibility
• Ensures that as the business grows, the sales team grows efficiently and sustainably
• Deep Understanding of GTM & Revenue Motion
• Strong grasp of how Sales, Marketing, Customer Success, and Product interact to drive revenue across different stages of the customer journey
• Awareness of how each function’s goals, metrics, and incentives align (or conflict) with overall company strategy—critical for identifying gaps and driving alignment
• Knowledge of Internal Planning & Decision-Making Processes
• Familiarity with how strategic decisions are made (e.g., annual planning, QBRs, forecasting cycles), and how to navigate them effectively
• Understanding of key stakeholders, approval workflows, and communication channels ensures efficient execution of cross-functional projects
• Awareness of Business Line Priorities & Dependencies
• Insight into the goals, challenges, and interdependencies of multiple product lines or business units
• Ability to anticipate how a change in one area may impact others, enabling more proactive and aligned strategic planning
• Executive-Level Communication
• Able to distill complex, cross-functional data into clear, concise insights tailored for time-constrained executives
• Skilled in creating high-impact deliverables (dashboards, briefs, presentations) that support strategic decisions and drive alignment at the leadership level
• Influencing Without Authority
• Proven ability to influence cross-functional stakeholders—Sales, Finance, Product, and GTM—through data, structured thinking, and strong business rationale
• Builds trust through credibility, consistency, and a collaborative mindset, even when driving change across teams with competing priorities
• Driving Alignment Across Teams
• Facilitates productive discussions that clarify goals, surface trade-offs, and ensure teams are working toward shared outcomes
• Acts as a neutral, strategic partner who can bridge gaps between functions and navigate organizational complexity