Sales Operations Analyst, ADR

Illumio is a cybersecurity company focused on ransomware and breach containment through Zero Trust Segmentation and AI-powered security. The Sales Operations Analyst, ADR will support the Account Development Representative team by optimizing prospecting workflows, developing outbound cadences, improving sales technology efficiency, piloting AI-assisted processes, reviewing lead quality, and re-engaging stale opportunities.

What you'll do:

• Learn the ADR workflow end to end, from lead assignment through to a qualified meeting, and document how it actually works today
• Identify the steps that slow ADRs down or produce low quality pipeline, and work with the 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, and prospecting data sources such as ZoomInfo and LinkedIn Sales Navigator
• Look for redundant tools, unused licenses, manual steps, and integration gaps, and recommend practical fixes
• Serve as a first point of contact for ADR questions about how the tools work, escalating configuration changes to the senior operations team
• Design and pilot an AI-assisted prospecting workflow, using tools such as Microsoft Copilot and the AI features built into the existing stack, to support account research, account prioritization, and outbound messaging
• Test and refine prompts and templates with a small group of ADRs, measure whether they lead to more qualified conversations, and document what works
• Roll the proven workflow out to the wider ADR team and keep it current as new AI capabilities become available

What they're looking for:

• Bachelor's degree required
• 0-2 years of experience in sales operations, marketing operations, account development, or a related business function; internship experience will be considered
• Comfortable with MS Office Suite
• Working knowledge of Excel is helpful
• Interest in applying AI tools to everyday business problems and a willingness to experiment with them
• Curiosity about how systems and processes work, and the willingness to learn new tools quickly with guidance from senior team members
• Strong written and verbal communication skills, with comfort working alongside 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 level and passion in getting the job done right
• An emphasis in Business, Marketing, Finance, or a related analytical field preferred
• Familiarity with a CRMsales engagement platform such as Outreach or Salesloft, or with prospecting data tools such as ZoomInfo, is a plus