Sales Operations Specialist

Palo Alto Networks is seeking a Sales Operations Specialist to support the North America BDR team. This role involves optimizing BDR programs, building reporting and analytics, and executing operational roll-outs. Key responsibilities include supporting enterprise sales, developing KPIs, collaborating with cross-functional teams, and improving lead conversion and sales cycle efficiency. The specialist will also maintain dashboards, assist in strategic planning, and support BDR workflow improvements and onboarding.

Must Have

• 2-5 years of experience in B2B sales or marketing operations, business development, or enterprise sales support.
• Experience supporting a growing sales development team (BDR or SDR team).
• Proficiency with Salesforce, Outreach, ZoomInfo, LinkedIn, Tableau, and other sales engagement platforms.
• Excel Power User skills.
• High operational command of the BDR role and understanding of Account-Based Selling motion.
• Strong collaboration and listening skills to evaluate BDR team performance and provide training.

Good to Have

• Experience working in a high-growth SaaS or tech environment.
• Understanding of lead scoring, MQL/SAL/SQL definitions, and sales funnel metrics.

Your Career

Palo Alto Networks is looking for a Sales Operations Specialist to join our North America (NAM) BDR team. This individual will be a go-to-business partner supporting the NAM BDR team and management. This role will partner with leadership to help optimize our BDR programs, build out accompanying reporting & analytics, and execute on effective operational roll-out. This is an opportunity for the right candidate to advance their career with Palo Alto Networks as we expand rapidly.

Your Impact

• Support the enterprise sales team with operational planning, pipeline management, and CRM optimization.
• Develop key performance indicators (KPI’s) and analyze sales performance data to identify trends, opportunities, and areas for improvement.
• Collaborate with cross-functional teams (marketing, finance, product) to align go-to-market strategies.
• Develop scalable processes to improve lead conversion, account targeting, and sales cycle efficiency.
• Develop and maintain dashboards and reports to track BDR performance, activity metrics, pipeline contribution, and lead conversion.
• Assist in strategic planning initiatives such as territory design, lead assignment, campaign tracking, and goal setting for BDRs.
• Partner with the marketing & BDR management teams to evaluate the effectiveness of inbound/outbound campaigns and feedback loops.
• Support the design, implementation, and continuous improvement of BDR workflows and outreach cadences.
• Help onboard and enable new BDR team members with tools and automated workflows to increase sales efficiency.

Your Experience

• 2-5 years of experience in a B2B sales or marketing operations function, business development or enterprise sales support role supporting a growing sales development team, ideally a BDR or SDR team.
• Experience using Salesforce, Outreach, ZoomInfo, LinkedIn., Tableau and/or other sales engagement platforms. Excel Power User.
• High operational command of BDR role (the art and science of prospecting deep vs wide), solid understanding of how BDR/Marketing/Sales collaborate in an Account-Based Selling motion vs velocity/high transaction model.
• Strong collaboration and listening skills to evaluate ongoing BDR team performance and provide training when necessary

Nice to Have

• Experience working in a high-growth SaaS or tech environment.
• Understanding of lead scoring, MQL/SAL/SQL definitions, and sales funnel metrics.