Sales Operations Analyst, ADR

Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience.

Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters.

Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.

Our team operates at the forefront of Zero Trust Segmentation, driving efficient growth and strategic partnerships with our key stakeholders. We are dedicated to building scalable infrastructure and optimizing our financial model to support Illumio’s ambitious business goals.

As we embark on a significant phase of growth, we welcome individuals who embody our values, consistently deliver excellence, and drive innovation. Join us in shaping the future of cybersecurity while advancing your career at Illumio, where every contribution counts towards our collective success.

We are seeking a motivated, curious, and detail oriented individual to join our Sales Operations team as a ADR Operations Analyst. This is an entry level role, reporting into the Sales Operations Manager, dedicated to supporting the Account Development Representative (ADR) team.

The focus of this role is hands-on: make the ADR team more effective at generating quality pipeline. The analyst will work alongside ADRs and their managers to improve the day-to-day prospecting workflow, develop outbound cadences and best practices, find efficiencies across the tech stack, build AI-assisted ways of working, partner with marketing on lead quality, and keep stale opportunities from going cold.

The ideal candidate is early in their career, energized by figuring out how work gets done and how it could be done better, and eager to learn modern go-to-market tools and AI alongside an experienced operations team.

Optimizing ADR processes and workflow

• 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

Developing cadences and outbound best practices

• 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

Finding efficiencies across the tech stack

• Learn the tools the ADR team uses day to day, including , Sales Loft, and prospecting data sources such as Zoom Info and Linked In 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

Developing an AI workflow to generate pipeline

• 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…