Senior Outreach.io Program Manager

As a Senior Outreach.io Program Manager, you will lead the strategy and execution of sales outreach and intent tools (Outreach and 6sense) to effectively engage prospects and expand the pipeline for our Mid-market and Enterprise business segments. This position will own and manage all sales outreach content, processes, and reporting with a solid alignment to marketing and product marketing. To succeed, you must approach sales and marketing strategies holistically and then implement tactical actions to ensure the development, utilization, and review of appropriate messaging and sequences. You will be a key player in our team, collaborating across functions with BDR Leadership, Marketing (Demand, FMM, and Product), Sales, and RevOps to fulfill your responsibilities and deliver business value.

What you’ll be doing:

• Develop strategy, document processes, and regularly refine playbooks for sales outreach considering factors such as inbound or outbound, purpose, sources, personas, verticals, solution plays, and other pertinent variables.
• Manage day-to-day Outreach and 6sense Conversational Email configuration, ensuring use while continuously improving and enhancing content to effectively meet or exceed business requirements.
• Define outbound campaigns and prioritization across Outreach and Conversational Email in alignment with marketing leadership
• Partner with BDR Leadership, Sales and Marketing teams to create, edit, coordinate, and update sales-ready email copy and LinkedIn connection content
• Conduct analysis of the effective use of Outreach and 6sense Conversational Email (including sequence and content performance, conversion rates, opt-out rates, positive/negative replies, and A/B tests), identify trends, and generate reports from Outreach.io and Salesforce as needed.
• Communicate analytical findings, conclusions, and recommendations to BDR, Sales, and Marketing Leadership
• Create and maintain documentation and training materials while partnering with Sales Enablement to drive adoption and smooth onboarding of new reps
• Establish Outreach and 6sense Conversational Email best practices around the content, sequence, and reporting governance
• Partner with BizAps to ensure proper set up (integrations with Salesforce), rep access, and trouble shoot issues.
• Partner with RevOps to build the reporting you need to understand the success of your programs.
• KPIs for this role will not only include interaction metrics like Open, Reply and Connect rates but SQL, Pipeline Generated and Revenue attributed to Sales Outreach.

What you’ll bring:

• 8+ years of B2B SaaS experience
• Two or more years of Outreach experience, with preferably one year using the tool in an BDR, Sales, or Field Marketing role, as well as earned the Outreach Administrator Certification.
• Strong Salesforce knowledge and experience
• Intimate knowledge of sales and marketing messaging, able to translate a solution, product, or vertical topics into a sales-ready email with strong CTAs that initiate response or engagement
• Previous experience updating an existing Outreach configuration to provide solutions for reporting, workflows, and enhanced functions
• Robust analytical skills, ability to see the trends in the data, and able to make adjustments to messaging or process based on the information
• Experience supporting and/or training on the use of Outreach
• Ability to go beyond the execution or tactical tasks and develop and communicate a holistic view of Outreach future to support and drive business growth