Sales Operations Analyst, ADR

Onwards Together!

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.

Location: 4 on-site days a week in Sunnyvale, CA Headquarters.

Our Teams Vision:

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 an 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.

Your Impact:

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 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

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 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

Reviewing MQL quality and scoring methodology

• Partner with the ADR team and marketing to review the quality of marketing qualified leads and how they are being scored

• Gather structured feedback from ADRs on which lead sources and score thresholds convert, and bring that feedback back to marketing

• Help refine scoring criteria and routing so ADRs spend their time on the leads most likely to become pipeline

Following up on stale opportunities

• Monitor opportunities that have gone quiet or passed their expected close date and flag them to the ADR team and account executives

• Coordinate re-engagement cadences for stalled and closed lost opportunities so that earlier pipeline investment is not wasted

Your Toolkit:

• Bachelor's degree required; an emphasis in Business, Marketing, Finance, or a related analytical field preferred.

• 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.

• Familiarity with a CRMsales engagement platform such as Outreach or Salesloft, or with prospecting data tools such as ZoomInfo, is a plus.

• 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.

Our Commitment

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions creates a culture of belonging, drives our future, and makes us stronger together in support of our customers and their success.

All official job offers from our company are extended directly by our recruitment team and will be sent through an official E-Signature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience.

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.