Company Description
**This role is based in our Santa Clara CA headquarters with a hybrid work schedule of at least 3 days/week in office. **
Our Mission
At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.
Who We Are
We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.
As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.
Job Description
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.
Qualifications
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.
Additional Information
The Team
Our sales operation team members support our sales account managers and systems engineers to assist in large organization’s migrations to more cybersecurity. Sales operations work behind the scenes to make sure that our sales relationships run smoothly, enabling and empowering the teams across the world.
You support the sales team by providing research, reports, and craft and support systems and processes that enable the process of sales. It’s a true partnership, one built on building the best cybersecurity solutions for each individual client.
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) is expected to be between $82,000 - $120,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
Our Commitment
We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.
Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.
