Chief Growth Officer (CGO)

Role Purpose & Context

Role Summary

As a Chief Growth Officer (CGO) at this level, you'll be owning specific processes within our overall growth strategy. This means you're not just pulling data; you're taking responsibility for a piece of the puzzle, like how we score leads or how we analyse our sales territories. You'll deliver insights and recommendations, not just raw numbers, helping us figure out what's working and what isn't. Your work sits right at the heart of our sales engine. You'll be taking raw sales and marketing data, making sense of it, and then giving clear, practical advice to the sales teams and your manager. It's about translating complex information into simple truths that drive better decisions. When you do this well, we see quicker sales cycles, better conversion rates, and happier sales reps because they're working smarter. If it's not done well, we're essentially flying blind, wasting time on bad leads or inefficient processes, which ultimately costs us revenue. The challenge here is often sifting through messy data and getting different teams (like Sales and Marketing) to agree on what a 'good' lead actually looks like. It's also about staying calm when a project you've poured hours into gets deprioritised because the market shifted. The reward, though? Seeing your analysis directly impact how we sell, watching conversion rates climb because of a change you recommended, and knowing you're genuinely helping the company grow. That's pretty satisfying, frankly.

Reporting Structure

• Reports to: Manager, Growth & Strategy
• Direct reports:
• Matrix relationships: Growth Strategist, Revenue Operations Specialist, Sales Strategy Analyst, GTM Strategy Analyst,

Key Stakeholders

Internal:

• Sales Development Representatives (SDRs)
• Account Executives (AEs)
• Marketing Operations Team
• Sales Operations Team
• Product Marketing

External:

• CRM/MarTech Vendors (e.g., Salesforce, HubSpot support teams)
• Data Providers (e.g., intent data vendors)

Organisational Impact

Scope: Your work directly influences the efficiency of our sales funnel and the effectiveness of our sales teams. You'll help us spot opportunities to improve conversion rates and shorten sales cycles, which means more revenue for the business. Get it right, and we grow faster; get it wrong, and we're leaving money on the table.

Performance Metrics

Quantitative Metrics

1. Metric: MQL-to-SQL Conversion Rate
2. Desc: The percentage of Marketing Qualified Leads (MQLs) that Sales accepts as Sales Qualified Leads (SQLs).
3. Target: Improve by 5-10% quarter-on-quarter
4. Freq: Monthly, reported quarterly
5. Example: If Marketing delivers 100 MQLs and Sales accepts 20 as SQLs, that's a 20% conversion. Your work might aim to push that to 22% next quarter by refining lead scoring.
6. Metric: Sales Cycle Length Reduction
7. Desc: The average time it takes for a deal to close, from initial contact to signed contract.
8. Target: Reduce by 5-15 days per quarter for specific segments
9. Freq: Quarterly
10. Example: If our average sales cycle is 90 days, you might identify a bottleneck in the proposal stage and propose changes that cut it down to 80 days for SMB accounts.
11. Metric: Data Accuracy & Completeness
12. Desc: The percentage of key fields in our CRM (e.g., industry, company size, contact details) that are correctly filled and up-to-date.
13. Target: Maintain 95%+ accuracy for critical fields
14. Freq: Monthly audits
15. Example: You'll run a report showing 92% of new accounts have a valid industry listed. Your task is to identify why the other 8% are missing and fix the process, aiming for 95% next month.
16. Metric: Territory & Account Analysis Impact
17. Desc: The measurable improvement in sales team performance (e.g., pipeline generation, win rate) in territories where you've provided targeted analysis and recommendations.
18. Target: 10%+ uplift in pipeline value or win rate in analysed territories
19. Freq: Quarterly
20. Example: You analyse the 'South East' territory, suggesting 50 new target accounts and a revised engagement strategy. We'd then look for a measurable bump in their performance compared to a control group.

Qualitative Metrics

1. Metric: Clarity of Insights & Recommendations
2. Desc: How well you translate complex data into clear, concise, and actionable recommendations for sales leadership and reps.
3. Evidence: Sales managers frequently use your insights in team meetings. Reps understand and act on your suggestions. Your presentations are easy to follow and focus on 'so what?' rather than just 'what happened?'
4. Metric: Proactive Problem Identification
5. Desc: Your ability to spot potential issues or opportunities in our sales process before they become major problems or missed chances.
6. Evidence: You bring potential issues to your manager's attention with proposed solutions, rather than waiting for problems to be assigned. You're often the first to notice a dip in a key metric or a new trend in the data.
7. Metric: Collaboration & Peer Influence
8. Desc: How effectively you work with colleagues in Sales Ops, Marketing, and Product to get things done, even when you don't have direct authority.
9. Evidence: Peers actively seek your input on projects. You successfully get Marketing to adjust lead scoring criteria based on your data. You can get Sales Ops to implement a process change you've identified as critical.
10. Metric: Process Ownership & Improvement
11. Desc: Your commitment to taking full responsibility for a specific process (e.g., lead routing, territory analysis) and continuously looking for ways to make it better.
12. Evidence: You're the go-to person for questions about your owned process. You regularly propose and implement small improvements that make a tangible difference. You document your processes clearly for others.

Primary Traits

• Trait: Curious Problem Solver
• Manifestation: You're the kind of person who sees a dip in a sales metric and immediately wants to know 'why?' You'll dive into the CRM, pull reports, and talk to reps to understand the root cause, not just report the number. When a process breaks, you don't just point it out; you're already thinking about three ways to fix it.
• Benefit: Our growth challenges aren't always obvious. We need someone who genuinely enjoys detective work, who isn't afraid to ask 'stupid questions' to get to the bottom of things. Without that curiosity, we're just reacting to symptoms instead of solving the real problems that are holding us back.
• Trait: Clear Communicator (with data)
• Manifestation: You can take a complex spreadsheet full of numbers and explain what it means to a sales rep, a marketing manager, or even your gran, without losing them in jargon. You know how to build a simple slide deck that tells a compelling story, focusing on the 'so what' for the audience. You'll get to the point, frankly.
• Benefit: It's no good having brilliant insights if no one understands them or knows what to do next. Your job isn't just to analyse; it's to translate. If sales teams don't grasp why a new process matters, they won't adopt it, and all your hard work goes to waste. Clarity drives action.
• Trait: Reliably Accountable
• Manifestation: When you say you'll deliver a report by Friday, it's in everyone's inbox by Friday. If you make a mistake (and you will, we all do), you own it, learn from it, and fix it, rather than trying to hide it or blame someone else. You take genuine pride in the quality and timeliness of your work.
• Benefit: Our sales teams rely on your data and insights to make daily decisions. If your numbers are late or wrong, it impacts their ability to hit quota and our ability to forecast accurately. Trust is built on consistency and honesty, and we need to trust that you'll deliver what you promise.

Supporting Traits

• Trait: Numerically Fluent
• Desc: You don't need to be a data scientist, but you should be comfortable dissecting a spreadsheet, understanding basic statistical concepts, and spotting patterns or anomalies in large datasets. You can build a simple model and challenge assumptions in a forecast.
• Trait: Resilient
• Desc: You can bounce back quickly when a recommendation doesn't land, a project gets delayed, or a new initiative doesn't quite work out. You see setbacks as learning opportunities, not failures, and you're ready to try again.
• Trait: Strategically Impatient
• Desc: You have a genuine urgency to see results and make things better, but you also understand that some changes take time. You're always pushing for progress, but you're not reckless. It's about smart, consistent momentum.
• Trait: Empathetic
• Desc: You can put yourself in the shoes of a sales rep struggling to hit quota, a marketing manager trying to generate leads, or a customer with a problem. This helps you design solutions that actually work for the people using them.

Primary Motivators

1. Motivator: Solving Real-World Business Puzzles
2. Daily: You'll spend your days digging into data to understand why a specific sales campaign underperformed or how we can improve our lead qualification process. The satisfaction comes from finding the 'aha!' moment and seeing your solution implemented.
3. Motivator: Making a Tangible Impact on Revenue
4. Daily: Your work directly contributes to the company's top line. You'll be tracking metrics like pipeline growth, sales cycle reduction, and conversion rates, knowing that your efforts are helping us hit our targets.
5. Motivator: Continuous Learning and Improvement
6. Daily: You'll be constantly learning new tools, new analytical techniques, and new ways to think about growth. We're always experimenting, so you'll be at the forefront of figuring out what works.

Potential Demotivators

Honestly, this role isn't for everyone. You'll often find yourself in the middle of disagreements between Sales and Marketing about lead quality, and you'll be expected to bring data to resolve those arguments. You might build a brilliant analysis, only for the business to pivot and render it irrelevant. There will be days where you feel like a data janitor, cleaning up messy spreadsheets, rather than a growth strategist. If you need every project you touch to go straight into production or require constant external validation, you might find parts of this role frustrating.

Common Frustrations

1. Dealing with inconsistent data across multiple systems (e.g., Salesforce, HubSpot, billing).
2. Getting different teams to agree on a single definition for key metrics (e.g., 'qualified lead').
3. The constant tension between short-term sales targets and long-term strategic growth initiatives.
4. Spending hours on an analysis only for priorities to shift and your work to be shelved.
5. Sales reps not adopting new processes or tools you've recommended, despite the clear benefits.

What Role Doesn't Offer

1. Direct management responsibilities (not at this level, anyway).
2. A purely strategic, 'hands-off' role—you'll be in the weeds with the data.
3. A predictable, unchanging set of tasks; priorities can shift quickly.
4. The ability to make unilateral decisions on major budget or headcount changes.

ADHD Positives

1. The varied nature of projects and the need to jump between different data sets and problems can be highly engaging and stimulating.
2. Strong ability to hyperfocus on complex data analysis tasks, leading to deep insights and thorough investigations.
3. Often brings creative and unconventional approaches to problem-solving, seeing patterns others might miss in sales data.

ADHD Challenges and Accommodations

1. Maintaining focus on repetitive data cleaning or administrative tasks can be challenging; using automation tools or breaking tasks into smaller, time-boxed chunks can help.
2. Managing multiple, shifting priorities requires clear communication and tools like Trello or Asana to keep track; regular check-ins with your manager for priority alignment are key.
3. We can offer noise-cancelling headphones for focused work and a flexible schedule to accommodate peak productivity times, which might not always align with traditional office hours.

Dyslexia Positives

1. Often excels at 'big picture' strategic thinking, spotting trends and connections in sales data that others might miss.
2. Strong verbal communication skills can be a huge asset when presenting complex data insights to sales teams and leadership.
3. Excellent spatial reasoning, which is great for understanding data visualisations, territory mapping, and process flows.

Dyslexia Challenges and Accommodations

1. Reading and writing extensive reports or documentation can be demanding; we encourage the use of dictation software, grammar checkers, and tools like Grammarly.
2. Proofreading your own work for typos or grammatical errors might take longer; we support peer review for critical documents and use AI tools for initial drafts.
3. We can provide templates for reports and presentations to reduce the cognitive load of structuring documents, focusing your energy on the content and insights.

Autism Positives

1. Exceptional attention to detail, which is crucial for identifying anomalies in sales data and ensuring accuracy in reporting.
2. A logical and systematic approach to problem-solving, ideal for optimising sales processes and building robust analytical models.
3. Preference for clear, direct communication, which is valued in our data-driven discussions about sales performance.

Autism Challenges and Accommodations

1. Navigating ambiguous or rapidly changing priorities can be difficult; we aim for clear project briefs and provide structured feedback sessions.
2. Social interactions, especially in large group meetings or networking events, might be draining; we support focused 1:1 meetings and provide agendas in advance.
3. We offer a quiet workspace option if preferred, and we're always open to discussing specific communication preferences to ensure you feel comfortable and effective.

Key Responsibilities

Experience Levels Responsibilities

1. Level: Mid-Level Professional (2-5 years)
2. Responsibilities: Take ownership of specific sales operations processes, like lead routing, territory analysis, or sales forecasting data collection. This means you'll make sure they're running smoothly and look for ways to make them better.
3. Independently analyse sales performance data (e.g., pipeline, conversion rates, activity metrics) to identify trends, bottlenecks, and opportunities for improvement. You'll be the one digging into the 'why'.
4. Propose and implement minor process improvements or tool configurations within our CRM (Salesforce) or marketing automation platform (HubSpot) to boost sales efficiency.
5. Build and maintain dashboards and reports in Tableau or Power BI that provide actionable insights to sales managers and individual reps. Get it wrong, and they'll be asking you questions.
6. Collaborate with the Marketing team to refine lead scoring models and ensure a smooth handoff of qualified leads to Sales. This often means being the translator between the two teams.
7. Support the quarterly sales planning cycle by providing data for territory design, quota setting, and capacity planning. You'll be feeding the numbers into the bigger picture.
8. Document existing sales processes and any changes you implement. Yes, it's boring, but future-you (and everyone else) will be grateful when things need to be revisited.
9. Supervision: You'll typically have weekly check-ins with your manager to discuss priorities, progress, and any roadblocks. For routine tasks, you'll work independently, but for anything new or complex, you'll get guidance and support.
10. Decision: You'll make routine decisions within established guidelines, for example, how to best structure a report or which data points to include in an analysis. Any significant changes to processes, tool configurations impacting multiple teams, or budget requests above £1,000 will need your manager's approval. You'll always escalate novel problems or anything outside your defined scope.
11. Success: You'll know you're succeeding when your analyses lead to measurable improvements in sales efficiency or conversion rates. Sales managers will start coming to you proactively for insights, and your owned processes will run smoothly with minimal issues. Delivering accurate, timely, and actionable insights is key.

Decision-Making Authority

• Type: Data Analysis & Reporting
• Entry: Pulls pre-defined reports; requires guidance on interpretation.
• Mid: Independently designs and builds new reports/dashboards; makes recommendations based on findings; consults manager on complex interpretations.
• Senior: Defines reporting standards and key metrics for a workstream; makes data-driven decisions on process changes; consults director on strategic implications.
• Type: Process Improvement
• Entry: Identifies minor inefficiencies; proposes solutions to supervisor.
• Mid: Proposes and implements routine process improvements within own scope (e.g., lead routing logic); consults manager on cross-functional impact.
• Senior: Designs and leads implementation of significant process overhauls; makes decisions on tool selection for specific workstreams; consults director on major changes.
• Type: Tool Configuration (CRM/MarTech)
• Entry: Updates existing records; learns basic navigation.
• Mid: Configures minor changes (e.g., new picklist values, simple automation rules) within defined parameters; seeks approval for anything impacting data integrity or multiple teams.
• Senior: Designs and implements complex configurations (e.g., new custom objects, advanced automation flows); makes decisions on feature adoption within a tool; consults director on system architecture.
• Type: Stakeholder Communication
• Entry: Communicates findings to immediate team; drafts emails for supervisor review.
• Mid: Presents analysis and recommendations to sales managers and cross-functional peers; leads small group discussions; informs manager of key stakeholder feedback.
• Senior: Leads cross-functional working groups; presents to senior leadership; influences peer-level decisions; consults director on sensitive communications.

Competency Requirements

Foundation Skills (Transferable)

These are the core 'human' skills you'll need to succeed. They're not about specific software; they're about how you think, communicate, and work with others. Frankly, these are often more important than any technical skill.

• Category: Communication & Influence
• Skills: Data Storytelling: The ability to translate complex data into clear, compelling narratives that resonate with non-technical audiences (e.g., sales reps, marketing managers).
• Active Listening: Genuinely understanding the needs and challenges of sales teams and other stakeholders before proposing solutions.
• Constructive Feedback: Giving and receiving feedback effectively to improve processes and relationships, even when it's a bit uncomfortable.
• Presentation Skills: Delivering clear, concise, and engaging presentations of your findings and recommendations to small-to-medium sized groups.
• Category: Problem-Solving & Analysis
• Skills: Root Cause Analysis: Going beyond surface-level symptoms to identify the underlying reasons for sales performance issues or process bottlenecks.
• Critical Thinking: Evaluating data, assumptions, and proposed solutions with a healthy dose of scepticism, asking 'what if?' and 'is this really true?'.
• Structured Thinking: Breaking down complex problems into smaller, manageable parts and developing a logical approach to solving them.
• Quantitative Reasoning: Interpreting numerical data, understanding basic statistical concepts, and drawing sound conclusions.
• Category: Adaptability & Resilience
• Skills: Change Agility: Adjusting quickly to shifting priorities, new data, or unexpected challenges in a fast-paced sales environment.
• Learning Agility: A genuine eagerness to learn new tools, methodologies, and approaches to growth, even when it's outside your comfort zone.
• Dealing with Ambiguity: Being comfortable making recommendations or moving forward even when you don't have all the answers or perfect data.
• Emotional Intelligence: Managing your own reactions and understanding the emotions of others, especially when dealing with frustrated sales teams or conflicting opinions.
• Category: Collaboration & Teamwork
• Skills: Cross-functional Collaboration: Working effectively with peers in Marketing, Sales Operations, and Product to achieve shared growth objectives.
• Conflict Resolution: Helping to mediate disagreements between teams (e.g., Sales vs. Marketing on lead quality) using data and a calm approach.
• Stakeholder Management (Peer Level): Building productive relationships with colleagues and getting their buy-in on your recommendations, even when you don't have direct authority.
• Mentorship (Informal): Providing guidance and support to more junior team members or new hires on data analysis or process best practices.

Functional Skills (Role-Specific Technical)

These are the specific methodologies, tools, and industry knowledge you'll need to apply day-to-day. You'll be expected to use these to drive real improvements.

Technical Competencies

• Skill: Revenue Operations (RevOps) Framework
• Desc: Understanding the core principles of RevOps: aligning sales, marketing, and customer success across the customer lifecycle to drive growth. You'll know how your piece fits into the bigger picture.
• Level: Intermediate
• Skill: Go-to-Market (GTM) Strategy Design
• Desc: Ability to contribute to and understand elements of a GTM plan, including Ideal Customer Profiles (ICPs), value propositions, and channel considerations. You'll use data to inform these.
• Level: Intermediate
• Skill: CLV:CAC Ratio Analysis
• Desc: Understanding how Customer Lifetime Value (CLV) and Customer Acquisition Cost (CAC) are calculated and how they impact growth investments. You'll be able to pull the data needed for this analysis.
• Level: Intermediate
• Skill: Sales Velocity Equation
• Desc: Knowing the components of the Sales Velocity Equation and how to use it as a diagnostic tool to identify levers for accelerating revenue growth. You'll use this to pinpoint bottlenecks.
• Level: Intermediate
• Skill: Ideal Customer Profile (ICP) & Persona Development
• Desc: Using data to help define and refine our Ideal Customer Profile and buyer personas, ensuring our sales and marketing efforts are targeted effectively.
• Level: Intermediate
• Skill: Sales Forecasting Methodologies
• Desc: Understanding different sales forecasting approaches (e.g., historical trend, pipeline stage, rep commit) and how to gather and analyse the data for them. You'll be supporting the forecast process.
• Level: Intermediate

Digital Tools

• Tool: Salesforce (CRM)
• Level: Intermediate
• Usage: Building custom reports and dashboards, managing data hygiene projects, understanding object relationships (Leads, Accounts, Opportunities, Contacts), and using Process Builder/Flow for basic automation.
• Tool: HubSpot / Marketo (Marketing Automation)
• Level: Intermediate
• Usage: Analysing lead scoring effectiveness, building basic email campaigns and landing pages for testing, understanding lead nurturing workflows, and ensuring seamless integration with CRM data.
• Tool: Tableau / Power BI (BI & Analytics)
• Level: Intermediate
• Usage: Connecting to various data sources (e.g., Salesforce, Snowflake), building new dashboards from scratch to visualise sales performance, and using DAX/calculated fields for more complex metrics.
• Tool: Outreach / Salesloft (Sales Engagement)
• Level: Intermediate
• Usage: Analysing sequence performance (open rates, reply rates), A/B testing messaging, identifying best practices for sales engagement, and providing data-driven recommendations to sales reps.
• Tool: 6sense / Demandbase (Account-Based Marketing)
• Level: Intermediate
• Usage: Reviewing and interpreting intent data reports, building target account lists and segments based on intent signals, and coordinating with marketing on ABM campaign performance.
• Tool: Anaplan / Pigment (Financial & Sales Planning)
• Level: Intermediate
• Usage: Building new models for territory planning, quota setting, and sales capacity forecasting, and inputting data into existing revenue planning models.
• Tool: Snowflake / BigQuery (Data Warehouse)
• Level: Intermediate
• Usage: Writing complex SQL queries with multiple joins to extract and transform data for analysis, understanding the data schema, and working with data engineering to ingest new data sources.

Industry Knowledge

• Area: SaaS Sales Models
• Desc: Understanding recurring revenue models, churn, upsell, cross-sell, and the metrics unique to Software-as-a-Service businesses.
• Area: B2B Sales Process
• Desc: Familiarity with the typical stages of a Business-to-Business sales cycle, from prospecting to closing and post-sale engagement.
• Area: Sales Methodologies
• Desc: Basic understanding of common sales methodologies like Challenger Sale, MEDDIC, or SPIN Selling, and how they influence sales behaviour and data capture.

Regulatory Compliance Regulations

• Reg: GDPR (General Data Protection Regulation)
• Usage: Understanding the core principles of GDPR regarding customer data, especially in lead generation, marketing automation, and data storage. You'll ensure our sales processes comply with data privacy laws, particularly when handling prospect and customer information.
• Reg: PEC/ePrivacy Directive
• Usage: Awareness of rules around electronic marketing communications (e.g., cold emailing, consent requirements) and how they impact sales outreach and marketing automation campaigns.

Essential Prerequisites

• At least 2 years of experience in a sales operations, revenue operations, business intelligence, or sales strategy role, ideally within a SaaS or B2B environment.
• Demonstrable experience with Salesforce (or a similar enterprise CRM) for reporting, dashboard creation, and data management.
• Proven ability to analyse complex datasets using tools like Tableau, Power BI, or advanced Excel, and present actionable insights.
• Experience collaborating with sales and marketing teams to improve processes or drive specific outcomes.
• A solid understanding of basic sales metrics and how they relate to overall business growth.

Career Pathway Context

We're looking for someone who's already got a couple of years under their belt in a relevant analytical or operational role. You should understand the basics of a sales funnel and how data helps drive decisions. This isn't an entry-level position; we expect you to be able to hit the ground running on specific projects, even if you need some guidance on the bigger strategic picture.

Qualifications & Credentials

Emerging Foundation Skills

• Skill: Prompt Engineering for Sales Intelligence
• Why: AI language models are getting incredibly good at summarising information and generating ideas. The growth professionals who can 'talk' to these models effectively will be able to extract market intelligence, summarise competitor analysis, or even draft initial GTM plans in a fraction of the time it takes today.
• Concepts: [{'concept_name': 'Contextual prompting', 'description': 'Providing enough background information to the AI for relevant outputs.'}, {'concept_name': 'Role-playing prompts', 'description': "Asking the AI to act as a 'market analyst' or 'sales strategist'."}, {'concept_name': 'Iterative prompting', 'description': 'Refining outputs through a series of follow-up questions.'}, {'concept_name': 'Output validation', 'description': "Knowing how to critically check AI-generated content for accuracy and 'hallucinations'."}, {'concept_name': 'Ethical AI use', 'description': 'Understanding the biases and limitations of AI and using it responsibly.'}]
• Prepare: This month: Experiment with ChatGPT or Claude to summarise articles or generate ideas for sales messaging.
• Next month: Try using AI to draft an initial outline for a market analysis report or a competitor overview.
• Month 3: Explore how to connect AI tools to internal data sources (e.g., via APIs) to get more specific insights.
• Month 4: Share your AI-driven productivity gains with your team and manager, showing practical applications.
• QuickWin: Start using AI to draft your internal emails or meeting summaries today. It's a low-risk way to get comfortable with the technology and see immediate time savings.
• Skill: Cross-functional Influence (without authority)
• Why: As growth roles become more integrated across Sales, Marketing, and Product, your ability to get different teams on the same page, even when you don't manage them, is absolutely critical. Data helps, but human connection seals the deal. This is already important, but it's only going to get more so.
• Concepts: [{'concept_name': 'Stakeholder mapping', 'description': 'Identifying key people, their interests, and their potential impact on your projects.'}, {'concept_name': 'Negotiation fundamentals', 'description': 'Understanding how to find win-win solutions and manage conflicting priorities.'}, {'concept_name': 'Building rapport', 'description': 'Developing trust and positive relationships with colleagues across departments.'}, {'concept_name': 'Data-backed persuasion', 'description': 'Using compelling data and clear narratives to convince others of your recommendations.'}, {'concept_name': 'Active listening for needs', 'description': 'Truly understanding what motivates and concerns other teams to tailor your approach.'}]
• Prepare: This month: Schedule 1:1 'coffee chats' with peers in Marketing and Sales Ops to understand their challenges.
• Next month: Volunteer to lead a small, cross-functional working group on a shared problem, even if it's not 'your' project.
• Month 3: Practice presenting your data analysis to a sales team, focusing on how it directly helps them.
• Month 4: Seek feedback from peers on how effectively you're collaborating and influencing them.
• QuickWin: When you have a data insight, don't just email it. Go talk to the relevant person, show them the data, and ask 'what do you think we should do?' It builds connection.

Advancing Technical Skills

• Skill: Advanced Data Modelling & SQL
• Why: As our data sources grow and become more complex, you'll need to move beyond basic queries. We'll be asking more nuanced questions about customer behaviour and sales performance, which requires more sophisticated data manipulation and understanding of data architecture.
• Concepts: [{'concept_name': 'Window functions in SQL', 'description': 'Performing calculations across a set of table rows related to the current row.'}, {'concept_name': 'Common Table Expressions (CTEs)', 'description': 'Organising complex queries into readable, manageable blocks.'}, {'concept_name': 'Data normalisation & denormalisation', 'description': 'Understanding how data is structured for efficiency and analysis.'}, {'concept_name': 'Performance optimisation for queries', 'description': 'Writing efficient SQL that runs quickly on large datasets.'}, {'concept_name': 'Data governance principles', 'description': 'Ensuring data quality, security, and compliance in your models.'}]
• Prepare: This month: Complete an online course on advanced SQL (e.g., on Datacamp or Udemy).
• Next month: Take on a project that requires joining data from 3+ different sources in Snowflake/BigQuery.
• Month 3: Work with a data engineer to understand how our data warehouse is structured and why.
• Month 4: Start documenting your complex queries and sharing them with the team for review and learning.
• QuickWin: Challenge yourself to rewrite one of your existing, simpler SQL queries using a CTE or a window function to see the difference.
• Skill: MarTech/RevTech Stack Optimisation
• Why: The number of tools in our sales and marketing stack is only going to grow. You'll need to understand how these tools integrate, how data flows between them, and how to get the most out of each one to drive efficiency and insights. It's about making the whole system work better together.
• Concepts: [{'concept_name': 'API integrations', 'description': "Understanding how different software applications 'talk' to each other."}, {'concept_name': 'Data mapping & synchronisation', 'description': 'Ensuring consistent data across CRM, marketing automation, and sales engagement platforms.'}, {'concept_name': 'Vendor evaluation criteria', 'description': 'Knowing what to look for when assessing new tools for our stack.'}, {'concept_name': 'Workflow automation design', 'description': 'Designing automated processes across multiple tools to save manual effort.'}, {'concept_name': 'Security & compliance considerations', 'description': 'Ensuring our tech stack adheres to data privacy and security standards.'}]
• Prepare: This month: Deep dive into the admin settings of Salesforce and HubSpot to understand their full capabilities.
• Next month: Research 2-3 new tools in a specific area (e.g., sales enablement, intent data) and present a brief overview.
• Month 3: Map out the current data flow between our CRM, marketing automation, and sales engagement platforms.
• Month 4: Identify one manual process that could be automated by better integrating two existing tools.
• QuickWin: Spend an hour each week exploring a new feature or integration within one of our core sales or marketing tools. You'll be surprised what you find.

Education Requirements

• Level: Minimum
• Req: Bachelor's degree in Business, Economics, Marketing, Data Science, or a related quantitative field.
• Alts: We're open to candidates with equivalent practical experience (typically 4+ years in a relevant analytical role) if you can demonstrate a strong grasp of the required skills and concepts. Show us what you can do, not just your degree.

Experience Requirements

You'll need roughly 2-5 years of experience in a role directly focused on sales operations, revenue operations, business intelligence, or sales strategy. This should include hands-on experience with CRM systems, data analysis, and contributing to growth initiatives. We're looking for someone who's moved beyond just pulling basic reports and has started to own processes and deliver actionable insights.

Preferred Certifications

• Cert: Salesforce Administrator Certification
• Prod: Salesforce
• Usage: Demonstrates a solid understanding of Salesforce capabilities, data models, and basic configuration, which is essential for optimising our CRM for growth.
• Cert: HubSpot Marketing Software Certification
• Prod: HubSpot Academy
• Usage: Shows familiarity with marketing automation principles, lead scoring, and campaign management, crucial for aligning sales and marketing efforts.
• Cert: Tableau Desktop Specialist / Certified Associate
• Prod: Tableau
• Usage: Validates your ability to build compelling data visualisations and dashboards, which is key to communicating insights effectively to sales teams.

Recommended Activities

• Regularly attending industry webinars or online courses on revenue operations, sales strategy, or data analytics.
• Participating in online communities or forums dedicated to Salesforce, HubSpot, or BI tools to stay updated on best practices.
• Reading books or articles on growth hacking, sales methodologies, or B2B strategy to broaden your perspective.
• Seeking out opportunities to mentor junior colleagues or new hires, as teaching often solidifies your own understanding.

Career Progression Pathways

Entry Paths to This Role

• Path: Growth Analyst / Sales Operations Analyst
• Time: 2-3 years
• Path: Business Analyst (with Sales focus)
• Time: 3-4 years
• Path: Marketing Operations Specialist
• Time: 3-4 years

Career Progression From This Role

• Pathway: Senior Chief Growth Officer (CGO) / RevOps Manager
• Time: 3-5 years

Long Term Vision Potential Roles

• Title: Manager/Director, Growth & Strategy
• Time: 5-8 years from this role
• Title: VP of Growth / VP of Revenue Operations
• Time: 8-12 years from this role
• Title: Chief Growth Officer (CGO)
• Time: 12-15+ years from this role

How Zavmo Delivers This Role's Development

DISCOVER Phase: Skills Gap Analysis

Zavmo maps your current competencies against all requirements in this job description through conversational assessment. We evaluate your foundation skills (communication, strategic thinking), functional skills (CRM expertise, negotiation), and readiness for career progression.

Output: Personalised skills gap heat map showing strengths and priorities, estimated time to competency, neurodiversity accommodations.

DISCUSS Phase: Personalised Learning Pathway

Based on your DISCOVER results, Zavmo creates a personalised learning plan prioritised by impact: foundation skills first, then functional skills. We adapt to your learning style, pace, and neurodiversity needs (ADHD, dyslexia, autism).

Output: Week-by-week schedule, each module linked to specific job responsibilities, checkpoints and milestones.

DELIVER Phase: Conversational Learning

Learn through conversation, not boring modules. Zavmo uses 10 conversation types (Socratic dialogue, role-play, coaching, case studies) to build competence. Practice difficult QBR presentations, negotiate tough renewals, and handle churn conversations in a safe AI environment before facing real clients.

Example: "For 'Stakeholder Mapping', Zavmo will guide you through analysing a complex enterprise account, identifying key decision-makers, and building an engagement strategy."

DEMONSTRATE Phase: Competency Assessment

Zavmo automatically builds your evidence portfolio as you learn. Every conversation, practice scenario, and application example is captured and mapped to NOS performance criteria. When ready, your portfolio supports OFQUAL qualification claims and demonstrates competence to employers.

Output: Competency matrix, evidence portfolio (downloadable), qualification readiness, career progression score.