Scaling SDR Performance Through Operations Excellence
8+ years transforming sales development and GTM teams with data-driven systems, AI automation, and scalable processes
My SDR Operations Framework
Four pillars that drive predictable pipeline growth
Measurable Impact Across Multiple Organizations
Results-driven operations in high-growth SaaS environments
Select Systems & Projects
Tactical examples of operations work across different companies
Why Paylocity + Why Now
Strategic alignment between your priorities and my expertise
Paylocity's SDR Challenge: Scaling in a Crowded Market
Competitive Landscape
- ADP (40% market share): Enterprise moat, but slow innovation
- Paychex (5% market share): Direct competitor, similar mid-market focus
- Rippling (emerging threat): All-in-one platform, aggressive SDR motion
Paylocity Advantage
- 8.4% market share and growing faster than market
- Product innovation differentiation in crowded space
- SMB→Enterprise growth trajectory with expansion opportunity
The Operations Opportunity
Your SDR team needs infrastructure that supports rapid territory expansion while maintaining conversion quality. That requires systems that scale WITH your growth, AI that amplifies (not replaces) human creativity, and data architecture that gives managers real-time coaching insights. The analysis below shows where I see immediate opportunity.
Paylocity's SDR Tech Stack - What I See
Based on the role requirements and Paylocity's tech ecosystem, here's where I see immediate opportunity...
Current State (Your Stack)
- Salesforce (CRM core)
- SalesLoft (engagement)
- Nooks (virtual SDR floor)
- Power BI (analytics)
- ZoomInfo (data enrichment)
- LinkedIn Sales Nav (engagement/research)
The Opportunity
- AI integration gaps (call analysis, email personalization)
- Marketing → SDR handoff friction points
- Intent signal activation speed
- KPI visibility across the funnel
- Dashboard optimization for manager coaching
My Approach (First 30 Days)
- Audit current Salesforce workflows + reports
- Map SalesLoft sequence performance
- Identify AI use cases
- Interview SDR managers on pain points
- Build POC dashboard for KPI tracking
Paylocity: 8.4% payroll software market share
Outpacing Paychex (5%) and growing faster than the market
"Your competitive position against ADP, Paycom, and emerging players like Rippling requires SDR operations that can scale WITH product innovation. The $2B revenue goal isn't just about more reps—it's about smarter systems, better data, and AI that amplifies human creativity. That's exactly what I build."
First 90 Days: A Roadmap for Impact
From listening to leading, with measurable outcomes
What Others Say
Leadership capability and cross-functional collaboration
The Tools I Master, The Systems I Build
Technical Expertise
CRM & Data
- Salesforce (8+ years): Dashboards, workflows, reporting, automation
- HubSpot: Marketing automation, lead routing
- Tableau: Executive analytics
Sales Engagement
- SalesLoft (primary)
- Outreach
- Apollo.io, Drift
Enrichment & Intelligence
- ZoomInfo
- LinkedIn Sales Navigator
AI & Automation
- Influence Architect (proprietary AI platform)
- Gong, Chorus (call intelligence)
- AI email personalization tools
Operational Capabilities
Process Design
- Lead routing & scoring models
- SOP framework development
- Data governance standards
Team Enablement
- SDR onboarding programs
- Tech stack training
- Performance coaching frameworks
Strategic Projects
- Tech stack audits & RFPs
- Integration management
- Dashboard & reporting architecture
Let's Discuss Next Steps
I'm prepared to dive deeper into any of these areas or discuss how this approach translates to Paylocity's specific operational needs
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