In Yandex FinTech we are looking for a Sales Operations Lead.

Sell sales have grown, but processes are not keeping up with the growth: some of them live in people's heads and personal Excels, junctions with adjacent departments are losing leads and deals, and efficiency is not digitized. We need someone who can assemble this into a manageable system and drive its return.

The Sales Operations Lead is responsible for ensuring that sales operate as a managed system: processes are documented and functioning, efficiency is digitized, and growth levers are identified and calculated. They do not have a personal deal quota and do not manage managers directly — they influence through processes, data, and economics. They work in conjunction with the head of the department: bringing calculated scenarios, not raw ideas.

What tasks await you:

• Sales Processes: you will design and maintain the end-to-end sales funnel (lead → contact → qualification → proposal → connection): a single working standard instead of fragmented practices. You will clean up gray informal parts of the process: turning what lives in heads and manual Excels into clear, manageable steps. You will maintain regulations, playbooks, qualification criteria, and lead transfer rules; update them as the process changes.
• Cross-functional Junctions: it is important to maintain boundaries where the process transitions from Sell to marketing, connection/integration, finance, product — so that deals are not lost at the junctions. Maintain and update the responsibility matrix (RACI); eliminate "dual ownership" and "no man's land" zones, and agree on SLAs at the junctions.
• Economics of Efficiency: you will model the unit economics of sales: conversions by stage, cost and return by tiers/channels/teams. Perform preliminary calculations for decisions ("if X changes, what will happen to efficiency and economics?"), link process metrics to business results (GMV, revenue).
• Growth Scenarios: you will generate and prioritize hypotheses for increasing sales efficiency, digitize each one (potential, cost, risk), and prepare decision branches for the manager. Experiment with processes: launch → measure → keep or roll back.
• Transparency and Tools: you will collect and maintain regular reporting (plan, actual, hypotheses); demonstrate the effectiveness of processes with measurable metrics that are trusted. Monitor the accuracy and consistency of sales data (CRM/tracker, data warehouses), and initiate automation of routine tasks.

Requirements:

• Ability to work with numbers and make decisions based on them.
• Skills in consolidating and developing processes.
• Experience with analytics, modeling, and budgeting.

The company offers:

• Health: comprehensive medical insurance starts working from the first month at Yandex. It includes dentistry, annual check-ups, emergency care abroad, treatment for critical illnesses, including oncology, and accident insurance. Also psychotherapy in the office or online services, laser vision correction after a year of work, pregnancy management and childbirth — after two years of work, insurance for relatives under the 80/20 system (the company pays 80% of the cost of voluntary medical insurance for children and spouses, you — the remaining 20%).
• Growth and Development: Yandex offers everything you need to constantly develop and learn new things: an internal educational platform, mentorship, and programs for junior and experienced managers. Also, reimbursement for participation in industry conferences, a 50% discount on foreign language learning. In addition, Yandex has internal projects where employees share expertise, discuss complex topics, and analyze their project cases.
• Sports: all major Yandex offices have gyms with everything you need: exercise equipment, sports equipment, showers, lockers for clothes and belongings. You can work out independently or with a corporate trainer. Also, free online workouts with FITMOST, discounts at fitness clubs, pools, yoga studios, climbing walls, and other places. Yandex has a sports club and many sports teams. There are leaders, chats, training programs. They also regularly participate in races, triathlons, "Hero's Race", football, and other competitions.
• Flexible Schedule: no fixed start and end times for the workday — work in a way that is convenient for you and your team.
• Housing Loans: preferential rates for purchasing housing and improving housing conditions — depending on length of service, position, and review results. Valid for employees working in Russian Yandex offices.
• Discounts on Services: on the internal portal, you can find hundreds of services. Also, when paying with a salary card, you can get increased cashback and additional discounts.
• Children's Educational Projects: special educational projects from services for mini-Yandex employees of various ages — offline and online.
• Plus Subscription for all Yandex employees