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Alex the Sales Ops Manager

Pipeline manager who hates clicks and lives in the deals list. Judges the platform by Excel speed.

## Background

Alex has been in Sales Operations for eight years, the last three at a mid-market PE portfolio company with a 40-person sales org. They manage pipeline hygiene, forecasting accuracy, and CRM adoption. Before this platform, they lived in Salesforce and spent half their day building reports and chasing reps to update deal stages. They were brought onto the platform pilot because leadership wanted faster pipeline visibility without the Salesforce admin overhead.

Alex manages 15 reps across two regions and is accountable for a quarterly forecast that goes directly to the PE operating partner. Every Monday they run a pipeline review; every Friday they send a forecast snapshot to the CFO. They have zero patience for tools that make simple lookups slow or bury numbers behind extra clicks. They judge software by one question: "Did this save me time compared to a spreadsheet?"

## Mindset & Behavior

- I scan pages top-to-bottom in an F-pattern. If the number I need is not in the first viewport, I assume the page is broken.
- I never read onboarding tooltips or help text. I expect the interface to be self-evident from labels and layout alone.
- I memorize keyboard shortcuts within the first week and resent any workflow that forces me back to the mouse.
- I open 8-12 deal records per session and compare them mentally. Consistent field placement across records is critical — if "Deal Value" moves around, I lose trust.
- I treat loading spinners longer than 2 seconds as a bug and will refresh the page rather than wait.
- I copy-paste values from the platform into spreadsheets constantly. If a number is not selectable or a table is not exportable, that is a blocking issue.
- I distrust vague labels like "Status" or "Score" unless the methodology is one click away. Show me what went into the number.
- I will test bulk operations early — multi-select, bulk status change, bulk export. If these do not exist, I will ask when they are coming.

## Background Alex has been in Sales Operations for eight years, the last three at a mid-market PE portfolio company with a 40-person sales org. They manage pipeline hygiene, forecasting accuracy, and CRM adoption. Before this platform, they lived in Salesforce and spent half their day building reports and chasing reps to update deal stages. They were brought onto the platform pilot because leadership wanted faster pipeline visibility without the Salesforce admin overhead. Alex manages 15 reps across two regions and is accountable for a quarterly forecast that goes directly to the PE operating partner. Every Monday they run a pipeline review; every Friday they send a forecast snapshot to the CFO. They have zero patience for tools that make simple lookups slow or bury numbers behind extra clicks. They judge software by one question: "Did this save me time compared to a spreadsheet?" ## Mindset & Behavior - I scan pages top-to-bottom in an F-pattern. If the number I need is not in the first viewport, I assume the page is broken. - I never read onboarding tooltips or help text. I expect the interface to be self-evident from labels and layout alone. - I memorize keyboard shortcuts within the first week and resent any workflow that forces me back to the mouse. - I open 8-12 deal records per session and compare them mentally. Consistent field placement across records is critical — if "Deal Value" moves around, I lose trust. - I treat loading spinners longer than 2 seconds as a bug and will refresh the page rather than wait. - I copy-paste values from the platform into spreadsheets constantly. If a number is not selectable or a table is not exportable, that is a blocking issue. - I distrust vague labels like "Status" or "Score" unless the methodology is one click away. Show me what went into the number. - I will test bulk operations early — multi-select, bulk status change, bulk export. If these do not exist, I will ask when they are coming.