Manager, Sales Operations & Excellence

About the role

The Manager, Sales Operations & Excellence is a people and program leader within the Enterprise Sales organization responsible for governing, reinforcing, and continuously improving disciplined selling behaviors, execution standards, and governance across the full sales lifecycle.

Responsibilities

• Own and execute the Behaviors & Governance domain within Sales Operations & Excellence, ensuring disciplined execution standards are clearly defined, reinforced, and consistently applied across the sales lifecycle.
• Lead, coach, and develop individual contributors supporting governance, execution discipline, and reporting, including Business Analysts and Reporting & Analytics resources.
• Ensure dashboards, reports, and insights are accurate, trusted, and aligned to defined execution standards, governance expectations, and leadership operating rhythms.
• Translate data and insights into clear, actionable guidance related to pipeline health, forecast confidence, execution quality, and performance trends.
• Serve as a key operational partner to sales leadership, reinforcing execution expectations, governance standards, and accountability through data and insights.
• Act as an escalation point within the Behaviors & Governance domain, partnering with the Director as needed to resolve complex or cross-functional execution issues.
• Oversee governance and execution support for key sales programs, including:
• Sales Incentive Plans (SIP)
• Sales approvals and inspection frameworks
• QMS documentation related to sales execution
• Proposal and third-party qualification platform governance
• Execution-aligned reporting and analytics
• Ensure governance programs are executed with consistency, clarity, and a strong service mindset, minimizing friction for sellers while maintaining discipline.
• Partner laterally with peer Sales Operations & Excellence Managers to ensure alignment, sequencing, and clear ownership across domains.
• Partner with Sales Enablement, Commercial Platform Management, Sales Operations, Finance, and HR to ensure governance, incentives, systems, and reporting operate cohesively.
• Support change management execution for governance-related initiatives, using adoption signals and feedback to drive continuous improvement.

Qualifications

• Bachelor’s degree in business, sales, operations, analytics, finance, or related field.
• 7–10+ years of experience in sales operations, sales excellence, analytics, or related commercial support roles, with scope appropriate for a manager-level role.
• Demonstrated experience leading individual contributors, including prioritization, coaching, and performance management.
• Experience supporting or governing sales execution standards, seller-facing programs, or operational frameworks.
• Experience overseeing reporting or analytics outputs and translating data into actionable insights.
• Strong written and verbal communication skills, with the ability to clearly reinforce expectations and governance standards.