Manager, Sales Operations & Excellence - Process & Systems

About the role

The Manager, Sales Operations & Excellence is an execution-focused people leader within the Enterprise Sales organization responsible for executing the vision, priorities, and initiatives established by the Sales Operations & Excellence Director.

Responsibilities

• Execute the vision, priorities, and initiatives established by the Sales Operations & Excellence Director, translating direction into consistent, day-to-day execution.
• Operationalize full-funnel pipeline execution by implementing and maintaining processes, documentation, and handoffs from Marketing through Sales execution, and account management.
• Own the execution, maintenance, and usability of the Sales Playbook, ensuring it reflects approved processes, expectations, and real seller workflows across Enterprise Sales and Marketing.
• Own sales process documentation, including creation, updates, version control, and alignment with QMS and enterprise standards.
• Lead on-demand seller support, providing timely, practical assistance related to sales processes, CRM usage, documentation, and workflows.
• Serve as the execution lead for User Acceptance Testing (UAT) and systems testing, coordinating test plans, validation, feedback, and readiness for deployment.
• Partner with Commercial Platform Management and D&IT to gather and execute on a collaborative roadmap, approved requirements, support testing, and ensure smooth, low-disruption rollouts.
• Execute sales and marketing communications with discipline and intentionality, ensuring message volume, timing, and frequency are sensitive to seller capacity and change fatigue.
• Coverage of communications across Enterprise Sales, Marketing, and Strategic Account teams to reduce noise, avoid duplication, and ensure sellers receive coherent, prioritized messaging that clearly articulates the personal value sellers gain from our continuous improvement efforts.
• Apply right-sized change management, determining when changes warrant multi-channel campaigns (documentation, training, learning plans, reinforcement) versus lighter-touch communications.
• Establish feedback loops and monitor adoption signals to continuously improve execution, communication effectiveness, and seller utilization.
• Lead, coach, and develop Sales Operations & Excellence specialists and generalists, reinforcing a strong service mindset, accountability, and execution discipline.

Qualifications

• Bachelor’s degree in business, sales, operations, analytics, finance, or related field.
• 10+ years of experience in sales operations, sales excellence, business operations, or related commercial support roles.
• Demonstrated experience executing and operationalizing sales processes, documentation, and systems in a complex organization.
• Experience leading teams or coordinating work across specialists, generalists, or cross-functional contributors.
• Strong communication and stakeholder management skills, with the ability to translate direction into practical execution.
• Working knowledge of CRM platforms and sales process tooling (e.g., Salesforce).
• Experience working closely with Marketing, Digital/Product, or IT teams to execute cross-functional initiatives.
• Familiarity with full-funnel pipeline management, including lead management, opportunity execution, and account management concepts.
• Demonstrated ability to support change management execution, including communications, training coordination, and adoption reinforcement.
• Strong service mindset with the ability to balance governance, execution discipline, and seller support.
• 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.

Skills

• CRM platforms and sales process tooling (e.g., Salesforce)
• Change management
• Communication and stakeholder management
• Leadership and team management
• Process development and implementation
• Stakeholder engagement

Benefits

Black & Veatch offers a comprehensive benefits portfolio including medical, dental, and vision insurances, disability, a robust wellness program, flexible work schedules, paid vacation and holiday time, sick time, and dependent sick time. Additional benefits include a company-matched 401k plan, adoption reimbursement, tuition reimbursement, vendor discounts, an employment referral program, AD&D insurance, pre-taxed accounts, and a voluntary legal plan. Professionals may also be eligible for a performance-based bonus program.

Pay

Salary Plan

Schedule

Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments.