Sales Operations Manager

About the role

The Relationship Management organization at Allocate is scaling into two distinct motions: Capital Formation & Wealth Advisory Solutions. This role serves as the CRO’s right-hand on data and process, building systems that transform activity into a trustworthy number.

Responsibilities

• Pipeline Tracking & Forecasting
• Define and maintain pipeline stage gates for each sales and product motion (advisory vs. structured enterprise pursuit), including renewals and expansion
• Track pipeline creation, velocity, and conversion by stage, rep, and surface area; flag stalled or at-risk opportunities before they become forecast misses
• Build and run forecasting by product/motion (Capital Formation & Advisory vs. Platform Sales), rolling up to a company forecast and ARR goals
• Own forecast cadence and accuracy tracking against actuals — the source of truth the CRO and board rely on
• Activity & Meeting Reporting
• Report call and meeting volume/quality by rep and by team
• Surface leading-indicator activity metrics to the CRO, CXO, and CEO ahead of pipeline reviews
• Territory & Coverage Reporting
• Build territory/account coverage reports across GPs, family offices, and advisors (Capital Formation) and enterprise buying groups (RIAs)
• Partner with the CRO on account ownership assignment and overlap resolution, ensuring single ownership across existing and greenfield accounts
• Support Relationship Managers with strategic list pulls and targeting for marketing events and campaigns
• Aging & Hygiene
• Run aging reports on open opportunities, stalled deals, active onboarding, and overdue next steps
• Maintain Salesforce hygiene: data completeness, required-field enforcement, lead dedup across both teams, and ownership-field accuracy
• Revenue Operating System
• Help redefine the RM process end-to-end: stage definitions, exit criteria, and instrumented funnel metrics
• Drive action items from the biweekly cross-team pipeline review cadence
• Partner with Finance on revenue recognition inputs and unit economics data & prepare board- and investor-ready reports for the CEO

What Success Looks Like

• Forecast accuracy improves quarter over quarter, by product/motion and in aggregate
• CRM data is clean by default, no manual scrubbing before a board meeting
• RMs spend less time on reporting, more time selling

Who You Are

• 5+ years in sales ops / revenue ops, ideally in a company running multiple distinct sales motions
• Deep Salesforce fluency. Not just reports and dashboards but using it to create real operational leverage
• Comfortable being the source of truth on numbers that go to the CEO and board
• Detail-oriented on hygiene, but able to zoom out to forecasting and process design

Essential Values & Culture

• Providing our clients with a world-class experience is our number one priority
• Challenge convention: Constantly question things to determine how a viable idea may be put into motion
• Commitment to continuous improvement: Find ways to personally scale each day by pushing ourselves up the learning curve
• Meritocracy, not politics: Place the utmost value on results and rewards through merit, not reward actions driven by political agendas or behavior
• Civil Discourse is embraced: Believe open, intellectually curious conversations are required to consistently arrive at the best decisions
• Respect is paramount in our dealings with one another, but our mission is always to get the right answer collectively, not to be right
• Embrace technological change: Adopt tools and techniques that make us faster, smarter, and better. Stay open to innovation, especially around AI and automation, and drop outdated methods without hesitation
• Complacency kills progress — we value adaptability and curiosity

Additional Details

• Full-time position
• Base pay offered will be determined based on the candidate's experience, location, skills, training, certifications, education, internal equity, and market data
• Total compensation may also include a discretionary performance-based bonus
• Employment: Full-time
• Base pay range: $150,000 - $180,000
• Location: All I-9 eligible candidates will be considered
• Benefits: Medical, dental, and vision; 401(k); and responsible vacation time (PTO)
• Additional details: Broadband internet connection required