Sales Operations Manager

Location: Herndon, VA; Richardson, TX; Salt Lake City, UT. Hybrid role – on‑site 2–3 days per week; candidates should live within ~50 mi of the office. Reasonable accommodations provided.

Scope of Role

This combined Sales Operations Manager and Business Systems Analyst role is an individual contributor responsible for optimizing and supporting the company’s Go‑To‑Market (GTM) processes. The focus is on CPQ tool enhancements, troubleshooting, and SKU Operations support for Product Management and Finance teams. The role collaborates with Sales Operations Managers, IT Project Managers, and cross‑functional stakeholders to ensure data integrity and process optimization across Salesforce, Oracle, and DocuSign.

Primary Revenue Operations Focus Areas

• CPQ
• SKU Operations
• Product Operations
• Order Management
• Quote and Purchase Order Approvals

Responsibilities

• Serve as subject‑matter expert for Salesforce.com, CPQ, and integrations with Oracle and DocuSign.
• Work with Pricing Desk, Deal Desk, and Order Management to troubleshoot high‑priority, revenue‑impacting quoting and order‑processing errors; perform root‑cause analysis and document short‑term fixes.
• Maintain SKU addition/update intake process, manage Price Book updates, and own the SKU deployment schedule; provide guidance on Product and SKU Operations best practices.
• Gather business requirements, translate them into technical specifications, and drive improvement projects from concept through execution, including thorough testing.
• Configure, maintain, and optimize sales tools; act as primary point of contact for questions and enhancement ideas.
• Understand and optimize Salesforce workflows to support GTM processes, data capture, and reporting needs.
• Develop documentation and support materials defining processes, system usage, and rules of engagement.
• Conduct specialized data analysis using Salesforce, Excel, and (where applicable) SOQL/SQL to support sales performance and strategic goals.
• Drive automation and AI initiatives to streamline complex deal structures and procurement workflows for government and enterprise clients.
• Support training and change‑management efforts to ensure user adoption of new systems, tools, or processes.

Required Experience

• Minimum 4 years in Sales Operations, Business Operations, or Business Systems; at least 2 years working directly with Salesforce developers.
• Advanced proficiency in Salesforce.com, including CPQ, data models, reporting, and dashboards.
• Proficiency in Microsoft Excel; SOQL or SQL skills are a plus.
• Exceptional communication skills and ability to engage stakeholders across departments and seniority levels.
• Highly organized, self‑motivated, and able to prioritize competing demands in a fast‑paced, regulated environment.
• Ability to maintain confidentiality and professionalism when handling sensitive business data.

Preferred Experience

• Bachelor’s degree in Business, IT, or related field (or equivalent experience).
• Experience with government clients and procurement processes, including RFPs.
• Experience with packaged offers (product bundles) and hardware/perpetual software license sales.
• Demonstrated curiosity and ideas about leveraging AI to create efficiencies and increase revenue.

Personal Attributes

• Analytical and strategic thinker with a proactive, solutions‑oriented mindset.
• Resilient, adaptable, and thrives in a dynamic, deadline‑driven environment.
• Strong collaborator capable of building relationships across internal departments and senior leadership.
• Detail‑oriented with a commitment to delivering high‑quality, compliant results.
• Open‑minded, inquisitive, and passionate about process improvement.
• Able to lead multiple projects concurrently and handle frequent interruptions and changing priorities.
• Skilled at evaluating information from multiple sources, reconciling conflicts, and producing clear, reportable details.

Pay

Base salary range: $102,700 – $137,900 USD. Actual salary may vary based on experience, locale, and business needs.

Benefits

• Flexible PTO
• 401(k) match
• Company contributions to healthcare coverage
• Bonus plans (details provided by Talent Acquisition)

Schedule

Hybrid schedule: on‑site 2–3 days per week; specific days set by manager.