Sales Operations Manager

Collibra Public Sector is looking for an experienced Sales Operations Manager to join our team. This role interacts with all aspects of our public sector subsidiary—sales, service, finance, accounting, human resources, and information technology—and ensures that public sector systems and processes align with, and help deliver on, our mission to serve US federal customers.

About the role

The Public Sector Operations Manager will prepare accurate forecasts and reports, recommend process improvements to scale the business, and incorporate automation and AI to improve decision-making, increase seller productivity, and remove friction from the sales process. The role serves as the recognized expert and advisor for sellers to prepare accurate quotes using Salesforce CPQ, interacts with the Finance team to ensure proper approval, accounting, and budgeting of vendor transactions, and prepares periodic reports for the Public Sector General Manager and parent company finance groups.

This role requires strong commercial judgment, analytical depth, operational rigor, and the ability to translate complexity into scalable solutions. It can be fully remote, though preference is given to candidates in the greater Washington, DC area.

Responsibilities

• Serve as the trusted Operations partner to Public Sector senior leaders, providing insight, operational rigor, and strategic support to improve performance.
• Partner cross-functionally with Finance, Marketing, Enablement, Deal Desk, and IT to improve sales effectiveness and operational execution.
• Lead core sales operating rhythms, including forecasting, pipeline reviews, deal inspection, and QBRs.
• Support annual planning, including territory design, quota setting, capacity planning, and sales targeting.
• Deliver business insights, analytics, and performance reporting that support decision-making across sales leadership and executive teams.
• Manage territory, hierarchy, and organizational changes to ensure accurate execution across sales systems and reporting.
• Identify opportunities to automate workflows, improve data quality, and reduce operational friction across the sales process.

Requirements

• 6+ years of experience in Operations, Revenue Operations, Services Operations, or a related function with a high-growth software company in the US federal market.
• Strong experience with Salesforce CRM and a broader understanding of modern revenue technology ecosystems, data structures, and sales operating workflows.
• Experience supporting sales and marketing organizations through close partnership with senior leaders and a strong understanding of processes, forecasting, territory strategy, and performance management.
• Experience translating business challenges into scalable operational solutions, automation opportunities, and measurable business outcomes.
• Strong analytical capabilities, including business modeling, performance analysis, and executive-ready presentation development.
• Experience working cross-functionally across Finance, Marketing, Enablement, Deal Desk, and technical teams.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows.
• A bachelor’s degree or equivalent related working experience.
• US citizenship and residence on US soil (required to support US government customers).

Skills

• A systems thinker who understands how people, process, data, and technology work together to drive customer success.
• A data-driven problem solver who can break down complexity and recommend simple, practical, scalable solutions.
• Biased toward action and continuous improvement, with a strong sense of ownership.
• Comfortable working in ambiguity and balancing strategic thinking with execution.
• Clear and effective in communicating insights, recommendations, and business narratives through data.
• Highly collaborative, pragmatic, and trusted by stakeholders across functions.
• Curious about how AI and automation can improve the way work gets done.

Measures of success

• Within your first month, you will immerse yourself in the day-to-day operations of the Collibra Public Sector team, learning about our customers, product offerings, and business processes.
• Within your third month, you will have become intimately familiar with our CRM and CPQ and be capable of leveraging this information to assist with customer opportunities from proposal to quote to order to invoice.
• Within your sixth month, you will partner closely with Collibra Public Sector leadership to develop their go-to-market strategy and help articulate a clear and compelling path to winning the market.

Pay

The standard base salary range for this position is $128,000 - $160,000 per year. This position is not eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including experience, skills, and location.

Benefits

In addition to base salary, Collibra offers a competitive total rewards package, including:

• Bonus potential
• Equity for eligible roles
• A Flex Fund monthly stipend
• Pension/401k plans
• Flexible benefits program supporting diverse needs, interests, and life goals
• Competitive health coverage
• Generous time off