Sales Operations Manager, New Business

What You’ll Do at Figma

• Serve as the primary business partner to New Business and Inside Sales leadership — owning the operating rhythm, surfacing insight and bringing forward a data-driven point of view that informs decisions that accelerate growth across both segments
• Own the end-to-end forecasting process for New Business and Inside Sales, bringing rigor and repeatability to pipeline reviews while continuously evolving methodology as market dynamics and go-to-market motions shift
• Lead and elevate the operating cadence — MBRs, QBRs, weekly forecast reviews — by synthesizing funnel trends, surfacing risks and opportunities, and driving leadership to clear, timely decisions
• Shape the organizational foundation of both segments by recommending headcount, org design, quota structures, and book-of-business allocation — ensuring the business is set up to scale efficiently and equitably
• Define and govern rules of engagement across account ownership, lead routing, and AE–ISR collaboration, creating clarity that reduces friction and maximizes coverage across the segment
• Build and maintain intelligence systems — dashboards, performance reports, and automated insights — that leverage AI to compress the time from data to action for sales and finance leadership
• Deploy AI tools and workflows to continuously improve operational processes: from pipeline analysis and forecasting accuracy to identifying patterns in rep performance and segment health that would be impossible to surface manually
• Partner cross-functionally with Sales Systems, Finance, and Marketing Operations to uphold data quality and governance standards — ensuring the insights leadership relies on are trustworthy, timely, and actionable

Qualifications

• 5+ years of sales operations experience, preferably in a high-growth SaaS environment
• Strong analytical and technical skills, with proven expertise in Salesforce, SQL and BI tools (specifically Sigma)
• Demonstrated experience leveraging AI tools to generate sales insights, including hands-on experience with Claude Code
• Strong communication skills with the ability to translate complex analysis into clear, actionable insights and deliver sophisticated models, spreadsheets, and executive presentations to senior leadership

Pay

Annual Base Salary Range: $140,000 - $245,000 USD