Sales Operations Senior Manager

About the role

We are seeking an experienced Senior Sales Operations Manager to drive operational excellence and take ownership of critical revenue processes. This role requires a proactive leader to optimize the Go To-Market (GTM) technology stack, streamline operations, and deliver actionable insights to align teams, including Sales, Marketing, Customer Success, and FP&A. The ideal candidate will execute strategic initiatives, enhance data-driven decision-making, and ensure seamless collaboration across cross-functional teams.

Responsibilities

• Develop and execute GTM strategies, including pricing, packaging, segmentation, and territory planning.
• Establish and maintain KPIs and ensure alignment with organizational goals and operational execution.
• Contribute to annual planning, including compensation plans, headcount forecasting, and pipeline analysis.
• Act as the primary owner of the GTM technology stack, including Salesforce, LinkedIn Sales Navigator, Apollo.io, Orum, and CPQ tools.
• Define and maintain the Salesforce product vision, strategy, and roadmap to align with business goals.
• Manage relationships with Salesforce and third‑party vendors, overseeing contracts, licensing, and technical requirements.
• Prioritize development backlogs based on business impact, stakeholder input, and feasibility.
• Collaborate with key stakeholders to gather and refine business requirements and ensure alignment across teams.
• Act as the main point of contact for operational initiatives, providing guidance and strategic insights.
• Facilitate regular stakeholder meetings to align priorities and identify process optimization opportunities.
• Lead the management of Salesforce as the system of record, ensuring data hygiene and alignment with FP&A metrics.
• Oversee forecasting and pipeline management processes, utilizing advanced analytics to drive actionable insights.
• Manage deal desk operations, including CPQ development, pricing strategies, and discount approvals.
• Create and maintain dashboards and reporting structures to provide real‑time insights into KPIs and revenue trends.
• Deliver data‑driven recommendations to executives and Boards, influencing strategic decisions.
• Ensure data integrity across all systems and alignment between CRM and FP&A platforms.
• Monitor industry trends, Salesforce updates, and emerging technologies to enhance operational capabilities.
• Recommend and implement third‑party tools and solutions that complement the existing tech stack.
• Foster a culture of continuous improvement through feedback loops and iterative enhancements.