Senior Manager, Sales Operations

Responsibilities

• Own and manage the Salesforce/CRM platform end-to-end, including architecture decisions, configuration, workflow automation, data governance, and user administration
• Define and enforce reporting standards, dashboards, and data visualizations used by sales leadership, executives, and the Board
• Evaluate, select, and implement sales technology tools as the organization scales; manage vendor relationships and system integrations
• Ensure CRM is the system of record with high data quality, consistent adoption, and reliable pipeline visibility across the sales organization
• Own the sales forecasting methodology, including forecast models, accuracy tracking, cadence management, and variance analysis
• Manage the sales reporting cadence, including weekly pipeline reviews, monthly performance dashboards, and quarterly business reviews
• Deliver advanced pipeline coverage analysis, win/loss reporting, sales cycle analytics, conversion rate tracking, and deal velocity insights
• Develop and maintain core revenue KPIs including quota attainment, rep productivity, pipeline velocity, and deal progression metrics
• Identify trends, risks, and opportunities in the pipeline and provide actionable, data-driven insights to sales leadership and executives
• Design and implement sales compensation plans in partnership with Finance and HR
• Administer commission calculations, payout tracking, dispute resolution, and plan documentation
• Analyze compensation plan effectiveness, model plan scenarios, and recommend adjustments to optimize sales behavior and performance
• Coordinate with Finance on compensation accruals, reporting, and budget management
• Lead the design and execution of quota setting, territory assignments, and account segmentation processes
• Support capacity planning, headcount modeling, and growth projections for the sales organization
• Manage territory and account assignment records, mid-cycle adjustments, and segmentation changes
• Partner with Marketing on lead routing, campaign attribution, and demand generation operational alignment
• Serve as a dedicated operational and strategic partner to the Senior Sales Directors, translating their priorities into operational plans, analytics, and execution support
• Prepare executive-ready materials for client presentations, business reviews, board reporting, and investor communications as requested
• Proactively identify operational bottlenecks and process gaps that impact the Senior Sales Directors' teams and drive solutions cross-functionally
• Design, document, and continuously improve sales operations processes, playbooks, and standard operating procedures
• Lead cross-functional process improvement initiatives that streamline the sales cycle, reduce friction, and improve operational efficiency
• Manage, mentor, and develop Sales Operations Analysts and Specialists; establish team priorities and manage workload allocation
• Foster a culture of data-driven decision-making, continuous improvement, and operational excellence within the sales operations team

Qualifications

• 7–10+ years of experience in sales operations, revenue operations, or business operations in a B2B SaaS, fintech, or technology environment, with at least 2–4 years in a management role
• Proven expertise in CRM architecture and administration (Salesforce required) including advanced configuration, data management, and enterprise reporting
• Demonstrated experience designing or significantly contributing to sales compensation plan design and optimization
• Strong analytical skills with the ability to translate complex data into actionable business insights and executive-ready presentations
• Experience owning forecasting methodology and delivering accurate revenue forecasts to executive leadership
• Proven ability to manage and develop a team of operations professionals
• Excellent communication and stakeholder management skills, with comfort presenting to CRO-level and executive leadership
• Bachelor’s degree in Business, Finance, Analytics, or related field or equivalent experience
• Proficient at Microsoft 360 and associated programs; Word, PowerPoint, Excel, and Outlook
• Must be US Citizen, Permanent Resident, or eligible to work in the US permanently