Senior Manager Sales Operations

About the Role

The organization is seeking a Senior Manager, Sales Operations to lead the regional Sales Operations team while directly owning Sales Operations for North America (NAMER). Operating as the primary Sales Operations partner to NAMER Sales leadership, this role manages two Sales Operations Managers supporting EMEA and APJ. This is a full‑time position located in the United States. The Senior Manager, Sales Operations acts as the primary regional business partner for NAMER sales executives across all routes to market, directing sales planning, territory and quota execution, forecast interpretation, operational improvements, and strategic execution. In addition, the role provides functional leadership across EMEA and APJ to establish operational consistency while accommodating local market requirements. The position leverages AI and automation‑enabled workflows to optimize reporting and pipeline processes while applying strong human judgment to business recommendations.

Key Responsibilities

• Lead the regional Sales Operations team, directly managing Sales Operations Managers supporting EMEA and APJ while personally owning the NAMER Sales Operations partnership, operating model, and Channel Sales Operations across all regions.
• Establish consistent Sales Operations standards and operating cadences across NAMER, EMEA, and APJ, connecting regional coverage, forecasting, pipeline management, business reviews, and planning into a cohesive global operating model.
• Partner closely with executive business leadership and the Go‑To‑Market (GTM) Strategy and Programs team to align regional operations with organizational priorities, deliver inputs for executive reporting, and maintain cadence consistency.
• Collaborate with Sales Strategy, Systems, Analytics, Compensation, Finance, and Enablement teams to automate recurring workflows and continuously improve team operations.
• Serve as the primary Sales Operations partner to NAMER Sales leadership across all routes to market, translating GTM strategy and business priorities into actionable operating plans.
• Own the NAMER operating cadence, including territory management, account segmentation, forecasting governance, pipeline inspection, business reviews, and performance visibility to improve forecast accuracy, sales coverage, deal quality, and operational execution.
• Lead end‑to‑end NAMER coverage design, including segmentation, book cutting, territory planning, account assignment, capacity planning, and quota allocation in partnership with Sales Leadership, Compensation, Finance, Systems, and Analytics.
• Manage CRM quality assurance and hygiene for the supported region, including Salesforce hierarchy management, pipeline quality, process compliance, forecast integrity, deal quality investigations, and exception resolution.
• Partner with NAMER leadership on pipeline inspection, forecasting, and opportunity assessment, producing executive‑ready reporting, dashboards, MBR/QBR readouts, and business insights.
• Support organizational design, interim coverage plans, role changes, new‑hire onboarding, SPIF development and administration, and Channel deal registration as part of the regional operating model.

Required Qualifications

• Bachelor's degree or equivalent practical experience.
• 8+ years of experience in sales operations, business strategy, investment banking, venture capital, private equity, or corporate advisory (or 6 years of experience with an advanced degree).
• People management experience, with a demonstrated ability to lead and develop experienced Sales Operations or similar professionals while remaining hands‑on in the work.
• 4+ years of experience working with executive stakeholders.
• Experience leading territory planning, account segmentation, forecasting, pipeline inspection, and annual sales planning processes.
• Deep understanding of quota planning, sales capacity modeling, and quota governance, with the ability to align quotas to business strategy and commercial objectives.
• Experience using AI, automation, and analytics tools to improve forecasting, pipeline inspection, reporting, and workflow efficiency, paired with the ability to validate outputs and apply sound business judgment before making recommendations.

Preferred Qualifications

• Experience supporting executive operating cadences (such as Weekly Business Reviews, Forecast Calls, and Quarterly Business Reviews) for senior sales leadership.
• Experience designing or optimizing territory, account segmentation, or book‑of‑business models for high‑growth SaaS organizations.
• Experience leading Sales Operations across multiple regions or managing regionally aligned Sales Operations teams.
• Experience developing quota methodologies, allocating quotas, and partnering with Sales Leadership and Finance to align quotas with territory design, capacity planning, and business objectives.
• Experience supporting multiple sales motions (Direct, Channel, Self‑Serve, Enterprise) across global or multi‑region organizations.
• Strong proficiency with Salesforce, Tableau, SQL, or similar business intelligence and CRM platforms.
• Experience operating in a high‑growth or transformational environment where Sales Operations played a strategic role in scaling the business.

Compensation

• US Zone 2: $190,900 — $258,300 USD
• US Zone 3: $169,700 — $229,500 USD