Sr Manager, Sales Operations
Job Summary
The Sr. Manager, Sales Operations will lead and expand our Sales Operations capabilities. Reporting to the VP, Revenue Operations, this role will oversee a team of (1) Revenue Operations Specialist and collaborate closely with cross-functional leaders across Sales, Marketing, Finance, Product, Customer Success to drive operational excellence.
Key Responsibilities
Strategic Leadership: Spearhead cross-functional efforts to streamline and optimize our Sales teams' effectiveness across roles with the goal of driving operational efficiencies, and improving results (ARR growth, win rates, ACV).
Drive tight alignment on all initiatives in partnership with Sales Managers and VP, Sales.
Partner with Sales leadership, Analytics and VP, Revenue Operations on continued delivery of relevant insights that drive improvements in business performance.
Sales Operations Management: Oversee sales forecasting, quota and pipeline management processes to ensure accuracy and alignment with company goals.
Implement and manage sales metrics, dashboards and reporting, ensuring we have a clear understanding of what reports we are using across the teams.
Develop and monitor key performance indicators (KPIs) to evaluate the effectiveness of sales strategies and inform future initiatives.
Partner with GTM Systems & Tools Manager and VP, Revenue Operations to further optimize current tools, systems, and processes that enable the sales team to perform optimally.
Manage full cycle sales territory management, including process documentation and management, mid-year and annual account assignment and ROE escalation as necessary to VP, Sales and VP, Revenue Operations.
Identify bottlenecks in the sales process and implement scalable solutions to drive efficiency.
Partner with enablement to standardize workflows, documentation, and training that supports operational excellence.
Anticipate the needs of leadership, and proactively surfacing insights and recommendations related to how performance can be improved.
Qualifications
5+ years of experience in sales operations, or related fields, with at least 2 years in a leadership role.
Experience in multiple phases of company growth (startup, $10-$50M, $50M to 100M, 100M+).
Proven track record of scaling and optimizing GTM processes in a high-growth SaaS environment.
Experience managing sales operations teams.
Strong understanding of GTM strategies, including sales, marketing, and customer success alignment.
Demonstrated ability to create and execute scalable operational frameworks that drive revenue growth.
Skilled in managing complex projects and driving operational change across multiple teams.
Core understanding of the following GTM tech stack tools (or similar): Salesforce, Outreach, Gong, Lean Data, Zoom Info, Nooks, Spekit, LinkedIn Sales Navigator, LeadIQ, Atrium.
Strong leadership skills with experience managing cross-functional teams and influencing stakeholders at all levels.
Strong analytical skills with the ability to translate data insights into actionable strategies.
Proactively incorporate AI tools into day-to-day work to improve productivity and accelerate delivery.