Sr Manager, Sales Operations

About the Opportunity

The company is the leading SaaS platform for public relations and communications professionals. Its mission is to enable organizations to build trust, tell their stories, and demonstrate the unique value of earned media. The company's AI-powered, comprehensive, and integrated platform streamlines the PR workflow to help businesses generate positive media coverage, monitor mentions to manage brand reputation, and analyze PR's impact on business outcomes. By combining media database, monitoring, and reporting into one dynamic platform, it empowers teams to collaborate seamlessly, pitch effectively, and analyze results faster and more efficiently.

Founder-controlled, fully distributed, and growing sustainably, the company has received several awards for its unparalleled culture and product. It values resilience, transparency, ownership, and customer devotion, and infuses these values into everything it does. The organization is seeking a strategic, results-driven Sr. Manager, Sales Operations to lead and expand its Sales Operations capabilities. This is a high-impact role designed for an experienced professional who thrives at the intersection of strategy, operations, and execution. The ideal candidate will elevate the sales team's workflows, enabling scalable growth, data-driven decision-making, and optimized revenue performance. Reporting to the VP, Revenue Operations, this role will oversee a team of one Revenue Operations Specialist and collaborate closely with cross-functional leaders across Sales, Marketing, Finance, Product, and Customer Success to drive operational excellence.

Key Responsibilities

Strategic Leadership

• Spearhead cross-functional efforts to streamline and optimize the 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 VP, Revenue Operations on quarterly roadmap and teamwide updates to ensure a clear understanding of the prioritization and value of work in flight across partner teams.
• 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 a clear understanding of the reports being used across the teams.
• Develop and monitor key performance indicators (KPIs) to evaluate the effectiveness of sales strategies and inform future initiatives.
• Partner with the GTM Systems & Tools Manager and VP, Revenue Operations to further optimize current tools, systems, and processes that enable the sales team to perform optimally.
• Oversee reactive sales-related requests and ad hoc report needs in partnership with the Revenue Operations Specialist.
• 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.

What Success Looks Like

• Build trusted partnerships with Revenue leadership and cross-functional stakeholders.
• Deliver reliable forecasting, reporting, and operational insights that support informed decision-making.
• Establish scalable Sales Operations processes that enable efficient execution as the business grows.
• Continuously improve sales productivity through thoughtful process, systems, and workflow optimization.

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.
• 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.

Interview Overview

• 30-minute interview with a member of the Talent Team.
• 30-minute peer interview.
• A 1-hour Zoom interview with the hiring manager.
• Additional peer panel interviews with several team members.
• 30-minute Bar Raiser.

Travel & Team Engagement Expectations

This role requires up to 10% travel for team collaboration, customer engagements, and company events. Attendance at the annual company offsite is expected.

Salary

In the US, the on-target earnings for this role are typically $120,000 - $145,000, depending on skills and experience. Total compensation for this role consists of base salary and variable commission. Compensation is geo-neutral within the US, meaning that pay is based on job function and level, not location. For all other countries, there are competitive pay bands based on market standards. Individual compensation decisions are based on a number of factors, including experience level, skillset, and balancing internal equity relative to peers.

Why This Role?

Remote Work, Forever

• Fully distributed team with a permanent remote setup.
• Home office stipend, phone and internet reimbursement, coworking membership.
• Virtual and in-person team bonding.

Transparent & Fair Compensation

• Competitive geo-neutral pay in the U.S.
• Annual reviews to ensure equity and market alignment.
• Standardized bonus or commission structure.
• 401(k) with employer contributions.
• Equity opportunities.

Health & Wellness

• Comprehensive medical, dental, vision, disability, and life insurance for employees and dependents.
• 100% premium coverage for individuals on high-deductible plans.
• 24/7 Virtual Care and Employee Assistance Program.
• Employer-funded HSA contributions and other pre-tax benefits.
• Quarterly wellness stipend and free Headspace subscription.

Time Off & Family Benefits

• 4+ weeks of PTO, plus paid sick and mental health days.
• 13 paid holidays with the option to swap for personal days.
• Up to 16 weeks of fully paid parental leave.

Learning and Development

• Transparent pathways for internal mobility and promotion.
• Bi-annual performance reviews, team workshops, and leadership training.
• Unlimited access to Coursera and O'Reilly.
• 2 additional PTO days annually for learning and development.

Inclusive, Customer-First Culture

• Commitment to equity and valuing diverse perspectives.
• Agile, founder-led company focused on collaboration and innovation.
• Trusted by 3,000+ companies worldwide.

Benefits and compensation reflect offerings for U.S.-based employees. Support is provided for employees in other locations, in compliance with local laws and regulations. The organization has limitations on where it can hire and maintains a list of acceptable working locations based on job function. Guidelines are in place to ensure compliant work away from a designated permanent residence.