Sr Manager, Sales Operations & Enablement

About the role

The Transition Architect: You have a proven track record of moving teams from manual, ad-hoc processes to highly structured, automated sales operations models.
The System Thinker: You understand how to translate business requirements into technical Salesforce architectures that scale.
The Collaborative Influencer: You easily navigate matrixed organizations, building alignment between highly contrasting teams like Legal, Compliance, Finance, and fast-moving Sales organizations.

Responsibilities

• Lead the strategic evolution of our commercial lifecycle.
• Define the Sales Engine: Map, document, and standardize the end-to-end commercial lifecycle, ensuring crisp stages and seamless hand-offs across compliance, legal, finance, product, customer service, and marketing.
• Standardize Complex Streams: Establish repeatable playbooks for diverse revenue and value streams including margin expansion, supplier-funded discounts, marketing campaigns, sponsored listings, and renewal strategies.
• Drive Institutional Clarity: Eliminate ambiguity by introducing clear functional accountability at every stage of the partner pipeline.
• Own the business design of Salesforce and supporting commercial tools. Ensure our systems are designed around real-world workflows rather than forcing teams to adapt to rigid tools.
• Collaborate with Engineering: Collaborate with an Individual Contributor (IC) Salesforce Product Manager/Admin to engineer highly automated workflows that reduce manual burden, eliminate administrative friction for sellers, and adhere strictly to Capital One’s risk and compliance boundaries.
• Orchestrate deep integrations between Salesforce, internal operations systems (Jira), and Business Intelligence tools (Looker) to centralize accounts, opportunities, contracts, and campaigns.
• Design, implement, and govern a coherent, unified sales incentive framework that aligns supply teams with core business priorities (contracted margin, marketing fund utilization, and cost savings).
• Tie compensation directly to verified data structures within Salesforce and Looker, removing the manual spreadsheet tracking burden from sales managers and finance partners while ensuring maximum transparency.
• Develop executive dashboards showcasing pipeline dynamics, win-rates, margin yield trends, and marketing ROI.
• Standardize how we measure and report the tangible value delivered by the commercial team (including cost savings from disputes and debit memos) to defend and expand future organizational investment.
• Deliver the materials, competitive insights, and localized plays needed by sales teams to capture premium traveler value and win enterprise-level partnerships.

Requirements

• Bachelor’s Degree or Military experience
• At least 6 years of sales operations or process management experience
• Masters or MBA degree preferred
• 5+ years of Salesforce experience

Qualifications

• Basic Qualifications: Bachelor’s Degree or Military experience
• Preferred Qualifications: Masters or MBA degree, 5+ years of Salesforce experience

Skills

• Proven track record of moving teams from manual, ad-hoc processes to highly structured, automated sales operations models
• Understanding of translating business requirements into technical Salesforce architectures that scale
• Ability to navigate matrixed organizations and build alignment between highly contrasting teams like Legal, Compliance, Finance, and fast-moving Sales organizations

Benefits

• Comprehensive, competitive, and inclusive set of health, financial, and other benefits

Pay

• Chicago, IL: $182,500 - $208,300 for Sr. Mgr, Business Development
• McLean, VA: $200,700 - $229,100 for Sr. Mgr, Business Development
• New York, NY: $219,000 - $249,900 for Sr. Mgr, Business Development
• Richmond, VA: $182,500 - $208,300 for Sr. Mgr, Business Development

Schedule

• Full-time