Manager, Sales Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage a Salesforce Administrator and a Sales Operations Specialist directly.

• Establish goals, delegate and prioritize tasks, and conduct regular one-on-one meetings for coaching and feedback.

• Oversee the intake and prioritization of requests related to sales systems and operations.

• Foster the development of team members' skills and career trajectories, perform performance evaluations, and engage in the hiring process.

• Create documentation for processes, system modifications, and reporting.

• Supervise the configuration, upkeep, and enhancement of Salesforce, Gong, DealHub, and ZoomInfo.

• Direct the creation of Salesforce flows, validation rules, page layouts, and integrations, while managing complex builds directly.

• Collaborate with Marketing Operations on the synchronization between HubSpot and Salesforce, inbound lead routing, Chili Piper, and the marketing-to-sales transition.

• Control user access, manage licensing, oversee system documentation, and assess new sales tools.

• Define opportunity stages, exit criteria, and necessary fields.

• Map out opportunity-to-close and quote-to-cash processes and eliminate bottlenecks.

• Establish automated data-quality guardrails in collaboration with Finance.

• Conduct weekly forecasting in Gong and Salesforce.

• Reconcile bookings and ARR with the FP&A team.

• Develop and maintain sales capacity models that encompass ramp time, productivity, attrition, and quota coverage.

• Monitor pipeline generation and coverage categorized by segment, region, and representative.

• Design and distribute territories and account assignments while upholding rules of engagement.

• Assist in the annual development of quota and commission plans through analysis and modeling.

• Manage DealHub quoting and approval workflows, including discount approvals and non-standard terms.

• Create dashboards for tracking pipeline health, stage conversion rates, sales cycle duration, and deal slippage.

• Lead win/loss assessments and competitive analyses.

• Evaluate pricing and discount trends, identifying whitespace and expansion opportunities.

• Prepare and deliver materials for pipeline reviews, QBRs, and updates for executives.

• Partner with Sales Enablement to onboard representatives and promote the adoption of tools and workflows.

• Carry out additional responsibilities as assigned.

⛳️ Requirements

• A minimum of 5 years in Sales Operations or Revenue Operations, specifically in B2B SaaS.

• Practical experience in forecasting, capacity planning, and territory and quota processes.

• Expertise at the Salesforce administrator level, encompassing flows, validation rules, reports, and dashboards.

• Salesforce Administrator certification is preferred.

• Hands-on experience with Gong, ZoomInfo, and a CPQ tool; DealHub is preferred.

• Demonstrated ability in constructing sales capacity models, conducting pipeline coverage analyses, and formulating quota and commission plans.

• Strong analytical capabilities with advanced skills in Excel or Google Sheets.

• Experience with a BI tool and SQL is preferred.

• Excellent communication skills with the capability to translate data into actionable recommendations for sales leadership.

• Proven ability to build trust with sales representatives and managers.

• At least 1 year of experience in people management or formal team leadership.

• Experience in mentoring others and managing a shared workload.

• A bachelor's degree or equivalent professional experience is preferred.

• Proficiency in Excel.

• Detail-oriented approach.

• Salesforce administrator-level expertise of 2–3 years is required.

• Salesforce certification is preferred.

• A bachelor's degree or higher is preferred.

🏝️ Benefits

• Commitment to equal employment opportunities across recruitment, hiring, training, compensation, promotions, benefits, and disciplinary actions.

• At-will employment.