Sales Operations Manager

This is a fully remote position, open to applicants in North America.

📋 Description

• Oversee the weekly forecasting process, which includes submission timelines, data verification, consolidated reporting, and preparation for meetings.

• Conduct forecast and pipeline assessments with sales leaders, emphasizing changes, potential risks, and necessary follow-up actions.

• Monitor forecast performance and analyze variances.

• Prepare materials for monthly sales performance evaluations and quarterly business reviews.

• Record decisions and action items, following up with responsible parties and escalating any unresolved issues.

• Keep track of pipeline coverage, opportunity advancement, conversion rates, deal slippage, and the duration of the sales cycle.

• Ensure consistency in opportunity stages, forecast categories, reporting standards, opportunity values, closing dates, next steps, and account details.

• Maintain dashboards and reports related to bookings, pipeline status, forecast performance, quota achievement, and sales productivity.

• Reconcile reporting discrepancies with the Finance team and prepare reports for commercial leadership.

• Collaborate with account owners and Client Success teams to manage renewal and expansion reports.

• Assist in territory management, account coverage, sales capacity planning, quota distribution, productivity assessments, ramp time, and overall coverage strategy.

• Administer inputs for sales compensation, quotas, plan documentation, sales-crediting records, and approved plan modifications.

• Identify opportunities for sales workflow enhancements and gather requirements for Salesforce improvements, reporting, and automation.

• Maintain process documentation and oversee deal approval workflows involving Sales, Finance, and Legal departments.

• Facilitate smooth transitions from Sales to Client Success and Professional Services.

• Collaborate with Sales Enablement to provide training and support for onboarding new hires.

• Offer operational support for sales kickoffs and planning initiatives.

• Build rapport with regional sales teams and associated functions.

• Balance competing demands and prioritize tasks based on business requirements.

⛳️ Requirements

• 5+ years of experience in Sales Operations or a closely related commercial operations position.

• Relevant experience in enterprise B2B software or SaaS is essential.

• Preferred experience in supporting international sales teams or working within supply chain technology, enterprise integration, manufacturing, or logistics.

• Practical experience with sales forecasting, pipeline management, reporting, and ensuring CRM data quality.

• Background in supporting sales planning and incentive compensation processes.

• Proficient in Salesforce reporting and dashboard creation.

• Ability to convert business requirements into clear system specifications.

• Advanced analytical skills using Excel or equivalent tools.

• Familiarity with business intelligence tools is a plus.

• Understanding of enterprise sales cycles and Annual Recurring Revenue (ARR) business models.

• Strong attention to detail with the ability to identify and rectify data discrepancies.

• Confidence in leading discussions with Sales leaders, challenging incomplete information, and ensuring follow-through on commitments.

• Excellent organizational skills and the capacity to juggle recurring deadlines alongside improvement initiatives.

• Strong communication skills with a practical, collaborative approach.

🏝️ Benefits

• Customer-focused work environment.

• Access to cutting-edge supply chain technology and innovations.

• Flexible work location options.

• Competitive compensation packages.

• Inclusive parental leave policy that supports all parents and careers.

• Options for personal and pet insurance.

• Flexible time off and paid holidays.

• 401k plan and bonus program.

• Wellness and mental health initiatives.

• Generous employee referral bonus program.

• Enjoyable work atmosphere.