Sales Operations Manager

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

📋 Description

• Take ownership of the weekly and monthly sales and expansion forecasting process; create, validate, and present forecasts to the Senior Leadership Team (SLT) and Financial Planning & Analysis (FP&A).

• Conduct pipeline reviews to enhance forecast accuracy and predictability.

• Create and sustain forecasting models, advancing reporting towards predictive pacing.

• Monitor quota attainment, pacing, and pipeline coverage across representatives, teams, and product categories.

• Generate monthly forecast and pacing reports for the Executive Leadership Team (ELT) and FP&A.

• Evaluate sales performance, trends, risks, and opportunities; provide actionable insights for leadership.

• Develop and maintain performance reporting and dashboards.

• Manage the complete commissions process, including inputs for plan design, monthly calculations, dispute resolution, and payout approvals.

• Maintain commission calculators and act as the primary contact for commission disputes.

• Collaborate with Go-To-Market (GTM) leaders, Finance, Legal, and People teams on commission plans.

• Assist in the annual territory design and quota-setting in partnership with Sales, Customer Experience (CX), Revenue Operations (RevOps), and Chief Revenue Officer (CRO) leadership.

• Keep sales and CX capacity models updated and identify headcount or coverage risks.

• Review and authorize non-standard deals, discounts, custom terms, pricing exceptions, and bundled structures.

• Enforce discount authority and minimum deal size regulations.

• Monitor contract errors, re-send frequency, and discrepancies between bookings and revenue.

• Oversee quote-to-cash audits and ensure accurate capture of implementation and setup fees for Monthly Recurring Revenue (MRR) reporting.

• Manage partner attribution tracking and maintain partner performance scorecards and pipeline reports.

• Support Independent Software Vendor (ISV) channel compensation through accurate revenue-share calculations.

• Promote operational efficiency and strategic initiatives to enhance sales productivity and deal execution.

• Supervise and develop two direct reports within Deal Desk, Order to Cash, and Partner Operations.

• Identify and apply AI and machine learning tools for predictive forecasting, churn propensity modeling, and automation of reporting.

• Utilize large language models (LLMs) and AI-assisted workflows to automate regular reporting processes.

• Offer a quarterly perspective on emerging AI analytics tools and practices relevant to Revenue Operations (RevOps).

• Anticipate travel once per quarter if not situated in the Denver area.

⛳️ Requirements

• Over 5 years of experience in Sales Operations, GTM Operations, FP&A, or Business Analytics, preferably within a SaaS setting.

• Advanced skills in Google Sheets/Excel, encompassing pivot tables, lookups, data modeling, and handling large datasets.

• Familiarity with forecasting and pipeline management tools, along with sales engagement/insight platforms like Gong.

• Strong expertise in Salesforce, including dashboards, reporting, and data management.

• Experience in supporting territory planning and coverage models.

• Proven capability to collaborate with senior Sales leaders and influence decisions using data.

• Strong analytical, problem-solving, and communication skills, with the ability to work independently.

• Demonstrated experience employing AI tools within a professional analytics environment.

• Excellent project management abilities with meticulous attention to detail.

• At least 1 year of experience in people management or mentoring.

• Background in healthcare or health-tech is advantageous.

• Experience with LLM APIs like OpenAI or Anthropic, or AI-assisted analytics tools such as Gong Intelligence, HubSpot AI, Clay, or similar, in a RevOps or sales ops context.

• Must be eligible to work in the United States without sponsorship.

🏝️ Benefits

• Flexibility to work in a manner that suits you within your employment country – whether in-office, remote, or hybrid.

• Ongoing investment in your professional development.

• Immediate access to a comprehensive health and wellness benefits package, including an annual wellness stipend.

• 401k plan with up to a 4% match and immediate vesting.

• Flexible and generous paid time off (FTO).

• Employee Stock Purchase Program.

• Variable compensation component available in most US locations.