Sales Operations Manager

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

📋 Description

• Take ownership of the deal desk process from initial intake to handoff to Legal/Contracting, encompassing pricing reviews, deal structuring, approval routing, and necessary documentation.

• Ensure maintenance of approved pricing, discount guidelines, and approval pathways, while coordinating exceptions with decision-makers in Sales, Finance, and Legal.

• Evaluate deal economics and pinpoint financial or commercial issues that need escalation.

• Track deal desk turnaround times, discounts, exceptions, and recurring challenges, providing recommendations for improvements.

• Manage Sales reporting and dashboards covering pipeline, bookings, conversion rates, win/loss statistics, sales cycles, quota achievements, and other critical performance metrics.

• Assess Sales performance by representative, segment, and territory, delivering actionable insights to Sales leadership.

• Collaborate with Finance to align Sales bookings and pipeline data with the company's financial reporting.

• Oversee the weekly Sales forecasting process, including submissions, deal evaluations, forecast categories, rollups, and reporting.

• Supervise pipeline health, coverage, deal movement, close-date adjustments, and identification of gaps in targets.

• Partner with the VP of Global Sales to enhance forecast accuracy and collaborate with Finance to incorporate the Sales forecast into company planning.

• Develop territory and named-account assignments across segments in conjunction with Sales leadership.

• Model Sales capacity, quota, and ramp-up against the annual bookings plan.

• Administer Sales compensation plans and SPIFs, covering crediting rules, attribution between Sales and Customer Success, monthly commission calculations, and resolution of disputes.

• Manage the administration and roadmap of the commercial tech stack, including Salesforce, pipeline intelligence and forecasting tools, and sales intelligence and prospecting platforms.

• Ensure data quality, conduct data audits, and govern sales systems.

• Establish and document scalable sales workflows, including stage requirements, MEDDPICC qualification frameworks, Mutual Close Plan standards, and territory allocation guidelines.

• Maintain effective Sales handoffs with Marketing, Legal/Contracting, Finance, and Customer Success.

• Lead the implementation and adoption of changes in Sales processes and systems, managing relationships with Sales technology vendors.

• Collaborate closely with the VP of Sales and engage across Finance, Legal, Marketing, Customer Success, and Product.

• Supervise 1 full-time employee (FTE).

⛳️ Requirements

• A minimum of 7 years of experience in Sales Operations, Revenue Operations, Business Operations, or a related field, including time spent at a senior individual-contributor or management level.

• Proven track record in building or enhancing Sales Operations processes within a growing organization.

• Experience managing deal desk processes, pricing administration, and approval workflows.

• Advanced proficiency in Salesforce, including reporting, dashboards, validation rules, approval processes, and data management.

• Strong background in Sales forecasting, pipeline management, performance reporting, and analytics.

• Experience overseeing Sales compensation, quota, and territory plans.

• Strong skills in Excel and financial modeling, with experience in BI or reporting tools.

• Ability to translate data into clear recommendations for Sales and executive leadership.

• Experience in effective collaboration across Sales, Finance, Legal, Marketing, and Customer Success.

• B2B SaaS experience in a growth-stage company.

• Proof of eligibility to work in the United States.

• Must be a resident of the United States.

• Experience in healthcare, medical education, simulation, med-tech, or other complex institutional sales environments.

• Experience supporting enterprise, academic/institutional, government/defense, international, or channel sales.

• Familiarity with public-sector or higher-education procurement and contracting.

• Experience with MEDDPICC or a similar qualification framework.

🏝️ Benefits

• Remote work environment.

• SimX covers 99% of employee premiums and 50% of dependent premiums for medical, dental, and vision.

• 401(k) plan with employer matching.

• Company-issued laptop.

• Home office credit.

• Internet reimbursement.

• Unlimited PTO.