Job description

Summary Job Title: Senior Manager, Sales Operations Position Summary: The Senior Manager, Sales Operations is responsible for leading the processes, systems, and analytics that enable a high-performing sales organization. This role partners closely with sales leadership, finance, marketing, and other cross-functional teams to improve forecast accuracy, optimize pipeline management, strengthen reporting, and drive operational efficiency. The ideal candidate combines strategic thinking, strong analytical capability, and hands-on execution to support revenue growth and scalable sales performance. Ideally, this candidate will have a strong Sales Operations background who can drive process improvements, lead SFDC/CPQ enhancements, and bring experience in Sales Compensation. Overall, we are looking for a high-impact candidate who can advance the function and partner with Sales to evolve team capabilities. Job Responsibilities • Lead sales operations strategy and execution to improve productivity, scalability, and performance across the sales organization. • Own and enhance core sales processes, including territory planning, pipeline management, forecasting, quota support, and performance reporting. • Leverage data and analytics to uncover growth opportunities and enhance operational efficiency in collaboration with Sales and Marketing teams. Develop and maintain dashboards, reports, and analyses that provide actionable insight into bookings, pipeline health, conversion rates, sales activity, and productivity. • Partner with sales leadership to drive forecast rigor, identify risks and opportunities, and support decision-making with data-driven recommendations. • Partner with sales leadership and finance to support sales compensation planning, incentive design, quota deployment, and alignment to business goals. • Manage CRM and related sales technology processes to ensure data quality, process compliance, and effective system adoption. • Champion enhancements to the Sales & Marketing tech stack—including Salesforce, CPQ, marketing automation, analytics, and reporting platforms—ensuring systems are optimized to support business goals. • Work cross-functionally with finance, marketing, customer success, and business operations to align reporting, planning assumptions, and go-to-market execution. • Identify process bottlenecks and lead continuous improvement initiatives that simplify workflows and improve the seller experience. • Support annual planning activities, including headcount planning, capacity modeling, target-setting support, and operating cadence reviews. • Lead, coach, and develop sales operations team members while fostering a culture of accountability, collaboration, and continuous improvement. • Prepare executive-level insights, business reviews, and recommendations for senior leadership. Qualifications • Bachelor’s degree in business, finance, economics, marketing, or a related field. • 7+ years of experience in sales operations, revenue operations, business operations, or a related analytical business function. • Demonstrated experience supporting sales forecasting, pipeline management, reporting, and process improvement. • Strong analytical and problem-solving skills with the ability to translate data into clear business insights and recommendations. • Experience with CRM platforms such as Salesforce and Pardot • Experience with BI and analytics platforms such as Power BI, Tableau, or similar tools. • Proven ability to work effectively across cross-functional teams and influence stakeholders at multiple levels of the organization. • Working knowledge of sales compensation processes, territory design, or capacity planning. • Sound understanding of quote-to-cash, lead management, and broader revenue operations processes. • Experience leading initiatives and managing or mentoring team members in a fast-paced environment. • MBA or other advanced degree would be prefered • Salesforce certification(s) (e.g. Administrator, Advanced Administrator; CPQ Specialist, and/or relevant platform certifications) • Experience in a high-growth, global, or matrixed business environment. #Remote #LI-Remote #LI-CG1

Requirements

Must-haves

Job Title: Senior Manager, Sales Operations
Lead sales operations strategy and execution to improve productivity, scalability, and performance across the sales organization.
Own and enhance core sales processes, including territory planning, pipeline management, forecasting, quota support, and performance reporting.
Partner with sales leadership to drive forecast rigor, identify risks and opportunities, and support decision-making with data-driven recommendations.
Partner with sales leadership and finance to support sales compensation planning, incentive design, quota deployment, and alignment to business goals.
Manage CRM and related sales technology processes to ensure data quality, process compliance, and effective system adoption.
Champion enhancements to the Sales & Marketing tech stack—including Salesforce, CPQ, marketing automation, analytics, and reporting platforms—ensuring systems are optimized to support business goals.
Work cross-functionally with finance, marketing, customer success, and business operations to align reporting, planning assumptions, and go-to-market execution.
Identify process bottlenecks and lead continuous improvement initiatives that simplify workflows and improve the seller experience.
Support annual planning activities, including headcount planning, capacity modeling, target-setting support, and operating cadence reviews.
Lead, coach, and develop sales operations team members while fostering a culture of accountability, collaboration, and continuous improvement.
Prepare executive-level insights, business reviews, and recommendations for senior leadership.
Bachelor’s degree in business, finance, economics, marketing, or a related field.
7+ years of experience in sales operations, revenue operations, business operations, or a related analytical business function.
Demonstrated experience supporting sales forecasting, pipeline management, reporting, and process improvement.
Strong analytical and problem-solving skills with the ability to translate data into clear business insights and recommendations.
Experience with CRM platforms such as Salesforce and Pardot
Experience with BI and analytics platforms such as Power BI, Tableau, or similar tools.
Proven ability to work effectively across cross-functional teams and influence stakeholders at multiple levels of the organization.
Working knowledge of sales compensation processes, territory design, or capacity planning.
Sound understanding of quote-to-cash, lead management, and broader revenue operations processes.
Experience leading initiatives and managing or mentoring team members in a fast-paced environment.
MBA or other advanced degree would be prefered
Salesforce certification(s) (e.g. Administrator, Advanced Administrator; CPQ Specialist, and/or relevant platform certifications)

Nice-to-haves

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Keywords to mirror

Platform: successfactors-unify
Effort: medium

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