Sales Operations Manager

Responsibilities

GTM Strategy & Planning

• Capacity Modeling: Build the multi-year headcount models that dictate hiring.
• Territory Design & Segmentation: Own the logic for how we carve the world. Lead the transition from a "geographic" model to a more sophisticated "segmentation" model (Firmographics, Technographics, or Intent-based).
• Annual Planning: Lead the integrated planning process between Sales, Finance, and Marketing to ensure the board-level targets are actually achievable based on pipeline math.

Revenue Intelligence & Advanced Analytics

• Pipeline Velocity Analysis: Analyze the leakage points. Identify why deals stall at specific stages and recommend structural changes to the sales cycle.
• Performance Benchmarking: Develop a "Rep Scorecard" system to identify the DNA of top performers. Use these insights to advise sales leadership on where to focus coaching and enablement resources.
• Win/Loss Insights: Lead the cross-functional post-mortem on why we win or lose. Synthesize this data to influence product roadmap and competitive positioning.

Sales Incentive Design

• Comp Plan Architecture: Work with the Strategic Finance and VP of Sales to design annual and quarterly commission structures. Align rep behavior with corporate goals (e.g., incentivizing multi-year deals or specific product attachments).
• SPIFF Strategy: Design and measure the impact of short-term tactical incentives to drive specific behaviors during "bridge" months or product launches.

Sales Methodology & Change Management

• Sales Process Engineering: Define the "Standard Way" we sell. Whether it’s SPICED, MEDDIC, or a custom framework, own the documentation and the "inspectability" of that process.
• Cross-Functional Collaboration: Act as the primary interface between Sales Finance and Marketing. Manage the Lead-to-Opportunity handoff and ensure the "feedback loop" on lead quality is data-driven, not anecdotal.

Operational Rigor & Governance

• Forecasting Cadence: Own the "Number." Lead the weekly forecast calls with leadership, moving them away from "gut feel" toward a "weighted-pipeline" and "commit-based" methodology.
• Sales Enablement Strategy: Partner with Enablement to ensure that strategy translates to execution. Identify the what (e.g., "we are losing on price") so Enablement can build the how (e.g., negotiation training).

Requirements

• 5+ years of strategy, operations, and analytics experience with a track record of driving growth - working in sales operations, preferably in a high-growth SaaS environment (preferably $100M+ ARR).
• Expertise to quickly drill down into the business funnel for outbound and inbound sales motions, and how that connects to revenue.
• Excellent analytical and quantitative modeling skills; ability to analyze and interpret data, provide actionable insights, and deliver measurable results.
• Expert proficiency with core sales tools (e.g. Salesforce, Gong, Outreach, etc.) and best practices for sales data management.
• Expert level user of Gsheets / Excel; experience with BI and Data Analysis tools like Tableau or Hex in business user and/or analyst capacity. SQL proficiency is a plus.
• Strong collaborator, works well with stakeholders, gains trust, enjoys working with people.
• Demonstrates ability to convey complex information to executives clearly and concisely; can resolve tradeoffs. Effective communicator across levels and audiences.
• Hands on and proactive, with a builders mentality.
• Maintaining high ownership mentality, demonstrated by developing projects of >6-12 months length.
• Curious and willing to adopt AI tools to work smarter and deliver better results.

What We Offer

• Competitive salary
• Equity (post-series D & backed by top VCs)
• Private health insurance, including plan options at no cost to employees
• Paid parental leave
• Flexible time off policy
• Flexibility to work from home Monday and Friday
• Mental health support with Workplace Options
• Family planning support with Maven
• $100 per month Lifestyle Stipend
• Wellness Days
• Winter Break