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We are seeking a strategic and analytical Sr Manager, Sales Operations to serve as the operational engine of our Sales organization. This role drives revenue execution through sales planning, forecasting, process optimization, performance management, and operational excellence, ensuring the sales team can scale efficiently and achieve ambitious growth objectives.
Partnering closely with Sales Leadership, Finance, Business Planning & Analytics, Systems, and Enablement, this role translates business strategy into scalable operating models, performance frameworks, and execution plans. Through data-driven insights, process innovation, and cross-functional collaboration, this role improves forecast accuracy, seller productivity, and organizational effectiveness.
As AI increasingly transforms how revenue teams operate, this role will also help identify and implement AI-enabled processes, automation, and decision-support capabilities that enhance sales planning, execution, and productivity. The ideal candidate combines strong business acumen, operational rigor, and a forward-thinking mindset to help shape a more intelligent and scalable sales organization.
Key Responsibilities:
• Lead territory design, quota allocation, and capacity planning to align sales resources with market opportunity and revenue objectives.
• Drive pipeline management and forecast support by monitoring pipeline health, identifying risks and opportunities, and improving forecast accuracy and predictability.
• Design, standardize, and continuously optimize sales processes, operating cadences, and governance frameworks to improve seller productivity and execution at scale.
• Partner with Sales Leadership, Finance, Business Planning & Analytics, Systems, and Enablement to translate business objectives into actionable sales strategies and operational plans.
• Develop and operationalize performance metrics, dashboards, and review processes that drive accountability and enable data-driven decision making.
• Leverage analytics and insights to identify trends, bottlenecks, and opportunities across sales productivity, pipeline progression, conversion rates, and revenue attainment.
• Champion the adoption of AI-enabled tools and automation to streamline workflows, improve forecasting, reduce administrative burden on sellers, and increase operational efficiency.
• Evaluate and implement emerging technologies, data practices, and AI-driven capabilities that enhance sales planning, execution, and decision-making.
• Establish scalable processes and data standards that improve visibility, support future AI initiatives, and enable a more intelligent, proactive sales operating model.
Qualifications:
• 7+ years of experience in Sales Operations, Revenue Operations, Business Operations, Management Consulting, or related strategic operations roles.
• Experience supporting and scaling B2B SaaS sales organizations, including territory planning, forecasting, pipeline management, and sales performance optimization.
• Proven ability to partner with Sales Leadership to develop and execute operational strategies that improve productivity, forecast accuracy, and revenue outcomes.
• Strong understanding of SaaS business models and key performance metrics, including ARR, pipeline coverage, conversion rates, retention, and sales productivity.
• Advanced analytical and problem-solving skills, with the ability to synthesize complex data into actionable business insights and recommendations.
• Experience leading cross-functional initiatives and influencing stakeholders across Sales, Finance, Analytics, Systems, and Enablement functions.
• Expertise with CRM platforms (Salesforce preferred) and familiarity with modern revenue technology stacks, including forecasting, sales engagement, and conversation intelligence tools.
• Experience leveraging automation, AI, and data-driven workflows to improve operational efficiency, decision-making, and seller effectiveness.
• Strong communication and executive presentation skills, with the ability to influence decisions and drive alignment across all levels of the organization.
• Highly self-directed with the ability to thrive in a fast-paced, evolving environment and balance strategic thinking with hands-on execution.
This position offers a salary range of $130,000 - $160,000 CAD per year plus participation in a discretionary bonus plan. Final compensation will be based on skills, experience, and qualifications. The role is for an existing vacancy.
Skills Required
- 7+ years of experience in Sales Operations, Revenue Operations, Business Operations, Management Consulting, or related strategic operations roles
- Experience supporting and scaling B2B SaaS sales organizations including territory planning, forecasting, pipeline management, and sales performance optimization
- Proven ability to partner with Sales Leadership to develop and execute operational strategies that improve productivity, forecast accuracy, and revenue outcomes
- Strong understanding of SaaS business models and key performance metrics including ARR, pipeline coverage, conversion rates, retention, and sales productivity
- Advanced analytical and problem-solving skills, with ability to synthesize complex data into actionable insights
- Experience leading cross-functional initiatives and influencing stakeholders across Sales, Finance, Analytics, Systems, and Enablement
- Expertise with CRM platforms (Salesforce preferred) and familiarity with modern revenue technology stacks (forecasting, sales engagement, conversation intelligence)
- Experience leveraging automation, AI, and data-driven workflows to improve operational efficiency and seller effectiveness
- Strong communication and executive presentation skills to influence decisions and drive alignment across the organization
- Highly self-directed with ability to thrive in a fast-paced, evolving environment and balance strategy with hands-on execution
What We Do
BlueCat is the Adaptive DNS™ company. Our mission is to help the world’s largest organizations thrive on network complexity, from the edge to the core. To do this, BlueCat re-imagined DNS. The result – Adaptive DNS™ – is a dynamic, open, secure, scalable, and automated resource that supports the most challenging digital transformation initiatives, like adoption of hybrid cloud and rapid application development.
