The Revenue Operations team is a strategic partner to Outreach's go-to-market organization, focused on enabling scalable growth, operational excellence, and data-driven decision making across the revenue engine. We work closely with Sales Leadership, Marketing, Customer Success, Finance, Business Intelligence, and cross-functional operations partners to design and optimize the processes, tools, and insights that help our customer-facing teams perform at their best. It's a role where your work has visible, direct impact, the systems you build and the decisions you influence show up in how the entire go-to-market team operates day to day. We have an AI first mindset; so we are always deeply curious about how AI and automation can sharpen our craft, and we're always looking for ways to build smarter, faster systems that give our teams a real edge.
Outreach is looking for a strategic, results-oriented Senior Sales Operations Manager to join our Revenue Operations team, owning the Sales Operations function for our Enterprise segment and our Sales Development Representative (SDR) organization. You'll partner with leaders across Sales, CX, and Marketing as a trusted advisor and business partner, driving territory design, forecast strategy, and sales process for Outreach's largest and most strategic accounts. This is a high-impact, highly visible individual contributor role reporting to the Director of Sales Operations.
Our Revenue Operations organization is AI-first: we design, launch, and scale AI agents and agentic workflows to drive our GTM motion, and this role sits at the center of that transformation, partnering with SDR leadership to identify where AI can improve pipeline generation, outreach efficiency, and rep productivity. You're a strategic thinker who takes a data-first approach, ruthlessly prioritizes, and thrives in a fast-paced environment, driving repeatability, predictability, and scalability across the business.
Enterprise Segment Operations
- Territory Design Strategy: Own Enterprise account territory design and ownership strategy
Define key performance metrics, create reports and dashboards to derive insights into the health of the business, identify areas of weakness, and present improvement recommendations to the Enterprise segment leader.
Conduct in-depth business analysis of the Enterprise segment and identify growth opportunities. Develop key insights to drive critical business decisions
Drive forecast management excellence to ensure sustained, predictable growth across all business units, and own weekly forecast calls.
Demonstrated ability to drive continuous improvement in scalable sales/business processes and deliver results.
Strong stakeholder management skills – able to manage upwards effectively and demonstrate confidence in presenting ideas with executive audiences.
SDR Operations, AI & Process Excellence
Own end-to-end SDR operations: process design, workflow optimization, and continuous improvement across prospecting, outbound, and pipeline hand-off motions.
Define and manage SDR KPIs and reporting – activity metrics, conversion rates, meetings set/held, pipeline sourced, and quota attainment – with dashboards that give SDR leadership real-time visibility into team health.
Partner with SDR leadership to design and launch AI GTM agents and agentic AI workflows that automate prospecting, lead scoring, sequencing, and follow-up, improving rep productivity and pipeline velocity.
Identify opportunities to apply AI and automation across the broader GTM motion (segmentation, routing, forecasting, coaching) and drive adoption in partnership with Enablement and RevTech teams.
Bring a data-first approach to every conversation with sales leadership: use data to surface insights, test hypotheses, and make recommendations rather than relying on anecdote or intuition.
Build scalable processes and playbooks that support a growing SDR org, and partner cross-functionally to ensure SDR-to-AE hand-offs are seamless and measurable.
Our Vision of You
7–8+ years of sales operations.
Sales Ops experience supporting enterprise or global segments. Experience supporting SDR/BDR organizations.
Demonstrated experience (or strong interest and aptitude) launching or scaling AI agents, agentic AI, or automation tools within a GTM or revenue operations context.
A data-first mindset – genuinely believes in using data for insight generation, and is comfortable challenging sales leadership with data-backed recommendations.
Excellent problem solving and analytical skills with the ability to translate complex ideas/data into consumable insights.
Pipeline management and forecasting experience.
Experience defining and reporting on SDR/BDR KPIs and activity metrics.
Strong communication and presentation skills.
Solid understanding of the tech industry and the SaaS world and demonstrable knowledge and understanding of sales disciplines.
Solid functional understanding of salesforce.com CRM; strong experience with creating and maintaining reports and dashboards.
Knowledge of Outreach, ZoomInfo, LinkedIn Navigator and various AI LLM tool (Claude preferably) is a plus.
Strong sense of urgency, to take initiative and commitment to see things through toward actionable outcomes and results.
Flexible team player, with a bias for action.
Ability to balance sharp focus on measurable outcomes with deep and genuine empathy for people, customers, and the business.
This is a hands-on position; the ideal candidate must be willing to “roll up their sleeves”.
Bachelor's degree in business, Finance, or relevant field. MBA is a plus.
Advanced Excel knowledge.
Skills Required
- 7-8+ years of sales operations experience
- Sales operations experience supporting enterprise or global segments and SDR/BDR organizations
- Experience launching or scaling AI agents, agentic AI, or automation tools within GTM or revenue operations
- Pipeline management and forecasting experience; own weekly forecast cadence
- Experience defining and reporting on SDR/BDR KPIs and activity metrics, building dashboards
- Strong functional understanding of salesforce.com CRM; creating and maintaining reports and dashboards
- Advanced Excel knowledge
- Data-first mindset with strong analytical and problem-solving skills; translate data into insights
- Strong communication and presentation skills; stakeholder management and executive presentations
- Solid understanding of the tech industry and SaaS sales disciplines
- Bachelor's degree in Business, Finance, or relevant field
- Knowledge of Outreach, ZoomInfo, LinkedIn Navigator, and AI LLM tools (Claude)
- MBA
- Bias for action, sense of urgency, willing to be hands-on/roll up sleeves
Outreach Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Outreach and has not been reviewed or approved by Outreach.
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Parental & Family Support — Parental leave is described as unusually generous, including extended leave and distinctive transition support such as a paid night nurse option and food delivery. Family-oriented benefits are repeatedly positioned as a standout part of the overall package.
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Healthcare Strength — Medical, dental, and vision coverage is described as comprehensive, with the employer covering a majority of premiums in many cases. Mental health support and an EAP for confidential counseling are also included as part of the health offering.
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Equity Value & Accessibility — Equity (stock options/RSUs) is commonly included as part of total compensation and is framed as a meaningful component of rewards. For some roles, equity is viewed as a notable source of upside that complements cash compensation.
Outreach Insights
What We Do
Outreach is the number one sales engagement platform. Using advanced machine learning and AI to automate and prioritize customer touchpoints, Outreach dramatically increases sales reps' effectiveness and ability to drive smarter, more insightful engagement with their customers. We're on a mission to make every customer-facing rep wildly productive.
Why Work With Us
We balance explosive growth with unwavering values. We believe in agility, but we don't compromise on high standards or delivering the best quality. Everyone truly wants to do the right thing. At Outreach, you are not only permitted to own your business, but expected to. If you're excited by ownership, you'll fit right in. You will never be bored.
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