Senior Sales Operations Manager

Position Summary

We are seeking a highly analytical and execution-oriented Senior Sales Operations Manager to lead and optimize our global sales operations infrastructure. This role will be responsible for driving operational excellence across the sales organization by improving processes, managing forecasting and reporting, optimizing CRM and sales tools, and enabling scalable revenue growth.

The ideal candidate combines strong business acumen, data-driven decision-making, cross-functional leadership, and hands-on operational expertise. This person will act as a strategic partner to Sales Leadership, Finance, Marketing, and Customer Success.

Key Responsibilities

Sales Strategy & Planning

• Partner with sales leadership to define and execute sales operational strategies aligned with company growth objectives.
• Support annual planning, territory design, quota allocation, and capacity modeling.
• Build and maintain scalable sales processes that improve efficiency, visibility, and predictability.
• Drive operational cadence including QBRs, pipeline reviews, forecasting, and KPI tracking.

Forecasting & Analytics

• Own sales forecasting processes and pipeline accuracy.
• Develop dashboards and reports to monitor performance across pipeline, bookings, conversion rates, sales cycle, and productivity metrics.
• Analyze sales trends and provide actionable insights to leadership.
• Identify operational bottlenecks and recommend process improvements.

CRM & Systems Management

• Serve as the business owner for CRM platforms (e.g., Salesforce, HubSpot) and related sales technologies.
• Optimize workflows, automations, data hygiene, and reporting structures.
• Evaluate and implement new tools to improve sales productivity and operational scalability.
• Partner with RevOps, IT, and Finance teams on systems integrations and process alignment.

Cross-Functional Collaboration

• Collaborate with Finance on revenue planning, commission tracking, and reporting.
• Work closely with Marketing to improve lead management and funnel conversion.
• Support Customer Success and Account Management processes for renewals and expansion tracking.
• Align operational processes across GTM teams.

Process Improvement & Enablement

• Standardize sales processes, documentation, and best practices.
• Lead initiatives to improve sales productivity and operational efficiency.
• Support onboarding and training for sales tools and operational workflows.
• Establish governance and data quality standards across the sales organization.

Qualifications

• Bachelor’s degree in Business, Economics, Finance, Industrial Engineering, or related field.
• 7+ years of experience in Sales Operations, Revenue Operations, or Business Operations within a B2B technology company.
• Strong experience with CRM systems, preferably Salesforce.
• Proven expertise in sales forecasting, reporting, and pipeline management.
• Advanced analytical skills with strong proficiency in Excel/Google Sheets and BI tools (Tableau, Power BI, Looker, etc.).
• Experience working with senior sales leadership and cross-functional stakeholders.
• Strong project management and process optimization skills.
• Excellent communication and presentation abilities.

Preferred Qualifications

• Experience in high-growth SaaS, enterprise technology, or data center/cooling infrastructure environments.
• Familiarity with CPQ, ERP integrations, and sales compensation tools.
• Experience managing global sales operations processes.
• MBA or related advanced degree is a plus.