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The Role
About SugarCRM
From the very beginning, SugarCRM had a unique vision: to offer a different kind of customer relationship management (CRM) software. We pioneered a solution that easily adapts to customer needs, and now, more than two decades later, we’re on a mission to help sales teams reach their highest potential.
Our diverse team around the world shares a passion for helping customers succeed. Together, we’re building a culture that values personal and professional growth—and we’re proud to be recognized as a Great Place to Work. We care about work/life balance and flexibility for our employees, and we're proud of how we show up for our customers every day.
If you're looking to level up your career and help businesses grow better and faster, you’re in the right place. Learn more about SugarCRM careers and how you can be part of our journey.
Where Do You Fit In?
As a Sr. Manager, Revenue Operations at SugarCRM, you will manage a small but high-impact Revenue Operations team, providing mentorship, setting priorities, and driving alignment across cross-functional initiatives.. Acting as a strategic partner to both the sales and leadership teams, you will be responsible for optimizing sales processes, uncovering insights through data analysis, and improving the operational backbone that supports our go-to-market efforts. This role is key to enabling data-driven decision-making, accelerating revenue growth, and ensuring seamless execution of our sales strategy.
**This role operates on a hybrid model, with a mix of remote work and in-office collaboration at our Denver, CO location, specifically, working in-office a minimum of 3 days per week**
Impact You Will Make:
- Team Leadership
- Lead, coach, and develop a small team of Revenue Operations professionals.
- Set clear goals, prioritize workstreams, and ensure alignment with sales and go-to-market strategy.
- Sales Process Optimization
- Analyze and streamline end-to-end sales processes to enhance efficiency, scalability, and rep productivity.
- Identify gaps and implement improvements across the lead-to-close cycle.
- Territory Design & Management
- Lead annual and ad hoc territory design and segmentation strategies to ensure equitable and strategic coverage across geographies, segments, and verticals.
- Partner with Sales and Strategy teams to evaluate account potential, rep capacity, and whitespace opportunities.
- Maintain territory alignment documentation and ensure accurate system mapping in CRM and related tools.
- Operational Support
- Proactively identify and resolve operational pain points for the sales team, enabling higher performance through process enhancement and automation.
- Revenue Enablement
- Uncover revenue growth opportunities through analysis of pipeline, win/loss trends, and rep productivity.
- Implement data-driven initiatives that improve conversion rates and drive profitability.
- Sales Forecasting & Reporting
- Support the forecasting process by validating inputs, monitoring pipeline hygiene, and producing accurate, timely dashboards and reporting.
- Provide insights and scenario modeling to inform strategic decisions by Sales Leadership.
- Policy & Governance
- Ensure consistent adherence to pricing, discounting, and deal desk policies.
- Implement controls that balance governance with flexibility for complex deals.
- Cross-Functional Collaboration
- Serve as a strategic liaison between Sales, Finance, Marketing, Product, and Customer Success to ensure alignment on goals, metrics, and execution plans.
- Data & Systems Management
- Maintain clean, accurate, and structured data across CRM and BI tools.
- Manage quota assignments, certification tracking, account holdovers, and leaderboard reporting.
- Troubleshoot CRM issues, support user management, and enforce data and usage standards.
- Tool & Platform Optimization
- Evaluate and enhance the effectiveness of sales tools and systems (CRM, BI, enablement platforms).
- Recommend and implement enhancements that align with business needs.
What You Will Bring:
- 7+ years of experience in Revenue Operations, Sales Operations, or related roles, and 2+ years in a strategic leadership role
- Proven experience managing and developing high-performing operations or analytics teams.
- Demonstrated success in territory design, sales process improvement, and operational strategy.
- Proficient in CRM platforms and business intelligence tools.
- Strong analytical skills with proficiency in Excel, SQL, or other data tools.
- Exceptional cross-functional communication and stakeholder management skills.
- High attention to detail and proven ability to juggle multiple priorities in a fast-paced environment.
Preferred Qualifications:
- Experience with channel/partner models, reseller certification tracking, and partner revenue management.
- Background in data visualization (Tableau, Power BI, Looker, etc.).
- Hands-on experience with territory modeling and capacity planning.
- Expertise in CRM administration and sales enablement technologies.
- Familiarity with quota setting, compensation planning, and segmentation frameworks.
We understand that no candidate is perfectly qualified for any job. Experience comes in different forms; many skills are transferable; and passion goes a long way. Even more important than your resume is a clear demonstration of dedication, impact, and the ability to thrive in a fluid and collaborative environment. We want you to learn new things in this role, and we encourage you to apply if your experience is close to what we’re looking for. We also know that diversity of background and thought makes for better problem solving and more creative thinking, which is why we're dedicated to adding new perspectives to the team.
Benefits and Perks:
Beyond a stellar work environment, friendly people, and inspiring work, we have some sweet benefits and perks:
· Excellent healthcare package for you and your family
· Savings and Investment – 401(k) match
· Unlimited Paid Time Off
· Paid Parental Leave
· Online Legal Services (Rocket Lawyer)
· Financial Planning Services (Origin)
· Discounted Pet Insurance (Embrace Pet Insurance)
· Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public
· Health and Wellness Reimbursement Program
· Travel Discounts
· Educational Resources - Career & Personal Development Program
· Employee Referral Bonus Program
· We are a merit-based company - many opportunities to learn, excel and grow your career!
If you require a reasonable accommodation to search for a job opening or submit an application, please call +1 (877) 842-7276 with your request and contact information.
Our company uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify.
#LI-Hybrid
SugarAI Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about SugarAI and has not been reviewed or approved by SugarAI.
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Fair & Transparent Compensation — Pay is often characterized as fair for the role, with multiple statements describing compensation as good or reasonable. Compensation is also framed as competitive for certain technical and senior positions, suggesting stronger alignment with expectations in those segments.
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Healthcare Strength — Healthcare coverage is described as comprehensive, spanning medical, dental, vision, life, disability, FSA/HSA options, and mental health support. Benefits are sometimes characterized as “amazing,” indicating that healthcare and related coverage can be a standout component of the package.
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Wellbeing & Lifestyle Benefits — Wellbeing support appears in the form of mental health programs and wellness-related reimbursements or stipends. Flexibility-related perks (such as remote work support and home-office/tech stipends in some descriptions) further add to the perceived lifestyle value of the overall rewards package.
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The Company
What We Do
SugarAI provides software that helps revenue teams manage and grow their customer accounts with greater visibility and control. Our Precision Selling platform delivers account-level insights that highlight risk, uncover expansion opportunities, and guide sellers toward clear next steps. Used by thousands of companies in more than 120 countries, SugarAI supports organizations operating in complex, relationship-driven sales environments.
Why Work With Us
Our global team is united by a shared commitment to impact, ownership, and continuous growth. We create an environment where thoughtful ideas move quickly, where people are trusted to lead, and where flexibility supports how great work gets done.
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