The Role
Lead sales operations to design, maintain, and optimize incentive compensation, processes, and tools. Drive sales force effectiveness through analytics, KPIs, and cross-functional collaboration with finance, supply chain, and marketing. Implement process improvements, governance, and reporting to enhance partner engagement, forecast accuracy, and sales productivity.
Summary Generated by Built In
Sr. Sales Operations Manager, will be responsible for developing and maintaining all incentive-based compensation systems/tools, optimizing work processes, enhancing Sales Force Effectiveness and providing insights and recommendations for sales teams. The candidate will work cross-functionally with various departments to create solutions by gathering data and insights to ultimately drive best-in-class experience and productivity to meet and exceed company/department goals. The candidate will utilize industry benchmarks to deliver tracking and traceability of processes and solutions utilizing technology platforms delivered by Sales Operations.
Role expectations
Operational Excellence:
Oversee end-to-end channel operations, including forecasting, inventory management, pricing governance, and order-to-cash processes. Implement process improvements and automation to enhance efficiency, accuracy, and scalability.
Sales Enablement:
Develop and manage programs that strengthen channel partner engagement, including incentive structures, performance dashboards, and compliance frameworks. Drive adoption of digital tools and analytics to improve partner experience and operational transparency.
Cross-Functional Collaboration:
Act as the primary interface between commercial teams, supply chain, finance, and marketing to ensure seamless execution of channel initiatives. Lead governance forums and provide actionable insights to stakeholders for decision-making.
Performance Management & Sales Force Effectiveness:
Establish KPIs and reporting mechanisms to monitor channel health, operational performance, and partner satisfaction. Identify risks and opportunities, recommending corrective actions and growth strategies.
Oversee end-to-end channel operations, including forecasting, inventory management, pricing governance, and order-to-cash processes. Implement process improvements and automation to enhance efficiency, accuracy, and scalability.
Sales Enablement:
Develop and manage programs that strengthen channel partner engagement, including incentive structures, performance dashboards, and compliance frameworks. Drive adoption of digital tools and analytics to improve partner experience and operational transparency.
Cross-Functional Collaboration:
Act as the primary interface between commercial teams, supply chain, finance, and marketing to ensure seamless execution of channel initiatives. Lead governance forums and provide actionable insights to stakeholders for decision-making.
Performance Management & Sales Force Effectiveness:
Establish KPIs and reporting mechanisms to monitor channel health, operational performance, and partner satisfaction. Identify risks and opportunities, recommending corrective actions and growth strategies.
Design and optimizes sales processes, tools, incentives, and analytics to improve sales productivity, execution quality, and revenue performance across the sales organization. Measures success by improvements in sales productivity, execution quality, and business outcomes, typically tracked through KPIs such as:
- Revenue and quota attainment (growth, % of reps hitting quota)
- Sales productivity metrics (revenue per rep, activity-to-close ratios, time-to-first-deal)
- Pipeline health and conversion (win rates, deal cycle time, forecast accuracy)
- Process and tool adoption (CRM usage, playbook adherence, enablement utilization)
- Cost efficiency (sales expense to revenue, incentive plan ROI)
- Rep effectiveness indicators (onboarding ramp time, performance consistency across territories)
Sales Operations & Sales Excellence:
- Develop, improve, and maintain sales operational systems, tools, processes, and best practices that enable efficient execution and high‑quality decision‑making.
- Ensure tools and workflows are designed to remove friction, increase field productivity, and support a consistent seller experience.
- Lead continuous improvement efforts across sales operations, leveraging industry benchmarks and internal insights.
- Identify performance gaps and structural opportunities, using data and insights to recommend and drive changes that improve sales outcomes.
- Establish clear governance, measurement, and feedback loops to continuously improve sales effectiveness initiatives.
What we're looking for
- Bachelor’s Degree or equivalent experience
- 10+ years of experience in Sales Operations, Sales Effectiveness, or related analytical roles
- Strong experience with incentive compensation, sales performance management, and operational analytics
- Proficiency in Salesforce, SQL, Power BI, and Sales Performance Management tools
- Experience with sales operating models, organizational effectiveness, and process design
- Strong financial modeling, budgeting, and forecasting experience
- Demonstrated ability to own outcomes, make informed decisions, and drive initiatives end‑to‑end
- Strong judgment and comfort navigating legal, regulatory, and compliance considerations
- Working knowledge of product development and system architecture
- Excellent communication and presentation skills, with the ability to influence senior stakeholders
- Strong problem‑solving skills and comfort operating in ambiguity
- Ability to manage shifting priorities and balance strategic thinking with execution
- Willingness to travel up to 10%
Pay Transparency
If provided, base salary or wage rate ranges are the range in which Align reasonably expects to set a candidate’s pay for the posted position. Actual placement depends on the individual skills and experience level of a candidate plus the total compensation and equity across team members. For other locations outside of the primary location, the base salary range will be adjusted geographically.
For Field Sales roles, the salary listed is the base pay only and does not include the applicable incentive compensation plan. A cost of living adjustment may be added to base pay for higher cost areas in the U.S.
Our internship hourly rates are a standard pay determined based on the position and your location, year in school, degree, and experience.
This posting is for an existing vacancy within our organization. Canadian work experience is not required for this position. We welcome applicants from all backgrounds.
We use automated tools (including artificial intelligence “AI”) in our hiring process. This may include AI-based screening or assessment of applications. All final hiring decisions will be made by humans.
This posting is for an existing vacancy within our organization. Canadian work experience is not required for this position. We welcome applicants from all backgrounds.
We use automated tools (including artificial intelligence “AI”) in our hiring process. This may include AI-based screening or assessment of applications. All final hiring decisions will be made by humans.
About
Your growth and well-being:At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:Health and well-being programs to keep you thriving in both body and mind.Employee-exclusive discounts on Invisalign products.Learning opportunities through online learning resources and support for your individual development plans.Inclusive, global workplace that fosters collaboration, recognition and belonging.Country and/or role specific details will be shared with you by your recruiter during the interview process. Discover Align:We are a global community of game-changers and smart team players, united by our belief in the power of a smile. Our dynamic team of exceptional employees is dedicated to transforming the industry and creating extraordinary outcomes every day.Align’s core values of agility, customer, and accountability are more than words to work by, they are words we live by. The actions we take every day speak to who we are as a company and our focus on being truly impactful. We celebrate our differences, and the many ways we support one another— ultimately creating a more inclusive organization and world as we continue transforming smiles and changing lives.We foster a culture where thinking differently and seeking new experiences are not just encouraged but celebrated. With the Align Mindset, we empower each other, ensuring every voice is heard and valued in an inclusive environment that inspires creativity and collaboration.At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we are committed to building a workforce rich in diverse cultural backgrounds and life experiences, fostering a culture of open-mindedness and compassion. We live our company values by promoting healthy people and healthy communities, all with the intent of changing millions of lives, one unique smile at a time. As part of our commitment to innovation, Align Technology includes exocad and Cubicure, companies that enhance our offerings and extend our impact to industry transformation.Eager to learn how we embrace our global differences and nurture employee well-being? Explore Align's culture here!Want to discover more about exocad and Cubicure? Click on their names for additional information.
Skills Required
- Bachelor's degree or equivalent experience
- 10+ years experience in Sales Operations, Sales Effectiveness, or related analytical roles
- Strong experience with incentive compensation and sales performance management
- Proficiency in Salesforce
- Proficiency in SQL
- Proficiency in Power BI
- Experience with Sales Performance Management tools
- Experience with sales operating models, organizational effectiveness, and process design
- Strong financial modeling, budgeting, and forecasting skills
- Working knowledge of product development and system architecture
- Excellent communication and presentation skills; ability to influence senior stakeholders
- Strong problem-solving skills and ability to operate in ambiguity
- Ability to manage shifting priorities and balance strategy with execution
- Willingness to travel up to 10%
- Comfort navigating legal, regulatory, and compliance considerations
Align Technology Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Align Technology and has not been reviewed or approved by Align Technology.
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Healthcare Strength — Health coverage includes medical, dental, vision, life, and both short‑ and long‑term disability, along with AD&D and wellness resources. Select locations add region‑specific programs such as medical coverage and Multisport, reinforcing breadth.
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Strong & Reliable Incentives — A corporate bonus plan outlines performance‑based rewards and eligibility, and compensation is described as competitive in commercial roles. Incentive structures in sales are portrayed as offering strong on‑target earnings potential.
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Retirement Support — Retirement programs feature a 401(k) plan with company contribution mechanisms, profit sharing, and a defined contribution pension plan. These elements emphasize long‑term financial security alongside salary and bonus.
Align Technology Insights
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The Company
What We Do
Twenty years ago, we pioneered the world's first clear aligners. Since then, we have continuously innovated with new products and technologies that are revolutionizing treatments for doctors and their patients. Invisalign clear aligners and the iTero Intraoral scanner help dental professionals achieve the clinical results they expect and deliver effective, advanced dental options to their patients. Helping change millions of lives, one smile at a time. Discover your straight path to a bright future at Align. As a part of our smart, diverse and fast-moving global team, you'll make an impact for the market leader that's moving an industry forward. Want to find out what’s next for us—and for you?
