Manages sales operations across pipeline management, forecasting, quota setting, compensation tracking, CRM administration, analytics, reporting, and process improvement. Partners with sales and revenue leadership to define KPIs, improve efficiency, and support go-to-market execution. Leads a small team of sales operations analysts and coordinators, providing coaching, performance management, and career development while ensuring alignment with revenue objectives.
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Manager, Sales Operations
Description:
The Manager, Sales Operations is a key strategic and operational partner to Sales and Revenue leadership. This role is responsible for driving efficiency, visibility, and performance across the sales organization by optimizing processes, systems, analytics, and cross-functional collaboration. The ideal candidate combines strong analytical acumen with a deep understanding of GTM execution and will play a critical role in scaling sales infrastructure.
Key Responsibilities:
- Own end-to-end sales operations processes, including pipeline management, forecasting, market insights, quota setting, and compensation tracking
- Partner with Sales Leadership to define KPIs, drive accountability, and support execution against revenue targets
- Collaborate cross functionally to ensure alignment across go-to-market strategy and operations
- Manage Salesforce (or similar CRM), ensuring data integrity, system adoption, and automation of key workflows
- Build dashboards and reporting tools to provide clear visibility into funnel health, sales performance, and rep productivity
- Identify bottlenecks in the sales process and implement scalable solutions to improve efficiency
- Provide actionable insights and support strategic planning with revenue analytics and market trend data
- Drive continuous improvement in sales enablement tools, training, onboarding, and operational resources
- Lead, coach, and develop a small team of sales operations analysts/coordinators.
- Set clear goals and performance expectations aligned with company revenue objectives.
- Provide regular feedback, mentorship, and career development planning.
- Foster a culture of accountability, collaboration, and innovation within the team.
- Partner with leadership to resource-plan and ensure team alignment with business priorities.
- Model effective leadership behaviors and champion company values
Requirements:
- 6+ years of experience in sales operations, revenue operations, or business operations (preferably in SaaS, marketplace, or cannabis/regulated industries).
- Strong data analytics skills with proficiency in Salesforce and BI tools (Tableau, PowerBI).
- Deep understanding of sales processes, revenue forecasting, and GTM strategy.
- Highly organized, detail-oriented, and capable of driving multiple priorities in a fast-paced environment.
- Deep analytical mindset with an ability to break down multi-dimensional business problems and communicate clear, data-supported recommendations.
- Strong communication and executive presentation skills, including the ability to create materials for C-suite or board-level audiences.
- Experience working in fast-paced or rapidly scaling organizations, with a track record of driving impact across cross-functional teams.
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