Sales Operations Manager 

Job Summary 

The Sales Operations Manager plays a crucial role in the overall success of the Sales organization. The Sales Operations Manager will be tasked with the optimization of the CRM and the entire sales tech stack to support data-driven strategy  and effective sales processes. The Sales Ops Manager will play a key role in supporting  the overall growth efforts of the company and work cross-functionally to lead or assist  on important projects and provide reporting and analysis that allow management to  make strategic decisions within the sales organization. 

Reporting to the VP of Sales, the Sales Operations Manager will use our tech stack to drive full sales funnel accountability across Sales, Customer Success and  Marketing. This role connects sales strategy with field execution. It facilitates execution of our GTM strategy by maintaining the systems and infrastructure required to  support it. 

What You’ll Do: 

Analytics and Reporting 

• Report to the sales and executive leadership team on weekly revenue numbers,  including analysis of changes, patterns, and path to goal. 
• Identify and implement reporting and dashboard solutions along with supporting  processes that help the sales and marketing teams focus on key performance  drivers. 
• Prepare ad-hoc high-impact reporting and analytics project work. Internal Data Operations 
• Partner with finance and sales to ensure that revenue facing data is provided and  stored in the most useful way possible.
• Establish reports and tools for revenue stakeholders to best utilize data. Manage Salesforce and Design Workflows Across all Departments 
• Act as the primary architect of Salesforce and related platforms. Oversee the  management of a dedicated Salesforce Administrator, as well as working in  Salesforce yourself to build and manage solutions and recommend process  improvements to drive operational efficiency. 
• Oversee the management of Salesforce data, fields, integrations, automations,  and security to ensure system integrity. 
• Maintain and evolve existing sales systems. 
• Partner with cross-functional stakeholders to understand business needs and  identify solutions to enable our company to scale. 
• Support the user adoption of Salesforce by providing training materials,  conducting new hire training on Salesforce, and being the go-to subject matter  expert. 
• Provide necessary reports to Finance as needed. 

Own the Booking Side of Sales Commission Processing 

• Use Salesforce and other internal data sources to provide the necessary  information to Finance for the calculation of monthly commission payments,  resolve discrepancies with sales and finance management. 
• Provide sales compensation analysis and perform ad hoc comp reporting. Handle Inquiries and Support for All Salesforce and Related Systems Users 
• Resolve issues/inquiries from Sales as they arise and address the root cause of  problems. 
• Manage the sales quote creation system to set up sales orders properly,  consistent with company policies. 
• Identify any non-standard contract terms or pricing to ensure appropriate revenue recognition. 

Qualifications and Requirements: 

• Strong background in sales operations with 5+ years of experience (SaaS  preferred) 
• Deep knowledge of Salesforce and its ecosystem. 
• Advanced Excel skills are required for both ad hoc and monthly reporting to the  VP of Sales and C-Suite: 
  • Pivot Tables
  • VLOOKUP, INDEX MATCH, Data Filters, Data Validation, Slicers, Timelines and Macros 
  • Visual Basic/VBA, not required, but would be a plus 
  • Experience integrating marketing automation platforms (preferably Pardot and  HubSpot) with CRM (preferably Salesforce). 
  • Strong analytical and problem-solving skills. 
  • Experienced across the full revenue funnel management from prospect to  customer. 
  • Top-class problem-solver who can quickly translate ambiguity into structured  problem-solving and actionable recommendations. 
• Experience analyzing, building, deploying and maximizing sales stack software  such as: 
  • Salesforce 
  • Pardot 
  • HubSpot 
  • Conga Composer 
  • DocuSign 
  • Outreach 
  • Gong 
• Expert analytical skills to translate large data sets into clear, publishable insights. ● Ability to train others on systems and processes, create clear documentation and  digestible training. 
• Experience designing and building reports and dashboards to cascade information  to the larger organization. 
• Understanding of complex systems, and how to use and manipulate data and  CRM tools to reflect the needs of the system. 
• Bachelor’s degree or equivalent experience is required. 
• Competencies: 
• Proven ability to understand business processes and implement systems to  enable them. 
• High attention to detail, strong work ethic, a can-do attitude, and an ability to  meet tight deadlines. 
• A strategic mindset. The ability to convert strategy to tactics. Be able to take the  strategic overview of initiatives and boil them down to the necessary tactics to  execute. 
• Analytical. Highly capable in quantitative and qualitative analysis of data to arrive  at the central meaning and the impact to the business. Ability to guide our org in the strategic use of data.