Senior Sales Operations Manager

Title: Senior Sales Operations Manager Location: United States

This position is 100% remote anywhere in the US

Overview:

The Senior Sales Operations Manager will serve as a strategic business partner to Sales leadership and Operations, helping drive predictable revenue execution through disciplined forecasting, pipeline management, GTM operations, data quality, reporting, and sales process adoption. This role is designed for a highly analytical and strategic business partner who can translate business priorities into scalable business processes, operating cadences, dashboards, insights, and field-facing programs that improve sales productivity and business performance. This is a senior individual contributor role with meaningful cross-functional influence and growth potential. The successful candidate will partner closely with Sales leadership, Operations, Finance, Enablement, Sales Compensation, Deal Desk, IT, Data & Analytics, Marketing, and other GTM stakeholders to improve forecast accuracy, pipeline health, CRM discipline, operating rigor, and executive visibility into business performance. The ideal candidate combines strong business acumen, analytical rigor, operational discipline, and technology expertise. They are equally comfortable presenting executive-level insights, coaching front-line sales leaders on data-driven decision making, and rolling up their sleeves to solve operational challenges.

What you will do:

Strategic Business Partnership

• Act as a trusted advisor to Sales leadership by proactively identifying business risks, opportunities, performance trends, and operational improvements that drive revenue growth and execution excellence.
• Partner with Sales leadership and Operations to execute GTM priorities, operating cadences, and business rhythms across forecasting, pipeline management, deal reviews, QBRs, sales performance, executive dashboards, and business reviews.
• Translate business strategy into scalable processes, reporting, governance frameworks, and operating rhythms.
• Partner cross-functionally with Finance, Enablement, Sales Compensation, Deal Desk, IT, Data & Analytics, Marketing, and other stakeholders to drive alignment and execution.

Forecasting & Revenue Execution

• Maintain and improve forecast processes by providing visibility into opportunity-level risk, upside, close timing, forecast categories, pipeline movement, and conversion trends.
• Support weekly, monthly, and quarterly forecasting cadences and business reviews.
• Drive forecast accuracy through disciplined inspection, analysis, and partnership with sales leaders and managers.
• Identify trends and patterns impacting bookings performance and proactively recommend corrective actions.

Pipeline Management & Business Analysis

• Continuously assess pipeline health, including pipeline coverage, creation, progression, conversion, win/loss trends, slippage, deal quality, and future-quarter pipeline sufficiency.
• Develop actionable insights and recommendations that improve pipeline generation, conversion efficiency, and sales productivity.
• Leverage large and complex datasets to identify performance drivers and business opportunities.
• Build executive-ready presentations and business reviews that support strategic decision making.

Sales Process & Operational Excellence

• Help define, document, and operationalize sales processes, including territory and coverage models, account assignments, quota support, sales cadences, pipeline generation programs, and deal inspection processes.
• Identify process gaps, data quality issues, reporting inconsistencies, and operational inefficiencies; recommend and implement scalable improvements.
• Establish and maintain knowledge-sharing frameworks that ensure process consistency, operational clarity, and broad stakeholder awareness.
• Support field enablement efforts through documentation, training, communications, and operational guidance.

Reporting, Dashboards, and Analytics

• Design, develop, and maintain reports, dashboards, scorecards, and executive reporting packages using Salesforce, BI tools and emerging AI-enabled analytics capabilities to deliver scalable, actionable business insights.
• Provide visibility into forecast performance, pipeline generation and health, seller productivity, sales execution, and other key business metrics.
• Partner with Analytics and IT teams to ensure data consistency, integrity, and alignment across systems.
• Develop and refine business definitions, KPIs, and reporting methodologies used by Sales and Operations leadership.

Systems & Tools

• Serve as a Salesforce power user and trusted advisor, helping maintain CRM data quality, promote adoption, troubleshoot issues, define business requirements, and validate reporting and system enhancements.
• Partner with systems and technology teams to optimize sales workflows and operational processes.
• Support implementation and adoption of new capabilities that improve sales productivity, visibility, and operational effectiveness.

AI & Operational Innovation

• Leverage AI-enabled tools, agents, and automation to improve operational efficiency, business analysis, executive reporting, forecasting, and decision support.
• Design, develop, and maintain AI-assisted reporting, dashboards, scorecards, and analytical frameworks that improve visibility into forecast performance, pipeline health, sales productivity, and business outcomes.
• Use AI to accelerate data exploration, trend identification, root-cause analysis, executive presentation creation, QBR preparation, forecast commentary, and recurring operational workflows.
• Identify opportunities to automate manual processes and improve productivity through AI, workflow automation, intelligent agents, and data-driven insights.
• Prototype and implement AI-enabled solutions that improve access to data, reporting scalability, operational efficiency, and decision-making across the sales organization.
• Partner with stakeholders to evaluate, pilot, and drive adoption of AI-enabled business solutions that improve sales execution and operational effectiveness.
• Continuously evaluate emerging AI capabilities and recommend practical applications that deliver measurable business value while maintaining appropriate governance, accuracy, and data integrity.

What we are looking for:

Required:

• Enter Educational requirements (Equivalent work experience will be accepted in place of the education requirement) Bachelor's degree in Business, Finance, Economics, Analytics, Information Systems, or a related field.
• Years of experience: Minimum 7 years of relevant experience in Sales Operations, Revenue Operations, GTM Operations, Business Operations, Financial Planning & Analysis, Analytics, or a related discipline.
• Years of experience needed with specific skills Minimum 5 years of experience supporting sales forecasting, pipeline management, reporting, dashboard development, and business analytics.
• Specific technical or software skills required Salesforce, Tableau/Power BI or equivalent tools, Excel (advanced), Microsoft PowerPoint, Microsoft Copilot or equivalent AI tools.
• Necessary certifications None required.
• Travel is required: Limited travel may be required for business reviews, planning sessions, team meetings, training events, and company-sponsored activities. – Approximately 10%
• Strong understanding of B2B enterprise software, SaaS, or technology sales organizations and go-to-market motions.
• Demonstrated experience supporting sales leadership in forecasting, pipeline management, business planning, performance management, and operational execution.
• Strong experience developing and maintaining reports, dashboards, scorecards, KPI frameworks, and analytical models using Salesforce reporting, Tableau, Power BI, or similar analytics platforms.
• Experience translating complex business questions into scalable reporting, dashboards, metrics, operational processes, and decision-support frameworks.
• Strong business analysis skills, including the ability to synthesize data from multiple systems, identify trends, diagnose root causes, develop executive-level insights, and translate findings into practical business recommendations and operational actions.
• Demonstrated ability to build executive-ready presentations and communicate complex concepts clearly to senior leaders and cross-functional stakeholders.
• Demonstrated ability to leverage AI-enabled tools to improve business analysis, reporting, operational efficiency, executive communications, and decision support.
• Ability to influence stakeholders and drive outcomes without direct authority.
• Excellent written and verbal communication skills.
• Proven ability to balance strategic thinking with hands-on execution in a fast-paced and evolving environment.

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