Middle Sales Operation Manager

This opportunity is remote/virtual or hybrid, therefore open to all candidates nationally

Our team and what we'll accomplish together

At TELUS Agriculture & Consumer Goods, our North America Consumer Goods team partners with CPG manufacturers, brands, and distributors to drive competitive advantage at the shelf and in the field. Our sales organization is the engine driving market adoption of our enterprise SaaS platform—and you'll be the operational strategist architecting the processes, data infrastructure, and systems that enable our team to execute at scale.

You'll collaborate with sales leadership and cross-functional teams to optimize sales processes, drive revenue growth, and improve efficiency across our CPG-focused sales motion—supporting everything from funnel hygiene and territory management to CRM administration and sales enablement content. This is a strategic role where operational excellence directly enables revenue acceleration: your work on forecast accuracy, pipeline integrity, and cross-functional alignment will be foundational to our growth trajectory. If you thrive on owning ambiguous, complex problems in matrixed environments and view operational excellence as a strategic competitive advantage, this role offers the scope and impact you're seeking.

What you'll do

Sales Analytics & Pipeline Intelligence

• Develop and maintain the reporting infrastructure that drives leadership decision-making across the North America sales organization, including MTD/QTD forecasts, product-line funnel analysis, opportunity stage tracking by account and category, and regional performance metrics
• Conduct diagnostic sales performance analysis to identify conversion bottlenecks, forecast accuracy gaps, and sales cycle inefficiencies; translate findings into actionable recommendations for leadership
• Build and own rolling forecasts and quota models tied to TELUS CG's product portfolio (Retail Execution, TPM, RGM, Sales Enablement, Shopper Insights) and regional targets
• Partner with Marketing and Customer Success on reporting that bridges sales pipeline health with downstream operational performance and customer outcomes
• Provide ad hoc analytical support to cross-functional stakeholders on topics including product roadmap resourcing, engineering pipeline forecasts, and territory capacity planning

CRM Governance & Sales Process Excellence

• Partner with sales leadership to design and refine the enterprise CPG sales process, accounting for the complexity of longer, multi-stakeholder buying cycles involving manufacturers, brands, retailers, and category management teams; establish best practices in lead management, opportunity tracking, and pipeline optimization specific to CPG/retail buying dynamics
• Own funnel hygiene practices and controls: ensure closed-won opportunities are reassigned to correct quota-bearing personnel prior to close; audit and monitor this as an ongoing governance function
• Manage territory assignments and rebalancing across the North America sales team, incorporating new customer and prospect lists from Finance while maintaining equitable territory design
• Oversee account and prospect ownership in cases of cross-segment overlap; execute account reassignment workflows during rep transitions with impact analysis and seamless handoffs
• Represent Sales in Salesforce administration and CRM governance: manage renewal/auto-renewal workflows, opportunity team permissions, BDR access controls, and account ownership rules
• Ensure consistent, accurate CRM data entry and adoption across the sales team; audit and close churn records to maintain data integrity
• Maintain and audit account trading name/ownership rules to correctly route out-of-scope or misclassified accounts to appropriate placeholders or owners
• Partner with the CRM platform team on system enhancements, troubleshooting, and support ticket resolution
• Identify and implement process improvements to increase conversion rates and reduce sales cycle times across the North America region

Sales Enablement & Cross-Functional Alignment

• Own and improve the structure and accessibility of the sales content ecosystem (Google Drive, HighSpot, or similar platforms) to ensure materials are current, organized, and discoverable
• Coordinate creation of sales collateral tailored to CPG buyer personas: pitch decks, ROI case studies, competitive battle cards, proposal templates, and messaging frameworks
• Collaborate with Marketing to align value proposition messaging across channels, ensuring consistency in how TELUS CG's solutions are positioned to the North America CPG market
• Manage CRM integrations with TELUS CG platforms and adjacent sales tools (marketing automation, customer success, product usage data) to streamline workflows and data flow
• Support opportunity creation workflows, including automated opportunity-owner and opportunity-team assignment logic
• Maintain a central contract repository and support contract-related data needs for sales and cross-functional teams
• Partner with Customer Success on account health tracking, CS coverage models, and related reporting
• Partner with Marketing Ops to define and execute BDR and business development campaign processes, including event follow-up administration and lead-routing transitions; troubleshoot lead-to-MQL scoring and conversion discrepancies
• Relay sales team feedback and customer insights to Product and Marketing to inform go-to-market strategy and roadmap priorities

What you bring

• 4+ years of experience in sales operations, sales strategy, sales management, or related operations roles in SaaS, CPG/retail tech, or B2B enterprise software environments (this background is essential to success in this role)
• Expert-level Salesforce proficiency, including reporting, workflow automation, opportunity and account management, data administration, and CRM governance best practices
• Strong analytical and problem-solving skills with the ability to translate complex data into actionable insights for sales and executive stakeholders; proficiency with SQL, Python, or advanced spreadsheet tools
• Demonstrated expertise in process design and ownership: you can take ambiguous, cross-functional problems and design end-to-end solutions with minimal direction
• Excellent written and verbal communication skills, with the ability to present data-driven recommendations to sales leadership and executive audiences; strong documentation and dashboard design capabilities
• Detail-oriented and proactive mindset: you anticipate needs, identify process improvements independently, and take ownership of problems without prompting
• Ability to thrive in matrixed environments where you partner across Sales, Product, Marketing, and Customer Success teams

Great-to-haves

• Experience with sales forecasting, quota setting, territory management, and compensation management in regional or multi-account enterprise sales structures
• Familiarity with sales engagement platforms (Outreach, SalesLoft) and content management platforms (HighSpot, Seismic)
• Understanding of SaaS business metrics (CAC, LTV, churn) and CPG/retail industry dynamics (trade spend, category management, retail execution)
• Experience managing complex Salesforce renewal/auto-renewal workflows and sophisticated account/opportunity ownership models
• Bachelor's degree in Business, Marketing, Analytics, or related field

At TELUS Agriculture and Consumer Goods, we are dedicated to fostering an inclusive and supportive environment where all individuals can thrive. We value the unique perspectives and experiences that each person brings to our team and invite you to join us on our journey of growth and learning. Together, we aim to create a respectful and welcoming global community.

#LI-Remote or #HybridWork