Director of Sales Operations

Overview

As a Sales Operations Manager
, you’ll get to build and lead the entire company’s Sales Operations capability. This individual will serve as the operational backbone of the commercial organization, helping improve sales productivity, forecast accuracy, pricing discipline, pipeline visibility, and cross‑functional execution. This is a critical role for a company focused on accelerating profitable growth. The Sales Operations Manager will work closely with Sales Leadership, Pricing, Finance, Operations, and the Office of the CEO to bring rigor, transparency, and repeatability to how 48forty manages its commercial engine.

We’re looking for a strategic, hands‑on associate who can design process and reporting frameworks, while building dashboards, analyzing pipelines, supporting deal reviews, and improving the CRM usage and discipline.

• Build and manage a consistent sales forecasting process across regions, account teams, and business lines.
• Establish clear pipeline stage definitions, forecast categories, and reporting cadence.
• Produce weekly and monthly reporting on pipelines, bookings, wins/losses, revenue performance, and key commercial KPIs.
• Improve visibility into sales performance by region, rep, account segment, and offering type.
• Identify trends, risks, and performance gaps, and provide actionable insights to leadership.
• Serve as the business owner for CRM‑related sales processes, data quality, pipeline hygiene, and reporting standards.
• Improve CRM adoption and ensure it becomes the source of truth for pipeline and account activity.
• Standardize key commercial workflows including lead management, opportunity management, quote approvals, account handoffs, and sales‑to‑operations transition.
• Partner with IT or system administrators as needed to improve workflows, fields, dashboards, and reporting capabilities.
• Support pricing consistency and commercial discipline by helping define approval workflows, pricing guardrails, and deal review processes.
• Partner with Pricing, Finance, and Sales to evaluate non‑standard deals and improve decision‑making around pricing and account profitability.
• Develop reporting that links revenue performance with margin outcomes, including visibility by account, product/service, geography, and other relevant dimensions.
• Help leadership identify areas of discount leakage, inconsistent pricing practices, and commercial inefficiencies.
• Support account segmentation, territory design, customer prioritization, and coverage models.
• Help define sales targets, performance metrics, and activity expectations aligned to profitable growth.
• Analyze rep productivity, sales cycle performance, conversion rates, and white‑space opportunities.
• Assist sales leadership in identifying where process, structure, or resource allocation can improve performance.
• Act as a key liaison between Sales, Operations, Finance, Pricing, and executive leadership to ensure commercial commitments are operationally executable and financially attractive.
• Improve the handoff from sold business to operational implementation.
• Support special projects tied to the company’s Value Creation Plan, including growth initiatives, margin improvement efforts, and commercial transformation priorities.

• Bachelor’s degree in business, finance, operations, analytics, or a related field.
• 5+ years of experience in Sales Operations, Revenue Operations, Commercial Operations, Pricing, or related analytical/commercial roles.
• Experience in a B2B industrial, logistics, distribution, manufacturing, environmental services, recycling, or multi‑site operating business strongly preferred.
• Demonstrated success building or upgrading sales processes, reporting, forecasting, and CRM discipline in a growing or evolving organization.
• Strong analytical skills with the ability to translate data into business insight and action.
• Advanced Excel skills required; experience with CRM platforms and reporting/BI tools strongly preferred.
• Strong business judgment and comfort working across Sales, Finance, and Operations.
• Ability to influence without direct authority and operate effectively in a lean, fast‑moving environment.
• Strong…