Marketing & Sales Operations Manager Estonia Tallinn, Tartu

We’re hiring:
Marketing & Sales Operations Manager — based in Manchester, UK / Tallinn or Tartu, Estonia

Fractory is changing the way manufacturing works, and our commercial team is scaling fast. That growth needs more than energy, ambition, and activity. It needs a clean commercial operating system behind it.

That is what this role owns.

We’re looking for someone to make our CRM — Salesforce today, with a broader CRM and sales operations mindset — the operating backbone of Fractory’s commercial team. Not a filing system, not a reporting afterthought, and not a place where deals go to become stale.
You’ll own the CRM architecture, the funnel management process, and the commercial dashboards that keep pipeline performance visible.

The scope is deliberately focused: CRM design, funnel mechanics, sales process inside the CRM, and commercial visibility for Sales and Marketing.
The role is for you if you have experience with major CRM platforms and some exposure to Salesforce.

Broader company-level analytics and cross-functional reporting sit with the data team. You’ll be a key input into that work, but this is not a general BI role.

Our commercial team is growing across the UK and Europe, and we need someone who can bring structure without slowing the team down. If you understand how sales teams actually work, know how to design CRM processes that people use rather than avoid, and can turn funnel management into a clear operating rhythm, this is your role.

Based in Manchester, Tallinn, or Tartu — and happy to work hybrid from one of our offices

• Own funnel management process and CRM design
• 2–5 years of hands‑on experience in Salesforce administration, CRM operations, sales operations, or revenue operations, with CRM experience being a must‑have
• Strong Salesforce experience — pipeline configuration, workflow automation, reports, dashboards, fields, validation rules, permissions, and user management
• Experience owning a CRM in a commercial environment — building processes, setting standards, cleaning data, and enforcing adoption
• A practical understanding of B2B sales processes and how pipeline, activity, ownership, and forecasting connect
• Someone who understands that CRM quality is not admin for admin’s sake — it is what allows sales teams to focus, forecast, and perform
• Detail‑oriented enough to catch data quality issues before they compound
• Process‑driven, but pragmatic — you ship working configurations, improve iteratively, and avoid over‑engineering
• Comfortable working with Sales, Marketing, and the data team while keeping ownership boundaries clear

• Hold a Salesforce Administrator certification
• Have worked in a scale‑up, marketplace, SaaS, manufacturing, or B2B platform environment
• Have built commercial dashboards used directly by sales leadership
• Have experience with Sales Engineer/BDR workflows, lead routing, AM cadences, expansion tracking, or sales handoff models
• Have worked with a BI or data team on metric definitions, reporting methodology, or dashboard consistency

You’ll own the Salesforce layer of Fractory’s commercial operating system. That means the structure, rules, workflows, and dashboards that make sure the pipeline is accurate, the funnel is visible, and the sales team is focused on the right work.

You’ll work closely with the CRO, regional sales leadership, Marketing, Sales, and the data team to design processes that are clean, practical, and actually followed.

Your day‑to‑day will include:

• Owning Salesforce structure, standards, and integrity across the commercial team
• Designing and maintaining pipeline architecture: stage definitions, field standards, object relationships, validation rules, and process logic
• Building automation workflows for lead assignment, task creation, stage progression, alerts, and follow‑up triggers
• Setting data standards across the team — what gets captured, how, when, and by whom
• Managing user access, profiles, permission sets, and CRM hygiene
• Driving CRM adoption so Salesforce reflects what is actually happening in the business
• Running regular audits, deduplication, stale record management, and process clean‑ups
• Owning…