Sr Manager, Sales Operations & Enablement

Sr Manager, Sales Operations & Enablement

Capital One Travel is entering a new era of scale. As we transition our core systems to internal infrastructure, we are moving fast to build a world-class travel ecosystem. To accelerate this growth, we are seeking a strategic, data-driven Senior Manager of Sales Operations & Enablement to architect and execute our commercial "operating system."

Your core mandate is to design and implement the foundational infrastructure, playbooks, and incentive structures that allow our supply teams to scale contracted margin, traveler value, and supplier marketing spend. You will bridge the gap between "scrappy startup" execution and robust enterprise operations, ensuring our teams can drive massive commercial impact in a compliant, scalable, and highly repeatable way.

What You'll Do

In this role, you will lead the strategic evolution of our commercial lifecycle. You will focus your impact across four core pillars:

1. Commercial Lifecycle & Playbook Architecture

* Define the Sales Engine:
Map, document, and standardize the end-to-end commercial lifecycle, ensuring crisp stages and seamless hand-offs across compliance, legal, finance, product, customer service, and marketing.

* Standardize Complex Streams:
Establish repeatable playbooks for diverse revenue and value streams including margin expansion, supplier-funded discounts, marketing campaigns, sponsored listings, and renewal strategies.

* Drive Institutional Clarity:
Eliminate ambiguity by introducing clear functional accountability at every stage of the partner pipeline.

2. Tooling Evolution & Salesforce Business Design

* Product Manage our Stack:
Own the business design of Salesforce and supporting commercial tools. Ensure our systems are designed around real-world workflows rather than forcing teams to adapt to rigid tools.

* Partner with Engineering:
Collaborate with an Individual Contributor (IC) Salesforce Product Manager/Admin to engineer highly automated workflows that reduce manual burden, eliminate administrative friction for sellers, and adhere strictly to Capital One's risk and compliance boundaries.

* Build a Single Source of Truth:
Orchestrate deep integrations between Salesforce, internal operations systems (Jira), and Business Intelligence tools (Looker) to centralize accounts, opportunities, contracts, and campaigns.

3. Incentives & Governance Framework

* Motivate with Intent:
Design, implement, and govern a coherent, unified sales incentive framework that aligns supply teams with core business priorities (contracted margin, marketing fund utilization, and cost savings).

* Automate & Validate:
Tie compensation directly to verified data structures within Salesforce and Looker, removing the manual spreadsheet tracking burden from sales managers and finance partners while ensuring maximum transparency.

4. Data-Driven Enablement & Leadership Strategy

* Empower Commercial Leaders:
Partner with Analytics to develop executive dashboards showcasing pipeline dynamics, win-rates, margin yield trends, and marketing ROI.

* Prove Financial Impact:
Standardize how we measure and report the tangible value delivered by the commercial team (including cost savings from disputes and debit memos) to defend and expand future organizational investment.

* Equip Sellers for Enterprise Success:
Deliver the materials, competitive insights, and localized plays needed by sales teams to capture premium traveler value and win enterprise-level partnerships.

What We're Looking For

* The Transition Architect:
You have a proven track record of moving teams from manual, ad-hoc processes to highly structured, automated sales operations models.

* The System Thinker:
You understand how to translate business requirements into technical Salesforce architectures that scale.

* The Collaborative Influencer:
You easily navigate matrixed organizations, building alignment between highly contrasting teams like Legal, Compliance, Finance, and fast-moving Sales organizations.

Basic Qualifications

* Bachelor's Degree or Military experience

* At least 6 years of sales operations or process management experience

Preferred Qualifications

* Masters or MBA degree

* 5+…