Sales Operation Manager

This role reports directly to the CEO and sits at the intersection of sales strategy, process, and technology. You will be the connective tissue between the sales team and leadership, turning pipeline data into decisions, instilling cadence and accountability across the revenue cycle, and owning the systems and workflows that keep the business moving. You are not a support function. You are a force multiplier.

If you want to own something real, have a direct line to the CEO, and build a sales operations function that did not fully exist before you got here, this is the opportunity.

• Own the weekly pipeline review process across IO and SPMD divisions: establish meeting cadence, agenda, and rep accountability standards.
• Define pipeline stage definitions, exit criteria, and aging thresholds. Enforce consistent use across the team.
• Build and maintain weekly and monthly sales forecasts, including bottoms-up rep forecasts reconciled against plan. Surface variances early and flag risk proactively to the CEO.
• Develop forecast accuracy metrics by rep and business unit. Drive continuous improvement in forecast reliability.
• Maintain rolling 30/60/90 pipeline visibility with weighted and unweighted views across project type, client, and region.

• Define and implement activity metrics: calls, emails, site visits, proposals sent, and follow-up cadence expectations by role.
• Build dashboards and reporting in Salesforce (Plan Prophet) that give reps, managers, and leadership real-time visibility into activity versus expectation.
• Monitor rep activity trends and flag patterns that correlate with pipeline stagnation or deal slippage.
• Work with sales leadership to establish weekly rep check-in structure, call prep templates, and activity self-reporting protocols.
• Own the Salesforce platform and the Plan Prophet CPQ integration day-to-day: data integrity, field configuration, workflow automation, and user adoption.
• Build and maintain the CRM architecture to support IO and SPMD sales motions, including project-based and program-based selling.
• Train and onboard sales reps on CRM usage. Establish minimum data standards and enforce them.
• Partner with IT/admin to manage integrations, reporting, and any third-party tools connected to Salesforce.
• Serve as the internal subject matter expert on Plan Prophet CPQ: estimate workflows, quote approvals, pricing rules, and output formatting.

• Build a closed-loop estimate-to-win/loss tracking system integrated into Plan Prophet and the broader CRM workflow.
• Capture and categorize loss reasons at the opportunity level. Produce quarterly win/loss analysis by rep, project type, client vertical, and competitor.
• Partner with estimating and production to align proposal submission data with actual job outcomes for margin and accuracy feedback.
• Surface systemic win/loss patterns to the CEO and sales leadership with recommended actions.

• Own the contract and SOW workflow from proposal acceptance through executed agreement: templates, approval routing, version control, and execution tracking.
• Maintain a master contract repository with key dates, renewal triggers, scope summaries, and client-specific terms flagged for the sales team.
• Work with the CEO/CFO and legal resources to keep templates current and compliant. Flag non-standard terms for review before execution.
• Ensure rep awareness of contract status on active opportunities. Eliminate unsigned work as a systemic risk.

• Support the annual and quarterly sales planning process: territory design, quota development, and rep plan modeling.
• Build and maintain rep-level goal tracking tied to plan. Produce monthly performance-to-plan summaries for the CEO.
• Assist in designing incentive compensation plans and commission structures. Track attainment and prepare monthly payout summaries.
• Model revenue scenarios for planning purposes, including new hire ramp, territory expansion, and vertical penetration.

• Own the weekly and monthly sales reporting package…