Sales Operations Manager

The Sales Operations Lead plays a critical role in driving sales effectiveness, revenue growth, and operational efficiency for the IT services business. This role focuses on optimizing sales processes, CRM governance, pipeline management, forecasting accuracy, and enabling the sales team with data-driven insights.

The individual partners closely with Sales Leadership, Finance, Delivery, and Marketing teams to streamline operations, enhance productivity, and support strategic decision-making.

• Design, implement, and continuously improve sales processes across the sales lifecycle
• Ensure adherence to defined sales methodologies and deal governance frameworks
• Standardize proposal, pricing, and contract approval workflows
• Drive pipeline hygiene and ensure accurate tracking in CRM systems (Salesforce, Hub Spot, etc.)
• Build and manage sales dashboards, reports, and KPIs
• Partner with sales leadership to provide reliable forecasting and revenue visibility

• Own CRM governance, data accuracy, and reporting structures
• Optimize CRM usage to improve deal tracking and conversion ratios
• Identify gaps in data quality and implement corrective actions
• Identify trends, risks, and growth opportunities
• Provide actionable insights to leadership for strategic planning

• Assist in complex deal structuring, pricing strategies, and margin optimization
• Ensure alignment with financial goals and internal approval policies
• Coordinate with legal and finance teams for contracts and compliance

• Act as a liaison between Sales, Finance, Delivery, HR, and Leadership teams
• Support executive reviews such as QBRs (Quarterly Business Reviews)
• Ensure alignment of sales goals with organizational strategy
• Strong understanding of IT services sales models (AMS, Digital, Cloud, AI, Consulting)
• Expertise in CRM tools (Salesforce preferred) and reporting tools (Power BI, Tableau)
• Advanced analytical and data interpretation skills
• Process-oriented mindset with focus on scalability and automation
• Excellent stakeholder management and communication skills