Sales Operations Manager

We’re hiring a Sales Operations Manager to bring rigor, structure, and high‑level analytical thinking to how we architect growth and scale our go‑to‑market engine. This is a high‑impact role with meaningful exposure to senior leadership and the executive team as we scale from $100M to $200M+ ARR.

You will own our long‑range capacity planning, design sophisticated territory and segmentation models, and elevate how we generate revenue intelligence. This is not a traditional sales ops role—we are moving beyond CRM administration and manual workflows.

We are looking for someone deeply comfortable in complex modeling, excited by GTM strategy, and motivated to use AI tools to improve how we forecast and analyze sales performance. If you enjoy combining data, strategy, and systems thinking to influence real business outcomes, this role is for you.

• Capacity Modeling: Build the multi‑year headcount models that dictate hiring.
• Territory Design & Segmentation: Own the logic for how we carve the world. You will lead the transition from a "geographic" model to a more sophisticated "segmentation" model (Firmographics, Techno graphics, or Intent‑based).
• Annual Planning: Lead the integrated planning process between Sales, Finance, and Marketing to ensure the board‑level targets are actually achievable based on pipeline math.

• Pipeline Velocity Analysis: You aren't just looking at the total pipeline; you are analyzing the leakage points. You’ll identify why deals stall at specific stages and recommend structural changes to the sales cycle.
• Performance Benchmarking: Develop a "Rep Scorecard" system to identify the DNA of top performers. You will use these insights to advise sales leadership on where to focus coaching and enablement resources.
• Win/Loss Insights: Lead the cross‑functional post‑mortem on why we win or lose. You’ll synthesize this data to influence product roadmap and competitive positioning.

• Comp Plan Architecture: Work with the Strategic Finance and VP of Sales to design annual and quarterly commission structures. Your goal is to align rep behavior with corporate goals (e.g., incentivizing multi‑year deals or specific product attachments).
• SPIFF Strategy: Design and measure the impact of short‑term tactical incentives to drive specific behaviors during "bridge" months or product launches.

• Sales Process Engineering: You will define the "Standard Way" we sell. Whether it’s SPICED, MEDDIC, or a custom framework, you own the documentation and the "inspectability" of that process.
• Cross‑Functional
  
  Collaboration:
  
  You will act as the primary interface between Sales Finance and Marketing. You’ll manage the Lead‑to‑Opportunity handoff and ensure the "feedback loop" on lead quality is data‑driven, not anecdotal.

• Forecasting Cadence: You own the "Number." You lead the weekly forecast calls with leadership, moving them away from "gut feel" toward a "weighted‑pipeline" and "commit‑based" methodology.
• Sales Enablement Strategy: Partner with Enablement to ensure that strategy translates to execution. You identify the what (e.g., "we are losing on price") so Enablement can build the how (e.g., negotiation training).

• 5+ years of strategy, operations, and analytics experience with a track record of driving growth - working in sales operations, preferably in a high‑growth SaaS environment (preferably $100M+ ARR)
• Expertise to quickly drill down into the business funnel for outbound and inbound sales motions, and how that connects to revenue
• Excellent analytical and quantitative modeling skills; ability to analyze and interpret data, provide actionable insights, and deliver measurable results
• Expert proficiency with core sales tools (e.g. Salesforce, Gong, Outreach, etc.) and best practices for sales data management.
• Expert level user of Gsheets / excel experience with BI and Data Analysis tools like Tableau or Hex in business user and/or analyst capacity. SQL proficiency is a plus
• Strong collaborator, works…