Sales Operations Manager

Job Details

Job Location:

Blue Ops (FL) - West Palm Beach, FL 33411

Blue Ops is seeking a Manager of Sales Operations to build and manage the sales infrastructure required to support the rapid growth of Red Cat's autonomous maritime business.

Reporting to the Senior Director of Sales, the Manager of Sales Operations will be responsible for creating the processes, systems, reporting, forecasting and operating discipline that allow the Blue Ops sales team to scale efficiently and convert customer interest into revenue.

This individual will serve as the operational backbone of the sales organization—connecting Sales with Marketing, Contracts, Finance, Production and other Blue Ops and Red Cat functions to ensure opportunities move efficiently from initial customer engagement through proposal, contracting, delivery and revenue recognition.

A particularly important component of the role will be serving as the primary Sales Operations liaison to Red Cat's Contracts and government-contracting organization. The Manager of Sales Operations will not replace the Contracts team or act as contracting authority; rather, this role will ensure that the Blue Ops sales organization understands, anticipates and satisfies the operational requirements necessary to compete for and execute government business.

This is a highly collaborative, hands‑on role suited for an experienced sales‑operations professional who is comfortable building structure inside a rapidly scaling organization.

• Partner closely with the Senior Director of Sales to translate Blue Ops revenue objectives into a disciplined sales operating plan.
• Design, implement and continuously improve the Blue Ops sales process from lead generation through customer engagement, proposal, contracting, delivery and follow‑up.
• Establish clear sales stages, qualification standards, probability criteria, ownership and accountability throughout the pipeline.
• Create scalable processes for managing government, defense, international and commercial opportunities.
• Build and maintain sales policies, SOPs and operating standards.
• Coordinate sales activity across multiple geographic markets and customer segments.
• Identify operational bottlenecks that prevent Sales personnel from spending time on customer‑facing and revenue‑generating activity.
• Provide the administrative and operational infrastructure necessary for the sales team to operate efficiently as Blue Ops scales.

• Own the integrity and operating discipline of the Blue Ops sales pipeline.
• Work with Sales leadership to maintain accurate forecasts by customer, program, probability, timing and anticipated revenue.
• Develop weekly and monthly pipeline and forecast reporting for Blue Ops leadership.
• Track opportunities from initial engagement through contract award, delivery and revenue.
• Identify pipeline risks, stalled opportunities and required leadership actions.
• Coordinate sales forecasts with Production and Finance to improve production planning, inventory decisions, headcount planning and cash forecasting.
• Provide leadership with visibility into expected bookings, backlog, deliveries and revenue.
• Establish measurable KPIs for sales activity, pipeline conversion, forecast accuracy and revenue performance.

• Serve as the primary business owner and administrator for Blue Ops' CRM and sales technology environment.
• Establish CRM standards for opportunity creation, account ownership, contact management, activity tracking and pipeline reporting.
• Ensure consistent CRM adoption and data quality across the sales organization.
• Develop dashboards and executive reporting that provide real‑time visibility into customer activity and sales performance.
• Create automated workflows for lead assignment, opportunity follow‑up, customer engagement and internal notifications.
• Partner with Marketing to ensure leads generated through digital activity, trade shows, demonstrations and campaigns are captured, assigned and followed through to conversion.
• Evaluate technologies, integrations and AI‑enabled tools that can…