The Sales Operations Manager is responsible for building and maintaining the infrastructure, processes, and analytics that enable a high-performing sales organization. This role partners with Sales Leadership, Finance, Marketing, and RevOps to ensure that pipeline forecasting, territory design, compensation, and CRM workflows are optimized for efficiency, accuracy, and scale.
In addition to day-to-day support of sales teams, the Sales Operations Manager leads strategic initiatives—such as territory resets, quota planning, and tool implementations—that directly impact revenue growth and forecast reliability. Success in this role requires a blend of analytical rigor, process design expertise, and strong cross-functional communication skills.
Key Responsibilities:
- Pipeline & Forecast Management
- Own the weekly and monthly forecast process: analyze pipeline health, identify risks, and deliver accurate revenue projections to leadership
- Develop and maintain reporting dashboards (Clari, Salesforce, or InsightSquared) to track key metrics—pipeline coverage, win rates, and sales velocity
- Territory & Quota Design
- Partner on territory modeling and assignments to balance workload and opportunity across the team
- Collaborate on annual quota setting, incorporating historical performance, market sizing, and growth targets
- CRM & Process Optimization
- Configure and administer the CRM (Salesforce, HubSpot) to automate quotes, approvals, and deal routing
- Define and enforce best practices for data hygiene, opportunity stages, and account segmentation
- Compensation & Incentive Programs
- Design and maintain commission plans and incentive structures in tools like Xactly or CaptivateIQ
- Conduct commission audits and partner with Finance to ensure timely, accurate payouts
- Sales Toolstack & Enablement
- Evaluate, implement, and integrate sales productivity tools (CPQ, e-signature, enablement platforms) to streamline workflows
- Train sales teams on new tools, processes, and change management initiatives
- Cross-Functional Collaboration
- Work closely with Marketing Ops to align on lead routing, attribution reporting, and campaign performance
- Partner with Customer Success and RevOps to ensure a seamless handoff and clear visibility into post-sale metrics
Success Metrics:
- Forecast accuracy within 5% of actual bookings
- Reduction in sales cycle length through process improvements
- Increase in CRM adoption and data quality (record completeness, stage progression)
- On-time and error-free commission payouts
- Positive feedback from sales leadership on operational support and responsiveness