Sales Operations Manager

Role Overview

• Partner with Sales and Executive Leadership to translate company strategy into scalable sales operating plans
• Own annual and quarterly sales planning processes, including capacity modeling, territory design, quota setting, and forecasting cadence
• Drive forecasting rigor, accuracy, and accountability across the sales organization
• Provide executive-level insights into pipeline health, coverage, conversion, and growth risks
• Own and continuously improve the end-to-end quote-to-cash process across direct and partner sales
• Define and enforce deal approval frameworks for pricing, discounting, and non-standard commercial terms
• Partner with Finance and Legal to ensure clean bookings, compliant contracts, and smooth invoicing
• Ensure subscription entitlement accuracy, revenue recognition readiness, and auditability
• Own Salesforce and adjacent sales tools strategy, data integrity, and reporting standards
• Define and maintain core sales KPIs, dashboards, and executive reporting
• Drive automation and simplification of sales processes to reduce friction and manual effort
• Lead cross-functional initiatives related to CRM, CPQ, billing, and revenue systems
• Standardize and document sales processes, policies, and operating cadences
• Partner with Sales Enablement to ensure operational processes are clearly understood and adopted
• Lead change management for new tools, processes, and go-to-market motions
• Build, lead, and develop a high-performing Sales Operations team
• Serve as the primary operational partner and trusted advisor to Sales Leadership
• Collaborate closely with Finance, Legal, Marketing Ops, Product Ops, and other RevOps stakeholders
• Drive alignment across functions to ensure a seamless seller and customer experience

Requirements

• 8–12+ years of experience in Sales Operations, Revenue Operations, or related roles in B2B SaaS / Tech
• 3–5+ years of people leadership experience
• Deep expertise in Salesforce CRM and sales process design
• Strong understanding of subscription-based business models and quote-to-cash workflows
• Proven ability to partner effectively with senior sales and executive leaders
• Excellent analytical, communication, and problem-solving skills
• Nice to Have: Experience supporting global, partner-driven sales organizations
• Background in high-growth or scaling SaaS environments

Benefits

• Work with an established Silicon Valley leader in the cloud infrastructure industry;
• Work with exceptionally passionate, talented and engaging colleagues, helping Fortune 500 and Global 2000 customers implement next-generation cloud technologies;
• Be a part of cutting-edge, open-source innovation;
• Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued;
• Professional development and training;
• Attend conferences and working groups;
• Company outings, happy hours, hackathons, and tech talks;
• Receive a competitive compensation package with a strong benefits plan.