Sales Operations Manager, New Markets

Instructure is a company dedicated to enhancing learning and personal development through intuitive products. They are seeking a Sales Operations Manager for their New Markets division, responsible for overseeing the go-to-market lifecycle of new product bets, shaping strategies, and ensuring successful product launches.

Responsibilities:

• Own the end-to-end GTM lifecycle for pod products. Carry each product from market sizing and early strategy through launch planning, field execution, and post-launch performance tracking
• Shape the go-to-market approach with each pod. Partner with Pod Founders, marketing, and the sales overlay on ideal-customer definition, pricing and packaging input, channel strategy, and competitive positioning
• Design the sales motion. Build the coverage models, pipeline processes, forecasting cadences, and rules of engagement for the first seller cohort on each product
• Build the reporting backbone. Stand up and maintain the analytics in Salesforce and Excel that track pipeline health, win/loss, attach rates, average contract value, and renewal trends, and turn that data into insight leadership can act on
• Run launch readiness. Lead CRM buildout in Salesforce, playbook documentation, tool configuration, and alignment across enablement, marketing, finance, deal desk, and IT
• Own the graduation playbook. Define the criteria and the integration motion for products that complete a pod’s journey, so the full seller base can carry and sell the product without a messy handoff
• Be the voice of the business. Translate early-stage complexity into clear, data-backed narratives in planning forums, business reviews, and executive sessions, and support annual planning across capacity, quota, incentive design, and growth roadmaps

Requirements:

• Five or more years in sales operations, revenue operations, or a related go-to-market function
• Real experience supporting new-product launches or emerging-business initiatives, where the playbook didn't exist yet
• Three or more years hands-on in Salesforce, building and maintaining reports, dashboards, and data structures
• Advanced Excel, comfortable building models, running variance analysis, and turning raw data into decision-ready output
• Excellent written and verbal communication, including executive-level presentations
• A bachelor's degree is preferred