Manager - Sales Operations - B2B SaaS/GTM

Role Overview:

1. Sales Operations & Planning:

Partner with Sales Ops leadership to support forecast calls, sales capacity planning, territory design, and quota setting. Help manage recurring planning cadences: quarterly target allocation, territory updates, and headcount ramp modeling. Track quota attainment and provide early signals on over/under-performance.

2. Sales Productivity & Process Optimization:

Identify friction points in the sales process and design process improvements to drive rep efficiency. Maintain SOPs, workflows, and best practices that help scale global sales motions. Support leadership in building a culture of operational rigor and accountability.

3. Forecasting & Pipeline Analytics:

Collaborate with Revenue and Sales leaders to analyze pipeline health, find mechanism to improve forecast accuracy, and key metrics like win rates, cycle times, etc. Build and automate dashboards and reports to improve visibility across geos and segments. Spot gaps and risks before they become problems and help teams take action.

4. CRM & Tools Management:

Act as a power user and admin interface for Salesforce and other GTM tools (Clari, Outreach, etc.). Own data hygiene, pipeline integrity, and enforce discipline around CRM usage. Work with cross-functional stakeholders to implement and improve workflows within our tech stack.

5. Incentives & Deal Desk Support:

Assist in calculating and communicating incentive payouts based on approved plans. Support deal desk operations by reviewing high-value opportunities and ensuring compliance with deal guidelines. Help design commissions tracking systems and escalation paths for exceptions.

6. Channel Operations:

Define and manage the process for channel partners to track the leads, pipeline and revenue outcomes from channel partners in a system driven fashion. Build mechanism to track invoices, credits, approvals and payout from cloud, technology, service partners for the right accounts and regions with a monthly cadence.

7. Collaboration & Enablement:

Work closely with cross-functional teams like Marketing, Customer Success, and Finance to ensure alignment across the funnel. Contribute to onboarding and training of new sales hires by providing process, system, and performance data insights. Be a partner in enablement initiatives by making sure reps have what they need to succeed playbooks, workflows, templates, and tech.

Must to have Skills:

• 6+ years of experience in Sales Operations, Revenue Operations, or Strategy roles, ideally in a high-growth SaaS or B2B tech environment.
• You know your way around Salesforce like a local. Bonus points if you've worked with Clari, Outreach, or other GTM tools.
• Strong analytical chops you love digging into data and pulling out insights that drive decisions.