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Job Details
We are seeking a data-driven and strategic Manager of Sales Operations. In this role, you will bridge the gap between strategy and execution, ensuring our sales team operates efficiently and effectively. You will manage the team responsible for the administration of sales incentive plans, territory optimization, providing critical analytical insights, and ensuring Salesforce processes align with our go-to-market strategy.
RESPONSIBILITIES:
Sales Incentive Compensation (SIP) Management
Plan Administration: Manage the end-to-end administration of sales commission plans, ensuring accurate and timely monthly/quarterly payouts.
Design & Strategy: Partner with Sales, Finance, and HR to assist in the annual design of compensation plans that align behavior with company revenue goals.
Resolution: Act as the primary point of contact for sales commission inquiries and dispute resolution.
Auditing: Conduct regular audits and reconciliations of commission data to ensure compliance and accuracy.
Territory Design & Management
Optimization: Analyze market data and historical performance to design balanced territories that maximize coverage and revenue potential.
Rules of Engagement: Define and enforce Rules of Engagement (ROE) regarding account ownership, lead routing, and cross-channel conflict.
Maintenance: Manage the operational aspects of territory moves, holdovers, and new hire ramp-ups within the CRM.
Analytics, Reporting & Forecasting
Dashboards: Build and maintain advanced dashboards in Salesforce (& Tableau) to track KPIs such as pipeline velocity, win rates, CAC, and churn.
Ad-Hoc Analysis: Provide actionable insights to sales leadership regarding product trends, rep performance, and market penetration.
Salesforce & Tech Stack Optimization
CRM Strategy: Act as the strategic owner of the Salesforce environment, ensuring workflows, validation rules, and custom objects support the sales process.
Data Hygiene: Oversee data governance initiatives to ensure database accuracy (clean-up of duplicates, enrichment of account data).
Process Improvement: Identify bottlenecks in the sales cycle and implement technical solutions to automate administrative tasks for account executives.
Strategic Partnership
QBR Preparation: Assist sales leadership in preparing for Quarterly Business Reviews (QBRs) and leadership presentations.
GTM Strategy: Collaborate with Marketing and Sales Leaders to operationalize new product launches or pivots in go-to-market strategy.
QUALIFICATIONS:
Bachelor's degree required. Finance preferred, or equivalent practical experience in a highly analytical role.
Managerial Experience in leading a Sales Operations or Revenue Operations team.
CRM Mastery: Proficiency in Salesforce (Lightning).
Analytical Skills: Comfort around complex modelling. Proficient in Tableau/Power BI.
Compensation: Proven experience managing variable compensation plans. Familiarity with commission software (e.g., Spiff, Xactly, CaptivateIQ) is preferred.
Communication: Ability to translate complex data into clear, concise narratives for executive leadership.
Senior Manager, Sales Operations • Boston, MA, US
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