Overview:
The Sales Operations Manager is responsible for driving sales governance, optimizing CRM systems, and ensuring accurate pipeline tracking, forecasting, and reporting. This role plays a critical part in enabling sales effectiveness by providing data-driven insights, enforcing processes, and improving visibility into sales performance. The position requires strong analytical capabilities, operational rigor, and close collaboration with sales, finance, and commercial teams.
Key Responsibilities:
- Own and manage sales governance frameworks, processes, and policies to ensure consistency and compliance
- Administer and optimize CRM systems, ensuring data accuracy, completeness, and effective usage by sales teams
- Monitor and track sales pipeline health, including coverage, progression, and conversion metrics
- Lead sales forecasting processes, ensuring accuracy, consistency, and alignment with business targets
- Develop and maintain dashboards and reports to provide real-time visibility into sales performance
- Analyze sales data to identify trends, risks, and opportunities, providing actionable insights to leadership
- Collaborate with sales, finance, and business units to align on forecasting assumptions and performance metrics
- Support sales planning activities, including target setting, territory planning, and quota allocation
- Drive continuous improvement in sales processes, tools, and reporting capabilities
- Ensure adherence to governance processes, including deal reviews, approvals, and pipeline hygiene
- Provide training and guidance to sales teams on CRM usage, reporting standards, and best practices
Qualifications:
Education:
- Bachelor's degree in Business Administration, Finance, Economics, or a related field. Master's degree is a plus.
Experience:
- 6–10 years of experience in sales operations, revenue operations, commercial analytics, or related roles
- Proven experience managing CRM systems and sales reporting processes
- Strong background in pipeline management, forecasting, and performance analysis
- Experience working in fast-paced, data-driven environments, preferably in technology.
Skills & Competencies:
- Advanced proficiency in CRM systems (e.g., Salesforce, Dynamics)
- Strong Excel skills (data analysis, modeling, reporting)
- Experience with BI tools (e.g., Power BI, Tableau)
- Understanding of sales processes, KPIs, and revenue operations frameworks
- Familiarity with ERP and financial systems is a plus
