Sales Operations Manager (BR115-MKT)

OKTO’s continuous growth demands high-caliber candidates who embody professionalism, passion, and creativity. For those who join us, we offer significant career advancement, stimulating challenges, and a clear runway for growth.

OKTO is the next-generation Payment Service Provider - AI-native, precision-engineered, and relentlessly merchant-obsessed. Built for merchants operating in the most complex and demanding eCommerce sectors, our platform goes far beyond transaction processing. We solve for scale, compliance, and performance with one unshakable focus: delivering outcomes that power merchant growth.

From payments and banking to treasury and settlement, we engineer the financial infrastructure that gives our partners a competitive edge. The result? Faster onboarding, smarter operations, and resilient, real-time performance.

At OKTO, we enable merchants to Play Differently, transforming payments from routine transactions into true differentiators that deliver personalized, frictionless experiences.

Our AI-native innovation harnesses data and insight to power every decision, while our proprietary in-house engineering ensures precision and control. Combined with deep, trust-based relationships worldwide, we’re redefining what it means to build, scale, and win in complex digital commerce.

Summary

The Sales Operations Manager will lead and optimize the sales operations function, driving efficiency, scalability, and commercial performance. This role is responsible for building and refining sales processes, managing and optimizing Salesforce and related systems, and enabling the sales team to improve pipeline growth, forecasting accuracy, and overall effectiveness.

Reporting into the Marketing department, this role serves as a strategic partner to Sales, Marketing, Finance, and other key stakeholders, ensuring operational alignment, accuracy, and support for OKTO’s growth objectives.

Key Responsibilities

Sales Process Optimization

• Collaborate with Sales and Marketing to define, implement, and refine sales processes that drive efficiency and stronger commercial outcomes.
• Establish best practices for sales activities and lead management, ensuring consistent adoption across the team.
• Continuously evaluate workflows, identify gaps, and recommend process improvements.

Pipeline Management & Performance Tracking

• Develop and implement methods to track pipeline health and sufficiency, forecasting accuracy, and sales performance.
• Ensure accurate, timely pipeline reporting and identify risks and opportunities.
• Partner with sales leadership to ensure commercial goals align with broader business objectives.

Salesforce CRM Management

• Administer and optimize Salesforce to streamline daily operations and improve sales efficiency.
• Ensure CRM adoption, data accuracy, and full utilization for lead management, forecasting, and reporting.
• Troubleshoot CRM issues, implement improvements, and drive automation and system enhancements.

Reporting & Dashboards

• Create and manage custom Salesforce reports and dashboards, providing visibility into key metrics and trends.
• Deliver actionable insights to support strategic planning and decision-making.
• Provide regular performance, pipeline, and KPI reporting to stakeholders.

Sales Enablement & Training

• Lead training initiatives to maximize efficiency and adoption of Salesforce and sales processes.
• Maintain documentation for sales workflows, CRM usage, and system updates.
• Identify CRM and process adoption gaps and coach sales teams as needed.

Collaboration & Leadership

• Act as an operational partner to Sales team and senior leadership, ensuring alignment between commercial strategy and day-to-day execution.
• Collaborate with Marketing, Finance, and Legal to support pricing inputs, proposal creation, compliance requirements, and contract workflows.
• Manage the commercial-to-operational handoff for new clients, ensuring all documentation, data, and approvals are captured for a seamless onboarding experience.
• Serve as the Subject Matter Expert for Sales Operations and Salesforce, driving best practices, adoption, and a culture of process excellence and data accuracy.

Requirements

Education:

• Bachelor’s degree in Business Administration, Economics, Engineering, or related fields.
• Postgraduate studies or MBA in Sales, Marketing, or Data Analytics strongly preferred.

Experience & Background:

• Bachelor’s degree in Business Administration, Economics, Finance, or a related field.
• Master’s degree (MBA or equivalent) is a plus.
• Relevant certifications such as Salesforce Administrator, Revenue Operations, or Project Management (PMP, Agile) are an advantage.
• 5+ years of experience in Sales Operations, Revenue Operations, or similar roles within B2B fintech, payments, or high-growth technology companies, including 2-3 years in a managerial capacity.
• Proven experience building and optimizing sales processes, CRM governance, and pipeline management in dynamic commercial environments.
• Hands-on experience with Salesforce administration at regional or multinational scale.
• Strong experience collaborating with Sales, Marketing, and Finance in supporting pricing, deal workflows, and commercial operations.
• Demonstrated success driving adoption of sales tools and ensuring smooth cross-functional collaboration.

Technical Skills:

• Strong proficiency in Salesforce CRM (admin-level capability preferred).
• Deep understanding of forecasting methodologies, pipeline metrics, and revenue performance analytics.
• Ability to design/manage reports, dashboards, and automated workflows.
• Proficiency in Excel/Google Sheets; BI/reporting tool experience is a plus.

Languages:

• Fluent English (mandatory).
• Fluent Portuguese (mandatory).
• Spanish (desirable).

Important Information

• Full-time position under a CLT (Brazilian employment law) contract
• Hybrid work model, based in São Paulo/SP - Brazil
• Please attach your resume in English

Benefits

• Competitive compensation - aligned with your experience and the market.
• Meal allowance - provided through a prepaid card, with the flexibility to use part of the balance beyond food expenses.
• Health and dental plan - comprehensive coverage to take care of your health and well-being.
• TotalPass - access to gyms and partner studios, encouraging a healthy and balanced lifestyle.