Sales Operations Manager

Job Description

As the Sales Operations Manager, you will serve as the key driver behind sales efficiency, performance visibility, and operational excellence. You will partner closely with finance and commercial leadership to define sales targets, manage territory and quota allocations, optimize sales tech stack usage, and deliver actionable forecasting and reporting. This role bridges the gap between finance, sales strategy, execution, and analytical insight to maximize revenue growth.

1. Sales Planning & Target Setting

• Strategic Target Setting: Partner with executive leadership to define, refine, and cascade sales targets aligned with broader corporate revenue goals.

• Quota & Territory Management: Lead the annual quota setting process and territory allocation, ensuring fair and optimized coverage across sales tiers.

• Commission & Incentive Structure: Collaborate with HR/Finance to design, implement, and administer competitive sales incentive plans (SIP) and commission payouts.

2. Performance Monitoring & Analytics

• Performance Tracking: Monitor individual, team, and overall business metrics monthly, identifying pipeline bottlenecks and conversion gaps.

• Sales Productivity Analysis: Track KPI trends-such as win/loss rates, deal velocity, average deal size, and churn-to recommend actionable performance improvements.

3. Reporting, Forecasting & Business Intelligence

• Forecasting & Cadence: Drive weekly/monthly sales forecasting models and cadence calls with sales leadership to ensure high predictability between actuals vs. targets.

• Dashboard Management: Build, maintain, and automate real-time executive dashboards and performance reports for both leadership and frontline reps.

• Ad-hoc Analytics: Provide commercial insights and custom reporting to support strategic decision-making and board meetings.

4. Process Optimization & Systems Enablement

• CRM & Tech Stack Ownership: Act as the primary administrator and advocate for the CRM and sales enablement tools; ensure data hygiene and team adoption.

• Process Enhancement: Standardise, streamline, and document sales workflows (e.g., lead routing, approval matrix, deal desk operations) to reduce friction in the sales cycle.

• Enablement Support: Partner with marketing and enablement teams to ensure reps are equipped with optimal tools, collateral, and system onboarding.

Qualifications

• Experience: 3-6 years of experience in Sales Operations, Revenue Operations, Business Operations, or Commercial Analysis.

• Technical Skills:

  • Advanced CRM expertise

  • Data & Reporting: Advanced Excel/Google Sheets; proficiency in BI tools is highly regarded.

• Core Competencies:

  • Strong business acumen and financial modeling capabilities.

  • Exceptional cross-functional stakeholder management (Sales, Finance, Marketing, HR).

  • Strong problem-solving skills with a process-improvement mindset.