Sales Operations Manager

Role: Sales Operations Manager

Reporting to the Head of Revenue Operations, you’ll build an operational engine that combines CRM administration, forecasting discipline, quota design, and pipeline analytics so the sales organization can execute at scale.

Responsibilities

CRM & Pipeline Operations

• Own HubSpot end-to-end: data quality, field hygiene, stage definitions, lifecycle rules, and pipeline reporting.
• Ensure the CRM is the system of record (clean, trusted, actively used).

Forecast & Sales Process

• Own forecast configuration and the weekly submission cadence for reliable leadership reporting.
• Define required fields per stage, implement deal inspection hygiene, and partner with Sales Enablement on rep adoption.
• Drive forecast accuracy to within ±5%.

Quota & Territory Architecture

• Own the quota model as the team scales to 75+ reps across segments and geographies.
• Build a defensible bottoms-up territory/quota framework with Finance.
• Implement territory planning in HubSpot and maintain rep-level dashboards for weekly leadership review.

Analytics & Reporting

• Build and maintain reporting for data-driven decision-making, including:
  • stage conversion rates by segment
  • ramp time tracking for new hires
  • pipeline velocity trends
  • attainment by rep and team
• Use AI tools to surface anomalies, identify slippage early, and provide visibility before misses occur.

Cross-functional Partnership (RevOps)

• Serve as the RevOps point of contact for AEs, SDRs, managers, and frontline sales leaders.
• Partner with:
  • Marketing Ops on trial-to-paid funnel visibility
  • Customer Success Ops on expansion pipeline signals
  • Finance on quota and headcount modeling

Requirements

• 5+ years in Sales Ops, Revenue Ops, or GTM Ops in a B2B SaaS environment.
• Deep, hands-on HubSpot expertise (pipelines, workflows, custom objects, reporting, integrations).
• Experience owning forecast processes, ideally using Gong or equivalent conversation intelligence/forecasting tools.
• Strong skills in quota and territory modeling; comfortable building bottoms-up frameworks.

Nice-to-haves

• Not specified beyond the requirement set; AI tools for anomaly detection are mentioned as part of the role.