Sales Operations Manager
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Job Description
Revenue Operations Manager supporting the sales team and optimizing sales processes at cybersecurity startup. Managing forecasting, territory design, and data reporting for effective sales operations.
Responsibilities:
- Support the weekly forecast process end-to-end, partnering with Sales leadership to deliver accurate, data-driven pipeline reviews
- Build and maintain pipeline health dashboards that surface risk, velocity trends, and conversion benchmarks
- Develop and enforce pipeline hygiene standards across the sales team in Salesforce
- Define, document, and continuously improve the end-to-end sales process from prospecting through close
- Partner with Sales Enablement to translate process improvements into rep-facing playbooks and training materials
- Identify bottlenecks and drop-off points in the funnel and design experiments to address them
- Lead annual and mid-year territory design and quota-setting processes in collaboration with Finance and Sales leadership
- Build models to analyze rep capacity, market coverage, and attainment fairness
- Maintain and iterate on compensation plan documentation and quota tracking
- Build and own the Sales team's core reporting layer
- Create executive-facing dashboards on ARR, win/loss, ramp, and rep performance
- Answer ad hoc analytical questions
- Serve as the Salesforce administrator support — managing objects, flows, validation rules, and user permissions
- Define and enforce data quality standards across accounts, contacts, opportunities, and activities
- Partner with Marketing Ops to ensure clean handoffs and accurate attribution in the CRM
- Serve as the operational point of contact for complex or non-standard deals, working with Sales, Legal, and Finance
- Own and improve the CPQ configuration, ensuring pricing accuracy and approval workflows are running smoothly
- Track and analyze discounting trends and deal structure patterns to inform pricing strategy
Requirements:
- 5+ years of experience in Sales Operations, Revenue Operations, or closely related function
- Salesforce admin skills — you can build flows, manage objects, and keep the CRM clean without calling in a consultant
- Proficiency with BI tools and the ability to build dashboards stakeholders actually use
- Hands-on SQL experience — comfortable pulling and transforming data independently
- Experience with CPQ tools and deal desk processes in a SaaS environment
- Exceptional analytical and structured thinking skills — you can turn messy data into a clear story and a recommendation
- Experience supporting quota-setting, territory planning, or comp design processes
- Strong communicator who can present to Sales leadership and collaborate cross-functionally with Finance, Marketing, and CS
- Comfortable with ambiguity and able to prioritize in a fast-paced, resource-constrained startup environment
- NICE TO HAVE • Experience with Outreach, Salesloft, or a similar sales engagement platform
- Familiarity with Hubspot or another marketing automation platform
- Salesforce Administrator certification
- Experience supporting a sales team through a Series B or C fundraise or rapid headcount scaling
Benefits:
- health insurance
- flexible work arrangements
- professional development
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