Senior Manager, Sales Operations
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Job Description
Senior Manager, Sales Operations driving operational excellence and sales effectiveness in Woolpert. Collaborating closely with Senior Director to enhance forecasting and pipeline governance.
Responsibilities:
- Support the development of short‑ and long‑term sales plans aligned to strategic growth priorities.
- Maintain and enhance forecasting models, coverage guidelines, and performance KPI frameworks across sectors and markets.
- Partner with business line leaders to assess pipeline sufficiency, conversion trends, and risk areas.
- Conduct segmentation, territory, and capacity analyses to ensure optimal coverage and ROI.
- Define, document, and maintain standardized sales processes that improve predictability and reduce friction across the lead‑to‑order lifecycle.
- Improve efficiency and data quality by identifying bottlenecks, establishing SOPs, and operationalizing stage definitions and exit criteria.
- Create and manage templates, playbooks, review cadences, and best‑practice workflows that elevate seller consistency and performance.
- Promote a culture of continuous improvement through insights, enablement, and accountability mechanisms.
- Serve as an operational owner for Dynamics 365 CE, including field governance, data hygiene standards, and functional improvements.
- Partner with IT to advance CRM enhancements, automation, integrations (e.g., data enrichment), and role‑based system configuration.
- Maintain and optimize reporting tools (Power BI) to support real‑time visibility into pipeline, activity forecasting, and performance metrics.
- Ensure the Sales tech stack is usable, scalable, and aligned to evolving GTM strategy needs.
- Build and maintain executive‑ready dashboards and reports covering pipeline health, forecast accuracy, win/loss analysis, seller productivity, and growth KPIs.
- Translate complex datasets into actionable insights that improve decision‑making, resource allocation, and commercial performance.
- Serve as a centralized point for sales operational analytics, ensuring consistency in definitions, metrics, and reporting logic.
- Conduct deep‑dive analyses on trends, patterns, and risks to drive meaningful recommendations for leaders.
- Partner closely with Sales, Marketing, Government Affairs, Proposals, Delivery, Finance, and IT to align processes, data structures, and operational workflows.
- Influence stakeholder groups through data‑driven recommendations, clear communication, and effective change management.
- Drive alignment across teams on pipeline expectations, reporting standards, and CRM usage requirements.
- Represent Sales Operations as a subject‑matter expert in cross‑functional initiatives, systems discussions, and strategic projects.
- Manage, mentor, and develop a team of Sales Operations professionals, setting clear priorities, performance expectations, and operating rhythms aligned to Global Sales objectives.
- Oversee workload planning, capability development, and execution quality to ensure scalable, high‑impact delivery across forecasting, pipeline governance, CRM, and analytics.
- Establish consistent operating rhythms, review cadences, and accountability mechanisms to drive execution excellence.
Requirements:
- 12+ years of experience in Sales Operations, Revenue Operations, GTM Strategy or related roles required.
- Demonstrated experience improving forecasting accuracy, pipeline quality, and sales process maturity
- Experience supporting cross-functional integrations, M&A, pricing models, or global sales environments preferred.
- Familiarity with government contracting workflows, proposal processes, or design-bid-build lifecycles preferred.
- Knowledge of sales incentive structures, pipeline governance mechanisms, or data-quality programs preferred.
Benefits:
- Freedom to Work program: Set your own schedule and location (as appropriate).
- Principal program: Earn the opportunity to become an owner of the firm.
- Flexible paid time off/vacation: Take time off when it makes sense for you and your team.
- Career development: Explore a wide range of learning and growth opportunities within and across industries.
- Health, life, vision, and dental insurance: Cover all your medical bases.
- Paid sick time, retirement plan, fitness reimbursement, pet insurance, identity protection, technology stipend, employee assistance program, and more!
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