Senior Sales Operations Manager – GTM
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Job Description
Senior Manager, Sales Operations at Backblaze. Leading GTM systems optimization and full-funnel sales operations.
Responsibilities:
- Act as a senior partner to the Senior Director of Sales Operations, translating Sales Ops strategy into systems-driven execution.
- Lead optimization of end-to-end sales processes, including:
- Prospecting and outbound execution
- Lead and top-of-funnel management
- Opportunity stages, pipeline progression, and forecasting
- Quoting and deal execution
- Visibility into post-sale handoffs, renewals, and expansions
- Identify systemic friction in the sales funnel and drive durable, scalable improvements that increase rep productivity, conversion, and forecast reliability.
- Lead the day-to-day optimization and management of GTM systems owned by Sales Operations.
- Serve as the senior operational owner for ZoomInfo, LeanData, Outreach, Gong, and other Sales Tech Stack systems.
- Serve as a primary stakeholder for Salesforce.com, partnering with IT.
- Partner with Sales & Rev Ops, Marketing, Sales, Customer Success & Support, and Enablement to ensure systems support consistent execution and clean handoffs across teams.
- Drive continuous improvement of prospecting, pipeline generation, and deal & Customer management workflows.
- Evaluate, pilot, and operationalize AI enhancements to the tech stack.
- Own change management execution for GTM systems and sales process initiatives.
- Design and run structured rollouts, including stakeholder alignment, phased launches, success metrics, and post-launch optimization.
- Partner with Enablement to develop role-based training, SOPs, and playbooks.
- Deliver systems and process enablement tied to sales motions.
- Lead clear, consistent communications that articulate the “why,” “what,” and “how” of changes to drive adoption and accountability.
- Measure adoption and effectiveness, using data and feedback to iterate.
- Develop Sales Analytics including reporting and dashboards, as well as Tableau models through partnership with BI, that provide leadership visibility into:
- Funnel health and conversion
- Pipeline generation and coverage
- Rep productivity and activity effectiveness.
- Support core Sales Operations forecasting processes, including pipeline inspection, deal health reviews, and forecast accuracy.
- Support Sales Operations partnership with Finance and RevOps on capacity planning, territory performance, and revenue modeling.
- Establish and enforce standards for data quality, system usage, and process adherence across Salesforce and integrated GTM tools.
- Lead governance around routing, stage definitions, forecasting inputs, and system changes.
- Ensure documentation, automation, and validation rules support scalable, repeatable execution.
Requirements:
- 8–10+ years of experience in Sales Operations or Revenue Operations within a SaaS or recurring-revenue environment.
- Strong background in traditional Sales Operations, including pipeline management, forecasting, sales process design, and reporting.
- Deep hands-on expertise with Salesforce.com (required).
- Proven production experience with Outreach and Gong (required).
- Experience supporting or integrating with Customer Success platforms (highly valued).
- Exposure to AI-enabled sales tools such as Clay and Qualified is a plus.
- Demonstrated success leading systems-driven change management and enablement initiatives.
Benefits:
- Healthcare for family, including dental and vision
- Competitive compensation and 401K
- RSU grants for full-time employees
- ESPP program
- Flexible vacation policy
- Maternity & paternity leave
- MacBook Pro to use for work, plus a generous stipend to personalize your workstation
- Childcare bonus (human children only)
- Fertility treatment and support
- Learning & development program
- Commuter benefits
- Culture that supports a healthy work-life balance
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