Staff Sales Operations Manager
New
C
ChainguardB2B SaaS
United States - RemoteFull-TimeStaff
Salary174000 - 205000 USD per year
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Job Details
- Experience
- 6–10+ years
- Required Skills
- SQLSalesforceTableauMicrosoft ExcelLooker
Requirements
- 6–10+ years of progressive experience in Sales Operations, Revenue Operations, or GTM Strategy
- At least 2 years in a people management role, ideally in Enterprise B2B SaaS
- Demonstrated ability to lead and develop high-performing teams
- Deep expertise in territory planning
- Deep expertise in pipeline governance
- Deep expertise in forecasting methodologies
- Deep expertise in sales process design
- Advanced Salesforce proficiency (admin-level understanding preferred)
- Experience designing scalable workflows and automation in Salesforce
- Strong analytical toolkit
- Advanced Excel/Sheets skills
- SQL proficiency
- Experience with BI platforms (e.g., Sigma, Tableau, Looker)
- Proven track record of building, documenting, and scaling operational processes from scratch
- Exceptional communication and executive presence
- Comfortable presenting to C-level stakeholders
- Ability to drive alignment across functions
- Strategic thinker who thrives in ambiguity
- Ability to balance long-term vision with near-term execution
- Willingness to travel for QBRs and team offsites (~1x per quarter)
Responsibilities
- Lead and scale the operational backbone of the GTM organization.
- Own the strategy and execution of sales planning, territory management, pipeline governance, and cross-functional GTM programs.
- Operate as a senior business partner to Sales Leadership, translating data and process into revenue impact.
- Serve as a Business Partner to Enterprise Sales Leadership.
- Own the operational rhythm of the business—forecast calls, pipeline reviews—ensuring leaders have the analytics and frameworks to make high-quality decisions.
- Translate executive priorities into operational roadmaps, aligning Sales Operations initiatives with company-wide revenue goals.
- Proactively identify performance gaps and growth opportunities across segments, presenting recommendations to senior leadership.
- Own the end-to-end territory strategy—design, optimization, balancing, and realignment—across AMER private sector segments.
- Define and enforce the account assignment framework, ensuring equitable and efficient coverage that maximizes market opportunity.
- Architect and implement automation solutions to streamline >90% of the territory management lifecycle, reducing manual effort and increasing accuracy.
- Maintain territory data integrity across Salesforce and connected systems; establish governance processes to prevent data drift.
- Define and enforce pipeline management standards, stage definitions, and forecasting methodologies in partnership with Sales Leadership.
- Own pipeline health reporting and analytics—monitor conversion rates, stage velocity, and hygiene to drive forecast accuracy and consistency.
- Design and implement pipeline inspection frameworks that enable frontline managers to coach effectively.
- Partner with Finance and FP&A on forecast models, ensuring alignment between bottom-up pipeline signals and top-down targets.
- Design, document, and continuously improve scalable SOPs and workflows for all core Sales Operations functions.
- Co-own the internal Rules of Engagement (ROE)—define policy, drive cross-functional alignment, adjudicate disputes, and manage escalations.
- Lead change management efforts when introducing new processes or tools, ensuring adoption across the sales organization.
- Build and deliver enablement programs to educate sales teams on policies, territory definitions, system usage, and operational best practices.
- Partner with GTM Systems to define requirements and drive enhancements to Salesforce and the broader revenue tech stack.
- Lead cross-functional strategic programs that span Sales, Marketing, Customer Success, and Finance—owning project plans, stakeholder alignment, and delivery.
- Evaluate and recommend new tools and technologies that improve operational efficiency and data quality.
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