Descope

Operations

• Own the operational backbone of the revenue organization, including forecasting discipline, pipeline health, territory planning, quota modeling, CRM governance, and scalable sales processes. Ensure revenue execution is measurable, repeatable, and data-driven.
• Partner closely with Marketing Ops, CS Ops, Deal Desk, Finance, and AI GTM Ops to maintain clean handoffs, accurate reporting, and full-funnel alignment across the GTM organization.
• Build and lead a structured forecasting cadence, including weekly pipeline reviews, deal inspection frameworks, and executive reporting.
• Own HubSpot as the system of record. Define stage criteria, enforce data standards, and maintain reporting accuracy to support reliable decision-making.
• Lead territory design, quota setting, capacity modeling, and expansion planning in partnership with Sales leadership and Finance.
• Partner cross-functionally to administer compensation plans, ensure commission accuracy, and analyze plan effectiveness against revenue goals.
• Define clear stages, exit criteria, and workflows from qualification through close. Identify bottlenecks and implement improvements to accelerate deal velocity.
• Own recurring sales reporting and translate performance metrics into clear, actionable strategic insights for leadership and board-level visibility.

Senior Manager, Sales Operations