HSP Group

Sales Operations Manager

HSP Group

full-time

Posted on:

Location Type: Hybrid

Location: Tampa Bay • Florida • United States

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About the role

  • Own the weekly pipeline review process in Salesforce: validate stages, close dates, probabilities, and next steps.
  • Drive forecast discipline using a commit/upside/best‑case methodology (commit ≈ likely to sign in 15 days; upside ≈ 30 days) with deal‑level callouts and risks.
  • Flag at‑risk opportunities, stalled deals, and inconsistent stage progression; drive follow‑ups with sellers and line management.
  • Track terminations/cancellations, churn drivers, and contraction risk; ensure reasons and notes are accurately captured.
  • Maintain monthly, quarterly, and annual Goals vs. Actuals dashboards at seller, team, and region levels.
  • Build, publish, and socialize seller scorecards (quota attainment, pipeline coverage, win rates, ACV, discounting, cycle time, activity hygiene).
  • Conduct win/loss and conversion funnel analysis; generate insights to improve stage progression and forecast accuracy.
  • Administer monthly/quarterly commissions in partnership with Finance, including crediting rules, splits, SPIFFs, clawbacks, and recovery logic.
  • Support annual comp plan rollout: scenario modeling, drafting plan documentation, seller training, and change communications.
  • Provide back‑office support for partner referrals; coordinate with Sales Leadership/Head of Channel Partners to maintain agreement source‑of‑truth. Ensure Finance is informed of required accruals.
  • Enforce CRM hygiene: required fields, next‑step documentation, stage discipline, and data completeness.
  • Manage change requests, UAT, and enablement for CRM or process updates; maintain current SOPs and playbooks.

Requirements

  • 4–8 years in Sales Ops, RevOps, Deal Desk, or GTM Operations supporting B2B sales (SaaS or services preferred).
  • Strong Salesforce reporting and dashboard capabilities with deep familiarity in opportunity stages, forecasting, and data governance.
  • Advanced Excel/Google Sheets skills (pivot tables, lookups, nested logic) with comfort building operational models.
  • Experience developing executive‑ready reports and running forecast cadences with sales leadership.
  • Demonstrated ownership of commissions processes or strong exposure to incentive compensation workflows.
  • Excellent stakeholder management, written communication, and the ability to drive accountability across teams.
Benefits
  • proactivity across teams and functions.
  • Salesforce reporting and dashboards; promote adoption and data literacy across the field.
  • Maintain a scalable reporting layer (e.g., Power BI, Tableau) for GTM leadership and Finance.
  • Identify automation opportunities (flows, validations, scheduled jobs) to improve data integrity and reduce manual work.
  • Ensure SOPs are maintained, including a centralized directory of definitions and processes supporting the sales function.
  • Maintain data governance standards; ensure privacy and security requirements are upheld.
  • Prepare audit trails for commissions, approvals, and forecast changes.
  • Document processes with clear ownership, RACI, and version control.
  • Lead training and refreshers on CRM usage, forecasting discipline, and reporting tools.
  • Drive continuous improvement initiatives to reduce friction and increase revenue predictability.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
SalesforceforecastingExcelGoogle Sheetsdata governancecommission processesoperational modelsreportingdashboard capabilitieswin/loss analysis
Soft Skills
stakeholder managementwritten communicationaccountabilitychange managementcollaborationanalytical thinkingproblem-solvingpresentation skillstrainingsocialization