Sales Operations Manager
HSP Group
full-time
Posted on:
Location Type: Remote
Location: United States
Visit company websiteExplore more
Tech Stack
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.
- Partner with Marketing Ops on lead routing, SLAs, and account assignments to reduce lead latency and ensure fairness.
- Own 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.
- Serve as the operational bridge across Sales, Finance, Marketing Ops, and Customer Success.
- Lead training and refreshers on CRM usage, forecasting discipline, and reporting tools.
- Drive continuous improvement initiatives to reduce friction and increase revenue predictability.
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
- Competitive salary
- Remote work options
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Salesforceforecastingdata governanceExcelGoogle Sheetsoperational modelscommissions processesincentive compensation workflowsreportingdata integrity
Soft Skills
stakeholder managementwritten communicationaccountabilitytrainingcontinuous improvementcollaborationanalytical thinkingproblem-solvingleadershiporganizational skills