Sales Operations Manager

Instructure

Sales Operations Manager scaling go-to-market operations for Instructure’s AI-built product portfolio. Building Salesforce analytics, sales motions, launch processes, and graduation playbooks for new revenue.

Posted 8/4/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in go-to-market strategy development, sales operations, and revenue operations, with a strong focus on Salesforce analytics and advanced Excel modeling. Capable of leading product launches and driving performance visibility through data-driven insights and effective communication.

Highest-signal resume keywords

Sales OperationsRevenue OperationsSalesforce AnalyticsAdvanced Excel SkillsGo-To-Market Strategy

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales OperationsRevenue OperationsSalesforceExcelData AnalysisMarket SizingPipeline ProcessesForecastingCompetitive PositioningPerformance Tracking

Soft Skills

Excellent CommunicationInfluencing Without AuthorityProblem StructuringOwnershipPresentation Skills

Tools & Technologies

SalesforceExcel

Industry Keywords

Go-To-Market LifecycleProduct LaunchChannel StrategyPricing and PackagingData-Backed Narratives

About the role

Key responsibilities & impact

Own the end-to-end go-to-market lifecycle for pod products, from market sizing and early strategy through launch, field execution, post-launch performance tracking, and handoff to the core business
Shape go-to-market approaches with Pod Founders, marketing, and sales overlay, including ideal-customer definition, pricing and packaging, channel strategy, and competitive positioning
Design coverage models, pipeline processes, forecasting cadences, and rules of engagement for initial seller cohorts
Build and maintain Salesforce and Excel analytics tracking pipeline health, win/loss, attach rates, average contract value, and renewal trends
Lead CRM buildout, playbook documentation, tool configuration, and alignment across enablement, marketing, finance, deal desk, and IT
Define the graduation criteria and integration motion for products moving from pods into the full seller base
Present clear, data-backed narratives in planning forums, business reviews, executive sessions, and annual planning
Establish performance visibility across active pods and drive the go-to-market motion for at least one pod through a checkpoint

Requirements

What you’ll need

Five or more years in sales operations, revenue operations, or a related go-to-market function
Experience supporting new-product launches or emerging-business initiatives where the playbook did not yet exist
Three or more years of hands-on Salesforce experience building and maintaining reports, dashboards, and data structures
Advanced Excel skills, including building models, running variance analysis, and converting raw data into decision-ready output
Excellent written and verbal communication, including executive-level presentations
Bachelor’s degree is preferred
Ability to operate independently from a blank page and build working operating systems
Ability to structure ambiguous go-to-market problems, develop analytical frameworks, and defend recommendations
High accuracy and ownership of leadership reporting and insights
Ability to influence product, finance, marketing, and sales without direct authority
All employees must pass a background check
Candidates may need to verify legal name, current physical location, valid contact number, and residential address
Must provide accurate personal and professional information; misrepresentation results in disqualification

Benefits

Comp & perks

Cash bonus pool tied to portfolio milestones across pods
All full-time employees participate in the ownership program
Flexible work culture
Generous time off, including local holidays and the annual “Dim the Lights” period in late December
Comprehensive wellness programs and mental health support
Learning and development resources
Professional development tools
Tuition reimbursement
Technology and tools needed to do your best work
Motivosity employee recognition program
Culture rooted in inclusivity, support, and meaningful connection