Istari

Sales Operations and Enablement Manager

Istari

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Salary

💰 $14,000 - $160,000 per year

Job Level

Mid-LevelSenior

Tech Stack

Cloud

About the role

  • Sales Operations & Tooling: Own and administer our CRM (HubSpot), including pipeline hygiene, automation, and integrations. Evaluate, implement, and maintain sales tooling (including AI sales automation tools). Lead development and integrations across the sales and GTM tech stack. Be our in-house expert on LinkedIn Sales Navigator—curate lists, track activity, and publish updates.
  • Sales Enablement & Content: Centralize, curate, and maintain a single source of truth for sales collateral. Collaborate with designers to produce on-brand sales assets and customer-facing materials. Deliver basic social media support in coordination with the Sales & Marketing Associate. Conduct customer persona development and continuously refine ideal customer profiles (ICPs) in collaboration with sales and marketing. Segment accounts by industry, buyer behavior, and sales potential to support targeting strategies and outbound campaigns. Support the design and execution of account-based marketing (ABM) and territory strategies with actionable data and insights. Analyze go-to-market performance across segments to identify patterns, blockers, and areas for optimization. Deliver persona-specific messaging guidance and sales playbooks that align with segment needs and deal stages.
  • Reporting & Performance Management: Build and maintain dashboards to track pipeline health, win/loss rates, activity ratios, and sales performance KPIs. Support forecasting and goal setting with clear, accurate reporting. Partner with GTM leadership on territory planning and metrics development.

Requirements

  • Education: Bachelor's degree in Business, Marketing, Engineering, or related field.
  • Experience:3-5 years of experience in sales operations, enablement, or GTM project management. CRM administration experience (preferably HubSpot) or aptitude to learn. Strong Excel / Google Sheets skills for sales analysis and dashboards. Detail-oriented, process-driven mindset with strong project management chops. Comfortable working cross-functionally in a high-growth startup environment.
  • Technical Expertise or Willingness to Learn: Ability to quickly grasp SaaS infrastructure concepts or a demonstrated interest in acquiring that knowledge.
  • Government Procurement Knowledge: Familiarity with public sector procurement processes, including RFPs, bids, and contract negotiations.
  • Cross-functional Skills: Proven ability to work across multiple internal stakeholders.
  • Technology Proficiency: Hands-on experience with CRM tools (e.g., Salesforce) and familiarity with SaaS infrastructure or willingness to learn.
  • Exceptional Communication & Negotiation Skills: Ability to engage and influence senior-level decision-makers.
  • Travel Requirements: Willingness to travel (25%) to support sales engagements, attend conferences, and engage with internal teams.