Sales Operations Manager

• Manage forecasting processes, pipeline reviews, and opportunity governance for Latitude
• Support quote management workflows and operational process execution
• Improve CRM data quality, adoption, and sales process consistency
• Build dashboards, reports, and operational insights for Sales Leadership
• Coordinate with Revenue Systems teams on Salesforce enhancements and process improvements
• Analyze sales performance trends, pipeline health, and operational KPIs
• Support territory planning and compensation tracking initiatives
• Assist with onboarding, documentation, and operational process training
• Partner cross-functionally with Marketing, Finance, Product, and Customer Success teams
• Support operational integration efforts and process standardization initiatives
• Identify workflow inefficiencies and recommend scalable improvements
• Support marketplace and channel sales operational processes

• Lead programs and initiatives that improve sales performance and engagement
• Build and scale training, certification, and enablement programs that drive adoption and skill development
• Oversee content and communications strategies that support effective execution
• Establish processes and practices that increase accountability and execution quality
• Lead, coach, and develop a high-performing team

Head of Sales Enablement

• Partnering with sales leadership to identify performance opportunities, provide data-driven insights, and support strategic initiatives that improve sales outcomes
• Owning sales reporting, KPI tracking, forecasting support, and performance analysis across conversion, attendance, revenue, productivity, and product performance metrics
• Evaluating, redesigning, and standardizing operational workflows to improve efficiency, scalability, accuracy, and overall sales support effectiveness
• Identifying, evaluating, and implementing automation and AI-enabled solutions that improve productivity, reduce manual effort, and modernize Sales Operations workflows
• Collaborating with Finance, Marketing, HR, IT, and Training teams to align systems, processes, and initiatives that impact sales performance and operational execution
• Providing oversight of compensation validation, operational workflows, and Sales Operations priorities while influencing cross-functional execution and fostering a culture of accountability, ownership, and continuous improvement

Sales Operations Manager, B2C

• Execute and operationalize sales enablement programs and campaigns within CRM and marketing automation platforms (e.g., HubSpot, Pardot/Salesforce).
• Partner closely with Sales to deliver buyer-aligned enablement support.
• Ensure enablement and proposal materials remain current and on-strategy.
• Support priority and late-stage opportunities with tailored proposal and enablement materials.
• Lead and manage the end-to-end RFP/RFI process and tooling.
• Maintain and continuously improve the RFP and proposal content library.
• Administer and optimize proposal and enablement tools, workflows, and templates.
• Write, edit, and refine proposals, executive summaries, and enablement content.
• Serve as a feedback conduit between Sales and Marketing.

Sales Enablement – Proposals Manager

• Responsible for developing and executing strategies that provide the sales organization with the information, content, expertise, and tools to help salespeople sell more effectively
• Optimizes buyer interactions to build pipelines, relationships, and opportunities, and improve communication
• Requires knowledge and proficiencies in buyer behavior and go to market process to create continuous training opportunities through various methods
• Create and deliver content, information, and tools to prepare sellers to deliver on company business goals including building client relationships, identifying client need, how company products and services can meet client need and capturing opportunities within their accounts
• Uses sales metrics to identify and quantify effective sales strategies
• Continually evaluates and deploys new and improved deployment methods
• Interacts and works closely with other departments, such as but not limited to Sales, Marketing, & Global Comms & Corp Marketing to ensure adequate support to the sales and marketing functions

Director, Sales Enablement – ENT

• Responsible for developing and executing strategies that provide the sales organization with the information, content, expertise, and tools to help salespeople sell more effectively.
• Optimizes buyer interactions to build pipelines, relationships, and opportunities, and improve communication.
• Requires knowledge and proficiencies in buyer behavior and go to market process to create continuous training opportunities through various methods.
• Create and deliver content, information, and tools to prepare sellers to deliver on company business goals including building client relationships, identifying client need, how company products and services can meet client need and capturing opportunities within their accounts.
• Uses sales metrics to identify and quantify effective sales strategies.
• Continually evaluates and deploys new and improved deployment methods.
• Interacts and works closely with other departments, such as but not limited to Sales, Marketing, & Global Comms & Corp Marketing to ensure adequate support to the sales and marketing functions.

Director, Sales Enablement

• Act as a trusted enablement and coordination partner to Sales
• Enable sales teams to understand pricing structures, financial impacts, and deal trade-offs
• Translate complex pricing, financial, and operational analyses into clear, actionable insights
• Support pricing strategy execution and contract development
• Own and maintain accurate sales pipelines for commercial and government segments
• Monitor pipeline health, deal progression, and forecast accuracy
• Analyze deal economics, margin impact, and pricing scenarios
• Design and continuously improve scalable sales enablement and deal support processes
• Develop and maintain analytical models, dashboards, and reports

Sales Enablement Manager

• Developing, documenting, and optimizing sales processes and operational workflows across multiple distribution channels.
• Managing day-to-day sales compensation administration, including commission tracking, payout validation, reporting, and operational analysis.
• Building and maintaining sales reporting, dashboards, and performance metrics to improve visibility and support decision-making.
• Managing CRM systems and sales technology workflows, ensuring data integrity, reporting functionality, and process improvements.
• Supporting forecasting and business planning by analyzing trends, preparing insights, and contributing to leadership decision-making.
• Providing operational sales support, coordinating onboarding activities, and partnering with Compliance and carrier partners to ensure smooth execution.

• Manage a team of project managers to accomplish established goals and conduct personnel duties for team (e.g. performance evaluations, hiring and disciplinary actions)
• Partner with senior leadership and key stakeholders to develop performance metrics that measure success against business strategy and corporate goals and lead efforts to set quarterly and annual targets for each metric
• Design and implement sales processes/tools from client acquisition through onboarding and ongoing relationship building
• Partner with global finance team and manage data collection process to ensure data is captured correctly for reporting
• Partner with performance management teams to ensure business performance aligns with overall goals
• Track performance metrics, develop timely business review presentations, and provide stakeholders with analysis of performance, trends, and drivers for performance
• Design end-to-end business and professional development for sales professionals as well as identify performance issues and engage stakeholders to ensure action plans are created to remediate problems
• Communicate/provide additional materials to ensure field can implement and/or execute against key priorities and initiative across lines of business and maintain knowledge of competitor product offerings and advance Citi’s product as leader
• Ensure the focus of risk management, documentation, and compliance as well as the on-going and transfer of expertise across the team
• Complete quarterly analysis of business YTD performance and present business heads with analysis and insights on performance trends

Sales Strategy Manager, SVP

• Track, analyze, and interpret key sales metrics such as conversion rates, revenue, pipeline health, close rates, and attachment rates
• Identify trends, performance gaps, and opportunities for improvement
• Build, maintain, and enhance dashboards and performance reporting
• Deliver clear, actionable insights to sales leadership to drive informed decisions
• Partner with leadership to execute sales strategies and performance initiatives
• Support the rollout of campaigns, promotions, and product launches
• Evaluate and improve sales processes and workflows to increase efficiency
• Ensure incentives align with business priorities such as revenue growth

Sales Performance Manager

• Design and own a structured 30/60/90 onboarding program for new sales reps and account managers
• Build clear milestones, certifications, and ramp tracking that give managers visibility into new hire progress
• Establish a consistent framework for how RevTrak runs discovery, demos, and qualification across the team
• Build playbooks for key selling scenarios: competitive objections, multi-stakeholder deals, and district finance buyer conversations
• Partner with sales leadership to ensure methodology is coached and reinforced, not just documented
• Build the scaffolding that makes managers better coaches — call scorecards, structured 1:1 frameworks, and call review cadences
• Develop onboarding, expansion, and renewal playbooks for our five account managers
• Ensure CS has the skills and materials to drive retention conversations and identify expansion opportunities early
• Act as the traffic controller for existing sales and marketing content — ensuring reps can find and use what already exists, and partnering with Product Marketing to develop net-new materials where gaps exist
• Build a reliable field feedback loop that surfaces what’s working and what’s breaking back to Product Marketing and product

• Enablement Strategy & Program Ownership
• Design and own the Appspace sales enablement roadmap, aligned to pipeline, win rate, and ramp time goals
• Establish and run a regular enablement cadence: onboarding programs, ongoing training, deal clinics, and competitive review sessions
• Define success metrics for enablement (ramp time, deal velocity, win rate by segment, content usage) and report out to Sales and Marketing leadership
• Partner with Sales Leadership to identify skill gaps and translate them into structured learning programs
• Content Development & Management
• Build and maintain a centralized, well-organized sales content library — pitch decks, discovery guides, objection handling frameworks, ROI tools, and competitive battlecards
• Translate complex product capabilities and positioning (developed by Product Marketing) into compelling, rep-friendly sales narratives and talk tracks
• Create role-specific content for different sales motions: new logo acquisition, expansion/upsell, enterprise deals, and channel/partner sales
• Audit existing content inherited from Product Marketing; rationalize, refresh, and retire to ensure reps are using current, accurate materials
• Own the sales content management system and governance, tagging, analytics, and adoption
• Onboarding & Ramp Programs
• Collaborate with sales leadership to redesign sales onboarding for new AEs, SDRs, and SEs — targeting a measurable reduction in time-to-first-deal
• Build structured paths covering product knowledge, sales methodology, competitive landscape, and value-based selling
• Develop a manager enablement track to ensure frontline managers are coaching to consistent methodology and playbooks
• Sales Process & Methodology
• Embed and reinforce a consistent sales methodology (e.g., MEDDIC/MEDDPICC, Challenger, Command of the Message) across the sales organization
• Build deal qualification and progression frameworks that align to Appspace's ICP and buying committee dynamics
• Partner with Revenue Operations to align enablement programs to CRM stage definitions and pipeline inspection processes
• Leverage win/loss analysis to identify coaching opportunities and inform content priorities
• Competitive Intelligence & Readiness
• Own distribution and knowledge verification of competitive enablement, leveraging up-to-date battlecards and competitive positioning for key competitors
• Work with Product Marketing to rapidly disseminate competitive intelligence when market dynamics shift
• Train reps on how to navigate competitive objections and position Appspace's differentiation confidently
• Product Launch & Campaign Readiness
• Lead field readiness for new product launches, packaging changes, and pricing updates — ensuring reps can speak to new capabilities on day one
• Partner with Demand Generation to align on campaign messaging and ensure sales can follow up with consistency
• Build and maintain updated talk tracks, email templates, objection handling, and customer-facing collateral to support new product and feature launches
• Cross-Functional Collaboration
• Serve as the primary liaison between Sales and Marketing — translating field feedback into product marketing and campaign inputs
• Work with Customer Success to leverage customer stories, use cases, and expansion motions as sales assets
• Partner with RevOps on tooling, workflow automation, and data that supports rep productivity and enablement effectiveness.

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