Sales Operations Manager

• 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

• Build and maintain pipelines, funnels, and forecast dashboards
• Analyze sales funnel conversion, stage leakage, sales cycle length, and pipeline coverage
• Monitor sales productivity metrics, including rep performance, win rates, average deal size, and activity trends
• Identify drivers of missed or exceeded revenue performance
• Support forecast accuracy by delivering pipeline and conversion insights to sales leadership and FP&A teams
• Analyze pricing realization, discounting trends, and contract performance
• Track adoption of price increases and pricing effectiveness across customer segments
• Monitor bureau costs versus pricing performance and margin trends
• Build and maintain executive dashboards for sales leadership, account management, and the executive team
• Develop KPI scorecards for pipeline, bookings, renewals, churn, pricing, and customer health
• Partner with FP&A to ensure alignment between GTM metrics and financial reporting
• Ensure CRM data quality and consistency
• Work with Data/BI resources to improve reporting infrastructure, automate dashboards, and integrate data
• Identify reporting gaps and recommend improvements to systems, dashboards, and processes

Senior Sales Operations Analyst

• 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

• Lead sales analysis and intelligence efforts, delivering actionable insights and recommendations on performance against KPIs and business objectives.
• Drive strong pipeline management and a disciplined forecasting cadence that incorporates both leading and lagging indicators.
• Conduct deep analysis of sales metrics to uncover performance and productivity trends.
• Provide essential reporting, analytics, and business intelligence to support strategic and operational initiatives.
• Collaborate with Segment and Regional Sales VPs, Global Sales Operations, and Finance to ensure complete and accurate delivery of all sales planning components.
• Equip Sales Leadership with insights and recommendations that accelerate new business growth, support retention and expansion, and strengthen revenue realization.
• Independently manage, optimize, and execute end‑to‑end sales operations projects.
• Offer expert guidance and ensure effective adoption and usage of sales tools and systems.
• Proactively assess sales performance and productivity metrics to identify opportunities for growth and potential areas of risk; oversee data‑integrity initiatives and ensure compliance.
• Establish and maintain best‑in‑class sales operating rhythms and cadences.
• Champion process improvements and operational efficiencies across the sales organization.
• Contribute to cross‑team initiatives that enhance overall sales operations effectiveness.

Sales Operations Manager, Sales Business Partner

• Revenue & Pipeline Analytics
• Build and maintain pipelines, funnels, and forecast dashboards
• Analyze sales funnel conversion, stage leakage, sales cycle length, and pipeline coverage
• Monitor sales productivity metrics, including rep performance, win rates, average deal size, and activity trends
• Identify drivers of missed or exceeded revenue performance
• Support forecast accuracy by delivering pipeline and conversion insights to sales leadership and FP&A teams
• Pricing, Contracts & Renewal Analytics
• Analyze pricing realization, discounting trends, and contract performance
• Track adoption of price increases and pricing effectiveness across customer segments
• Monitor bureau costs versus pricing performance and margin trends
• Support renewal forecasting, renewal pipeline tracking, and attrition risk analysis
• Identify upselling, cross-sell, and expansion opportunities across the customer base
• Analyze RM and CSM book performance and customer profitability
• Executive Reporting & KPI Development
• Build and maintain executive dashboards for sales leadership, account management, and the executive team
• Develop KPI scorecards for pipeline, bookings, renewals, churn, pricing, and customer health
• Partner with FP&A to ensure alignment between GTM metrics and financial reporting
• Partner with Core Ops to integrate customer adoption, support, and retention metrics into revenue reporting
• Help define and document KPIs and reporting standards
• CRM, Data & Reporting Infrastructure
• Ensure CRM data quality and consistency
• Partner with Sales Ops leadership on territory, quota, compensation, and account assignment reporting
• Work with Data/BI resources to improve reporting infrastructure, automate dashboards, and integrate data
• Support ad hoc analyses for executive leadership, board reporting, and strategic initiatives
• Identify reporting gaps and recommend improvements to systems, dashboards, and processes

Sales Operations Analyst

• Own end-to-end management of the sales forecasting process including data analysis and recommendations to sales leadership
• Build and maintain dashboards and reports in Salesforce and other Business Intelligence (BI) tools
• Analyze sales performance metrics, pipeline health and forecast accuracy
• Integrates operational insights from multiple domains to advise leadership
• Support Annual Planning including territory design and quota setting for a Division of the Splunk Americas sales organization
• Establish strong operating cadence to drive consistency and predictability throughout the sales organization
• Streamline the end-to-end sales process to eliminate bottlenecks and increase productivity using AI, automation, Salesforce and reporting systems
• act as a trusted advisor to sales leaders on GTM Strategy and decisions including sales coverage, capacity, plays and tactics across all teams in Splunk
• Work closely with sales, marketing, finance, and customer success teams to ensure alignment on strategy, messaging and go-to-market initiatives

Sales Operations Manager – Splunk

• 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

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