Sales Operations Manager

• Own and maintain weekly pipeline and forecast dashboards, providing visibility into coverage, velocity, stage progression, conversion rates, and deal health.
• Partner closely with Enterprise Sales Leaders during forecast reviews, delivering data-driven insights and recommendations on commit, best-case, and upside opportunities.
• Monitor pipeline waterfalls against forecast expectations, proactively identifying gaps, risks, and opportunities.
• Analyse pipeline coverage by segment, territory, account executive, and product line to ensure sufficient pipeline generation and future revenue attainment.
• Improve forecast accuracy through trend analysis, historical performance reviews, and risk assessment.
• Support weekly deal inspection and pipeline review sessions with detailed opportunity analysis and supporting data.
• Develop and maintain deal health frameworks to identify stalled opportunities, missing sales activities, weak progression signals, and execution risks.
• Challenge forecast assumptions, close dates, and deal values using historical conversion data and comparable deal analysis.
• Manage executive-level swing deal tracking for strategic opportunities with significant revenue impact.
• Partner with Sales Leadership to drive opportunity hygiene and CRM compliance.
• Analyse customer acquisition costs (CAC), lifetime value (LTV), pricing structures, and deal profitability to support commercial decision-making.
• Deliver weekly, monthly, and quarterly business performance reporting for Sales Leadership.
• Create and maintain sales performance scorecards, including attainment, productivity, activity metrics, pipeline generation, and CRM health indicators.
• Produce actionable insights that identify performance trends, operational bottlenecks, and revenue acceleration opportunities.
• Prepare executive-ready materials for Weekly Business Reviews (WBRs), Monthly Business Reviews (MBRs), and Quarterly Business Reviews (QBRs).
• Conduct ad hoc commercial and operational analysis to support strategic decision-making.
• Act as the primary Sales Operations partner for assigned business units and sales leaders.
• Lead regular business performance reviews, proactively driving discussions rather than responding to reporting requests.
• Translate business challenges into structured analytical frameworks and operational improvement initiatives.
• Serve as the trusted source for sales performance data, ensuring consistency, accuracy, and credibility across reporting.
• Build strong stakeholder relationships through reliable delivery, commercial understanding, and strategic insight.
• Model territory structures, account allocation strategies, and sales coverage plans.
• Support quota setting and headcount planning through data-driven capacity modelling.
• Identify opportunities to optimise sales resource deployment and productivity.
• Model compensation plan scenarios and assess potential business impact.
• Build commission and payout calculators to support plan administration and leadership decision-making.
• Analyse incentive effectiveness and alignment with organisational objectives.
• Conduct win/loss analysis to identify performance drivers, competitive threats, and sales execution opportunities.
• Partner with sales teams to understand deal outcomes and recommend improvements to sales strategy.
• Produce actionable recommendations that improve conversion rates and revenue attainment.
• Support market sizing, TAM/SAM analysis, and sales opportunity planning.
• Benchmark business performance against internal and external metrics.
• Provide competitive insights that support go-to-market strategy and sales planning.

Sales Operations Specialist

• Create and adapt sales enablement content for EMEA markets playbooks, battlecards, competitive positioning, and training materials that reflect regional buyer dynamics, language nuance, and sales culture
• Build and deliver onboarding and ongoing training programs for EMEA sales reps, ensuring they ramp quickly and stay current on product and messaging updates
• Partner closely with Product Marketing and Marketing to translate global messaging and positioning into field-ready content that actually resonates with EMEA buyers. Pushing back constructively when global content needs regional adaptation
• Work with EMEA sales leadership and SDR leadership to understand what reps need in the field and turn that signal into content and programs that are practical and immediately useful
• Collaborate with the global Content & Learning team to ensure regional content is consistent with global standards while remaining locally relevant
• Identify gaps in the EMEA enablement program and proactively build resources to close them

Sales Enablement Manager

• Build and own the sales enablement roadmap aligned to iProov’s go-to-market priorities.
• Partner with commercial leadership to identify capability gaps across the sales cycle, from discovery and qualification through to value articulation, objection handling and deal progression.
• Design and deliver onboarding for new joiners across sales and customer-facing revenue roles, helping reduce time to productivity.
• Create and maintain high-impact enablement assets including playbooks, sales plays, battlecards, talk tracks, call frameworks, discovery guides, competitive messaging and role-based learning paths.
• Translate complex technical propositions into clear, field-ready messaging that sales teams can use with confidence.
• Support product and solution launches by ensuring sellers are trained, equipped and ready ahead of release.
• Work with Product Marketing and Solutions Engineering to sharpen messaging for technical and executive buyers.
• Reinforce consistent sales methodology and operational discipline across the revenue organisation.
• Facilitate live training sessions, workshops, office hours, certification-style learning and ongoing reinforcement.
• Gather feedback from the field, inspect adoption, and continuously improve programmes based on what is and is not landing.
• Measure the impact of enablement through practical metrics such as ramp time, training completion, content usage, seller confidence, pipeline progression and win-rate influence.
• Support partner and channel readiness where appropriate, particularly where iProov’s routes to market require tighter alignment with external partners.

• Design and deliver onboarding programmes (30/60/90 days) for new sales hires across multiple roles.
• Build certification and mentorship programmes to accelerate productivity and create a high-performance culture.
• Partner with Sales Operations to support CRM and sales tool training.
• Track and improve onboarding success metrics, including time-to-first-deal and quota attainment.
• Develop and implement sales methodologies and frameworks (e.g. MEDDIC) aligned to business objectives.
• Create sales playbooks, qualification processes, account planning tools, and opportunity management frameworks.
• Capture and scale best practices from top-performing sales teams.
• Create and maintain sales enablement content including battle cards, value propositions, demo scripts, and training materials.
• Deliver ongoing training programmes focused on sales skills, product knowledge, and leadership development.
• Develop engaging learning resources and post-training reinforcement initiatives.
• Own and optimise enablement platforms and learning systems.
• Build reporting and analytics to measure training effectiveness, content engagement, and certification progress.
• Use technology, AI, and automation to improve and scale enablement activities.

• Managing daily operations and overall administrative duties, work with Infovista CRM (Salesforce.com)
• Produce transparent recurring, and one-time reports in SFDC and excel to support business units
• Manage the global sales operations team.
• Build dashboards for sales or managers to demonstrate results in a clear professional manner.
• Maintain databases, spreadsheets and other tools used in data analysis
• Work with sales leaders to understand sales report needs, for Forecast and Sales pipeline.
• Conduct research and analysis to support decision-making and strategic initiatives.
• Coordinate cross-functional projects and ensure timely execution of tasks and deadlines.
• Manage communications on behalf of the leadership, including preparing reports and presentations.
• Organize and facilitate meetings, including agenda preparation and follow-up on action items.
• Monitor industry trends and competitor activities to provide insights for strategic planning.
• Lead the planning and implementation of projects from initiation to closure.
• Develop comprehensive project plans, including timelines, milestones, and budgets, to guide project delivery.
• Monitor project progress and performance, addressing any issues or risks in a timely manner.
• Facilitate regular status meetings with stakeholders to communicate updates and gather feedback.

Head of Sales Operations

• Build and run a sales enablement programme that supports our SMB and Enterprise sales teams across the UK, Europe and the US.
• Own inbound and outbound lead workflows, CRM accuracy, pipeline management, forecasting and opportunity stage design.
• Manage meeting bookings for the sales team and at conferences .
• Create and maintain dashboards and reporting to track impact and share results with the wider team.
• Be a collaborative member of a global, cross-functional, and innovative team

Global Sales Enablement Manager

• Design and deliver onboarding programs that help new BDMs ramp quickly and confidently.
• Build practical sales playbooks, messaging frameworks, and objection-handling resources.
• Drive coaching, capability development, and ongoing sales training across markets.
• Partner with Sales Managers to identify performance gaps and improve consistency across the team.
• Own CRM enablement, reporting standards, dashboards, and sales process improvements.
• Collaborate with Marketing, Ops, Finance, and People teams to improve alignment across the customer journey.
• Track enablement metrics and provide insights on onboarding success, CRM compliance, and sales performance.

• Design meeting-grade content for every high-ACV conversation
• Build the AI-native content system
• Arm the deal team with the last-mile playbook
• Operate like a designer-in-residence, not a request-taker

• Assist in the processing and fulfillment of orders by ensuring orders and financial documentation are accurate for EMEA B2B and OTP sales.
• Supports sales reps by communicating and assisting with completion of other department’s requirements forms, templates, etc. (finance, education)
• Be a subject-matter expert on the order-entry process using the Salesforce platform for the B2B and OTP sales team
• Manage EMEA B2B post sales class fulfilment process (fulfillment changes, pre-class instructor calls, enrollment reports etc.) to ensure classes are delivered on time and without issue
• Support with the assessment of opportunity creation metrics for individual sales team members; to ensure accurate Salesforce pipeline entries
• Support EMEA sales by submitting IT tickets for SFDC related issues
• Manage EMEA sales support issues (exam, training, and AMF vouchers) through to resolution
• Responsible for implementing Post Class Satisfaction Surveys
• Responsible for creating/distributing class certifications of completion
• Participate in weekly calls, regarding upcoming classes, with cross-functional and internal teams
• Responsible for all Salesforce training to new sales representatives for EMEA region
• Responsible for OTP and new instructor onboarding process with education for EMEA region
• Miscellaneous duties as assigned

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