Sales Operations Manager

Responsibilities

• Support the leadership team covering the Solutions Engineering and Solutions Architect teams to ensure they have the necessary tools, processes and data to achieve business objectives
• Act as the Sales Operations partner to leadership, turning priorities into operating plans, process changes, and systems requirements
• Be the primary stakeholder for key GTM systems such as Opine and gain a deep knowledge of these systems to assist with implementation of automation, process improvements and new initiatives
• Own SE & SA related reporting and KPIs, such as coverage and ratios, engagement on pipeline, technical win rate, POC/POV conversion and cycle time, and influenced pipeline and bookings
• Design and run sales processes that involve SEs & SAs, including opportunity intake, team assignment and capacity-based routing, POC/POV tracking, and handoff to TAM
• Maintain data quality in Salesforce, including technical-stage fields, SE Owner, Opportunity Team assignment, and technical win/loss reasons
• Partner with Business Systems to scope, prioritize, and test Salesforce and GTM tool changes that affect SEs (Salesforce, Gong, Opine), and drive adoption
• Support SE & SA capacity, headcount, and coverage modeling, and align coverage to territory (ETM) design and the fiscal year planning cycle
• Support quota, territory, and compensation-related processes as they apply to SE & SA roles
• Collaborate with SE leadership and Enablement on onboarding, ramp tracking, and playbook rollout

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