Sales Operations Manager

Introduction

Instructure is a company committed to empowering individuals through intuitive products aimed at simplifying the processes of learning and personal development. They are currently seeking a Sales Operations Manager to join their team, a role crucial for driving the efficiency and effectiveness of their sales organization. This position focuses on the interplay between top-of-funnel sales strategies and operational execution, serving as the primary operational partner for the global Sales Development organization.

Role Overview

As the Sales Operations Manager, you will lead various functions critical to maximizing sales pipeline generation and operational efficiency. The role involves strategic design, process governance, and technical enablement of sales operations. You will also work closely with various teams, including Sales Development leadership, Revenue Operations, Marketing Operations, and Business Intelligence.

Key Responsibilities

The responsibilities for the Sales Operations Manager are divided into several categories:

GTM Strategy & Financial Governance

• Capacity & Quota Planning: You will design and execute headcount capacity models, annual target allocations, and quota-setting frameworks for the global pipeline generation team.
• Incentive Compensation Management: Partner with Finance to develop monthly and quarterly commission plans and incentives aligning representative actions with corporate goals.
• Fiscal Modeling: Forecast and analyze pipeline generation targets, measuring performance against benchmarks.

Process Optimization & System Governance

• Lead Lifecycle Tracking: Utilize robust systems to ensure accurate customer lifecycle tracking from lead creation to conversion.
• Routing & Segmentation Logic: Revise and manage automated lead routing frameworks and account segmentation within Salesforce.
• Data Hygiene & Standardization: Ensure consistent database management and improve reporting accuracy by auditing workflows.
• System Integration Management: Lead projects to consolidate platforms, ensuring that logical synchronization occurs across systems.

Cross-Functional Collaboration

• Marketing & Sales Alignment: Act as a liaison between teams to establish automated feedback regarding lead quality and campaign effectiveness.
• Technical Liaison: Collaborate with Salesforce Administrators and Data Engineering to translate business requirements into technical solutions, including dashboards and reporting systems.
• Sales Tech Stack & Tool Optimization: Maintain and track performance across sales enablement tools, ensuring compliance with operational budget guidelines.

Required Skills

To be a successful candidate for the Sales Operations Manager role, you should possess:

• A minimum of 5+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy.
• Core competencies in territory carving, capacity modeling, quota setting, and process governance.
• Advanced proficiency in Salesforce and familiarity with business intelligence tools like Tableau or PowerBI.
• Strong analytical skills that allow for the translation of disparate data into actionable insights for executives.
• Proven communication skills; experience in driving alignment across functions and managing system rollouts is essential.

Preferred Qualifications

While not mandatory, the following are desirable qualifications:

• Experience in an enterprise SaaS or high-growth B2B technology environment.
• Familiarity with lead-routing software and account-based intelligence platforms.

Compensation and Company Culture

Instructure offers a competitive compensation package alongside several benefits that vary by location. Here’s an overview of what working with Instructure could offer:

• Competitive salary, with all full-time employees participating in the ownership program, promoting a culture of shared success.
• A flexible work environment that accommodates remote, hybrid, and in-office arrangements tailored to individual roles.
• Generous time off policies, including local holidays and a unique “Dim the Lights” period at year-end for recharging.
• Comprehensive wellness programs, mental health support, and resources for professional development, including tuition reimbursement.
• A culture centered around inclusivity and meaningful connections, aimed at hiring diverse talent and fostering teamwork.

Conclusion

Joining Instructure as a Sales Operations Manager provides an excellent opportunity to influence an innovative company dedicated to learning and personal development. If you possess the necessary experience and skills, along with a passion for enhancing sales efficiency and team collaboration, this role could be your next career step.

This job offer was originally published on jobicy.com