Sales Operations Manager

Job Title: Sales Operations Manager
Employment Status: Full-time 
Work Structure: Hybrid model (3 days in office)
Location: Boston, Massachusetts 
Salary: competitive salary + variable comp + equity options

The Role

Do you thrive on empowering a sales team to hit their targets? As the Sales Operations Manager, you will be the operational backbone and strategic partner for our Sales organization, directly supporting leadership and the field team to drive pipeline velocity and maximize quota attainment.

This is a tactical, execution-focused role where your primary mission is to build, optimize, and scale the operational engine for the sales team, reporting directly to the Chief Business Officer. You will own the rhythm of the business, ensuring our sellers have the streamlined processes, reliable data, and effective tools they need to operate efficiently from opportunity creation through contract closure.

About You

You are a results-driven operator and systematic problem-solver with a deep passion for optimizing sales execution. You are highly analytical, with an ability to translate raw sales and pipeline data into actionable, field-level strategies that immediately improve rep performance and pipeline health.

You are a hands-on builder comfortable wearing many hats—from diving into CRM administration to presenting pipeline analysis to VPs and C-suite stakeholders. You possess strong project management skills and excel at driving user adoption through effective change management and clear communication. You take ownership of data integrity, viewing it as the foundation for all effective sales strategy.

Responsibilities:

• Forecasting & Pipeline Ownership: Own the weekly sales forecasting process and methodology. Drive strict pipeline hygiene, managing data integrity, stage progression, and rep-level accuracy to provide predictable revenue projections to leadership.
• Sales Execution Optimization: Streamline sales execution processes from deal registration to close (e.g., deal desk, quote-to-close, stage progression). Manage the Sales Playbook and internal documentation for sales processes.
• Sales Productivity & Enablement: Deliver actionable insights to sales leadership (e.g., rep performance, activity tracking, win/loss analysis, time-to-close). Lead new sales onboarding and provide system training and coaching data support to Sales Managers.
• Financial Modeling & Reporting Build comprehensive sales funnel reporting from lead to closed won/closed lost. Conduct closed won and closed lost deal analysis and create professional data visualizations and reports that communicate insights clearly and tell compelling business stories to sales leadership and executives.
• Sales Planning and Design: Partner with Sales Leadership and Finance to manage annual planning, including quota modeling, territory design, and account planning to ensure equitable distribution of opportunities.
• Tool Stack Optimization: Oversee the operational use and effectiveness of sales-specific tools (e.g., Outreach, Gong) and evaluate new AI-driven sales technologies to enhance seller efficiency and access to resources. 

Required Skills

• 5-7 years of demonstrated experience in a Sales Operations, Revenue Operations, or similar operations role in a B2B SaaS environment
• Tech Stack Proficiency: Expertise in revenue tech stack tools including CPQ software, customer success tools, and data warehouses. Hands-on experience with CRM platforms (HubSpot preferred or Salesforce), including sales deal pipeline management, activity logging, and dashboard creation.
• Data Analysis Capabilities: Strong proficiency with SQL, Excel/Sheets modeling, and business intelligence tools such as Tableau or Looker. Ability to extract actionable insights from complex datasets and translate them into strategic recommendations.
• SaaS Metrics Mastery: Deep understanding of key SaaS metrics including ARR, MRR, CAC, LTV, churn, expansion revenue, net revenue retention (NRR), and gross revenue retention (GRR).
• Forecasting Acumen: Proven experience owning and improving revenue forecasting models and pipeline analytics. Demonstrated ability to ensure high data integrity at the rep and stage level.
• Sales Process Knowledge: Understanding of B2B sales methodologies, buyer journeys, and core sales processes. Familiarity with pricing strategies, packaging models, and contract structures.
• Project