Sales Operations Manager

Overview:

As Sales Operations Manager, you will lead the sales team and build the operational systems that drive revenue performance.

This role combines sales leadership, revenue operations, and growth execution. You will manage the sales team directly while designing processes, analytics, and systems that enable the team to scale.

You will report directly to the Head of Growth and partner closely with the Marketing Team and State General Manager to convert demand into successful enrollments for families.

Requirements

Sales Team Leadership

• Directly manage and develop the sales team

• Drive quota attainment, performance reliability, and accountability

• Conduct coaching, performance reviews, and skills development

• Review calls, SMS, and email interactions to improve engagement quality

• Recruit, onboard, and develop high-performing sales reps

Sales Pipeline Ownership

• Own the end-to-end sales pipeline

• Maintain pipeline health and backlog management

• Improve speed-to-lead and conversion rates

• Conduct sales forecasting and capacity planning

• Monitor funnel performance and address bottlenecks

Sales Diagnostics & Process Improvement

• Conduct pipeline diagnostics and root cause analysis

• Simplify and improve sales workflows

• Lead continuous improvement and conduct experimentation to drive conversion and efficiency

• Adapt quickly to changes in processes, programs, or market conditions

Revenue Operations & Systems

• Manage CRM workflows and pipeline structure (HubSpot preferred)

• Build dashboards and reporting to track sales KPIs

• Turn business needs into clear operational requirements for new tools and tech features

• Identify opportunities and develop AI and automation features to improve scalability

Cross-Functional Collaboration

• Partner with Marketing to improve lead quality and campaign conversion

• Work with the Head of Growth on pipeline strategy and forecasting

• Collaborate with the State GM to align sales execution with market needs

Experience

• 5+ years in sales, sales operations, or revenue operations

• Prior experience as a Sales Representative with strong quota performance

• Experience managing and coaching sales teams

• Experience in high-volume, complex sales environments

Preferred:

• Healthcare or Medicaid program experience

• Experience implementing AI or automation in sales workflows

Analytical & Technical Skills

• Strong analytical capability using Excel or Google Sheets

• Experience with BI tools such as PowerBI, Sigma, or Google Data Studio

• Experience analyzing funnel and operational metrics

• SQL experience is a plus

  How We Operate - Non-Negotiable:

  "Insanely Great" for Families - Delivered Now:

  Forget just 'satisfaction'. We deliver support that makes caregivers feel loved and seen. Understand their pain, anticipate their needs, and solve them – fast. The standard is "Insanely Great," period. Anything less slows us down and fails our families.

  Speed is King - Ruthless Focus is the Key:

  Velocity comes from focus. Kill distractions. We concentrate all firepower on the #1 critical objective until it's done. Then we attack the next one. Decide what not to do and cut it ruthlessly. Being a mile wide and an inch deep is failure. Move the needle now.

  Raise the Bar: Crush Mediocrity:

  Mediocrity is poison. It kills speed, morale, and companies. We hunt it down and eliminate it. Good enough is never good enough. Demand A-Player performance from yourself and everyone around you. Own your shit. Deliver excellence, fast. No excuses, no passengers.

  The Speed Algorithm: Question. Delete. Simplif