Senior Manager, Sales Operations

About Copado

Copado is the leading DevOps platform for Salesforce, revolutionizing how the world's largest organizations achieve success in their Salesforce deployments. Our mission is to accelerate the Salesforce development lifecycle, support digital transformation, and deliver unparalleled value to our customers. We continuously innovate, ensuring our platform meets the evolving needs of Salesforce developers and operations professionals.

Job Summary

The Senior Manager, Sales Operations is a pivotal operational and analytical leadership role responsible for optimizing sales productivity, driving data integrity, and translating Go-to-Market (GTM) strategy into executable, efficient processes. This role acts as the key operational partner to Sales Leadership, Marketing, and Finance. The Senior Manager will manage, mentor, and develop a team of 2-3 Sales Operations Analysts, with core responsibilities focused on team leadership, data governance, process optimization, and providing essential analytical support for Sales Capacity Planning and Quota Management. This position must sit in Chicago, IL, Denver, CO, or New Orleans, LA. #LI-Onsite

Key Responsibilities

A. Leadership and Team Management

• Manage, mentor, and develop a team of 2-3 Sales Operations Analysts, overseeing daily workflow, performance management, and structured professional development planning.

• Conduct regular 1:1 meetings, manage talent assessments, and serve as the primary escalation point for complex operational issues, actively removing obstacles to ensure the team’s effectiveness.

• Ensure the team’s output is highly leveraged, guiding analysts to focus on strategic analysis and process improvement, thereby maximizing the productivity gain for the sales organization.

B. Sales Capacity, Quota, and Territory Management Support

• Own the Sales Capacity Model: Analyze sales velocity, productivity metrics, ramp rates, and attrition data to accurately forecast sales force headcount requirements necessary to achieve defined revenue goals.

• Execute sensitivity and scenario analysis to proactively provide data-driven recommendations on staffing adjustments and financial planning alignment.

• Manage Quota Deployment: Translate annual sales targets into equitable and measurable individual and regional quotas, ensuring alignment with the territory structure and clear articulation of performance expectations.

• Support cross-functional planning cycles by ensuring the accurate execution and deployment of territory carving, rules of engagement (RoE), and hierarchy alignment within Salesforce.

C. Process Optimization, Data Governance, and Tech Stack Administration

• Data Integrity: Serve as the functional owner of sales data quality. Lead initiatives to enforce the integrity and accuracy of sales and marketing data within Salesforce, ensuring a high standard for reliable forecasting and compliance.

• Process Refinement: Continuously refine, document, and enforce standardized sales processes (e.g., Lead-to-Opportunity, Quote-to-Cash, pipeline management) to maximize efficiency and effectiveness at scale.

• GTM Tech Stack Administration: Oversee the day-to-day administration of the GTM tech stack (e.g., Salesforce, BI tools, Sales Enablement tools), including user provisioning, access management, and internal tool adoption/enablement programs.

• Manage vendor relationships and renewals for sales tools, evaluating utilization rates, and collaborating with the Sales Systems team to integrate new features and automation into existing business workflows continuously.

D. Reporting and Cross-Functional Collaboration

• Oversee the creation, maintenance, and distribution of detailed sales performance reports, dashboards, and Key Performance Indicators (KPIs) to provide actionable, evidence-based insights for sales leadership.

• Partner effectively with the Finance team to ensure accuracy in compensation plan administration, providing validated data for the calculation and distribution of incentive plans.

• Drive an operational cadence that ensures alignment and transparency across sales, marketing (BDR operations), and customer success teams regarding GTM policies