Sr. Sales Operations Manager - GTM

About Backblaze

Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands.

Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.

But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a Sr. Manager, Sales Operations – GTM Systems!

About the Role

The Sr. Manager, Sales Operations – GTM Systems is a senior individual contributor role responsible for leading GTM systems optimization and change execution in support of full-funnel sales operations.

Sales Operations owns GTM systems strategy and governance; this role leads the operational management, optimization, and adoption of those systems to enable scalable, efficient sales execution from prospecting through close, with downstream visibility into renewals and expansion.

This role requires a seasoned Sales Operations professional with deep systems expertise, strong operational judgment, and a proven ability to drive change through enablement, communications, and cross-functional influence.

What You’ll Do:

Sales Operations Leadership & Full-Funnel Enablement

• Act as a senior partner to the Senior Director of Sales Operations, translating Sales Ops strategy into systems-driven execution.
• Lead optimization of end-to-end sales processes, including:
  • Prospecting and outbound execution
  • Lead and top-of-funnel management
  • Opportunity stages, pipeline progression, and forecasting
  • Quoting and deal execution
  • Visibility into post-sale handoffs, renewals, and expansions
• Identify systemic friction in the sales funnel and drive durable, scalable improvements that increase rep productivity, conversion, and forecast reliability.

GTM Systems Optimization & Management

• Lead the day-to-day optimization and management of GTM systems owned by Sales Operations.
  • Serve as the senior operational owner for ZoomInfo, LeanData, Outreach, Gong, and other Sales Tech Stack systems 
  • Serve as a primary stakeholder for Salesforce.com, partnering with IT
• Partner with Sales & Rev Ops, Marketing, Sales, Customer Success & Support, and Enablement to ensure systems support consistent execution and clean handoffs across teams.
• Drive continuous improvement of prospecting, pipeline generation, and deal & Customer management workflows.
• Evaluate, pilot, and operationalize AI enhancements to the tech stack.

Change Management, Enablement & Communications

• Own change management execution for GTM systems and sales process initiatives.
• Design and run structured rollouts, including stakeholder alignment, phased launches, success metrics, and post-launch optimization.
• Partner with Enablement to:
  • Develop role-based training, SOPs, and playbooks
  • Deliver systems and process enablement tied to sales motions
• Lead clear, consistent communications that articulate the “why,” “what,” and “how” of changes to drive adoption and accountability.
• Measure adoption and effectiveness, using data and feedback to iterate.

Reporting, Forecasting & Operational Insights

• Develop Sales Analytics including reporting and dashboards, as well as Tableau models through partnership with BI, that provide leadership visibility into:
  • Funnel health and conversion
  • Pipeline generation and coverage
  • Rep productivity and activity effectiveness
• Support core Sales Operations forecasting processes, including pipeline inspection, deal health reviews, and forecast accuracy.
• Support Sales Operations partnership with Finance and RevOps on capacity planning, territory performance, and revenue modeling.

Data Quality & Governance

• Establish and enforce standards for data quality, system usage, and process adherence across Salesforce and integrated GTM tools.
• Lead governance around routing,