COFENSE

Sales Operations Manager

• Directly manage a Salesforce Administrator and a Sales Operations Specialist
• Set goals, assign and prioritize work, and conduct regular one-on-ones with coaching and feedback
• Run intake and prioritization for sales systems and operations requests
• Develop team members' skills and career paths, conduct performance reviews, and participate in hiring
• Document processes, system changes, and reports
• Oversee configuration, maintenance, and improvement of Salesforce, Gong, DealHub, and ZoomInfo
• Direct Salesforce flows, validation rules, page layouts, and integrations, while handling complex builds hands-on
• Partner with Marketing Operations on HubSpot–Salesforce synchronization, inbound lead routing, Chili Piper, and marketing-to-sales handoff
• Manage user access, licensing, system documentation, and evaluation of new sales tools
• Define opportunity stages, exit criteria, and required fields
• Map opportunity-to-close and quote-to-cash processes and remove bottlenecks
• Build automated data-quality guardrails with Finance
• Run weekly forecasting in Gong and Salesforce
• Reconcile bookings and ARR with FP&A
• Build and maintain sales capacity models covering ramp time, productivity, attrition, and quota coverage
• Track pipeline generation and coverage by segment, region, and representative
• Design and balance territories and account assignments and maintain rules of engagement
• Support annual quota and commission-plan development through analysis and modeling
• Own DealHub quoting and approval workflows, including discount approvals and non-standard terms
• Build dashboards for pipeline health, stage conversion, sales cycle length, and deal slippage
• Lead win/loss and competitive analysis
• Analyze pricing and discounting trends and identify whitespace and expansion opportunities
• Prepare and present materials for pipeline reviews, QBRs, and executive updates
• Partner with Sales Enablement to onboard representatives and drive adoption of tools and workflows
• Perform other duties as assigned

Explore Manager, Sales Operations at COFENSE. Review requirements and application details.