TRAC Recruiting

Sales Operations Manager

• Develop and maintain sales KPIs, dashboards, and performance scorecards
• Build weekly and monthly reporting for pipeline, activity, production, forecasting, and results
• Provide leadership with visibility into sales performance, risks, opportunities, and follow-up items
• Develop account-level reporting and target lists for inactive accounts, overdue opportunities, and rebooking opportunities
• Support sales meetings, pipeline reviews, one-on-ones, planning sessions, and performance-management rhythms
• Turn sales data into actionable recommendations for Sales leadership
• Own Sales Operations processes within HubSpot, including data standards, reporting, workflows, dashboards, and adoption
• Maintain account ownership, territories, lead routing, and account assignment information
• Partner with Technology to improve CRM configuration, integrations, testing, and data quality
• Establish processes improving visibility from lead generation through opportunity management and conversion
• Identify opportunities to automate manual processes and reduce administrative work
• Improve CRM adoption and data usefulness for sales teams
• Support sales campaigns through target-list development, action tracking, and performance reporting
• Partner with Sales leadership and Finance on territory, capacity, quota, and compensation planning
• Develop and maintain sales onboarding materials, playbooks, training resources, and performance-tracking tools
• Lead cross-functional Sales Operations initiatives from concept through implementation and adoption
• Improve pipeline and forecasting reliability, account and opportunity ownership, regional performance measurement, CRM accuracy, reporting automation, and process adoption

Strategy

• Shape the company's acquisition strategy, investment criteria, and priority markets
• Build and maintain a targeted pipeline of potential acquisition opportunities
• Research markets, identify prospective targets, and develop relationships with business owners, founders, brokers, and industry contacts
• Support initial outreach and prepare the Co-CEO for target conversations
• Evaluate acquisition opportunities and determine whether they warrant further diligence
• Build financial models covering company performance, valuation, transaction structure, returns, and financing scenarios
• Lead commercial diligence and coordinate financial, legal, tax, technology, HR, and other diligence workstreams
• Prepare investment analyses, executive presentations, Board materials, and transaction recommendations
• Support transaction structuring, financing analysis, and negotiations with sellers and lenders
• Develop Day 1 and first-100-day integration plans for completed acquisitions
• Track post-close priorities, synergies, and value creation initiatives
• Own one or two high-priority CEO-sponsored strategic initiatives between transactions
• Develop structured approaches to ambiguous business questions, gather information, evaluate alternatives, and create actionable recommendations
• Lead initiatives involving channel and distribution strategy, new-market expansion, cost optimization, data and analytics, digital and customer experience, technology and AI, product or service expansion, and strategic partnerships
• Collaborate with Finance, Operations, Sales, Marketing, Technology, Product, and external advisors
• Translate complex financial and strategic analysis into concise, decision-ready recommendations
• Keep leadership informed on acquisition pipeline, transaction status, strategic initiatives, risks, and key decisions
• Build relationships with founders, owners, executives, investors, and external stakeholders
• Handle highly confidential information with sound judgment and discretion
• Establish a proactive acquisition pipeline and repeatable acquisition evaluation process
• Move active transactions through analysis, diligence, decision-making, and closing
• Provide leadership and the Board with timely transaction analysis
• Lead strategic initiatives from analysis through recommendation, pilot, implementation, or functional handoff
• Enable the Co-CEO to focus on relationships, negotiations, major decisions, and running the business

Corporate Development & Strategy Lead

Account Manager

• Develop and execute the strategy for expanding the company's travel advisor and strategic partnership channel
• Build annual operating plans, budgets, revenue targets, and investment priorities
• Identify and prioritize partnerships and markets with the greatest growth potential
• Monitor channel performance and adjust strategy based on revenue, profitability, pipeline, and market opportunity
• Build and manage a pipeline of high-value partnership opportunities
• Develop relationships with senior executives, owners, and decision-makers across priority organizations
• Lead partnerships from outreach and business development through business cases, negotiation, contracting, launch, and ongoing growth
• Personally manage major national partnerships and selected strategic accounts
• Develop joint business plans, executive reviews, growth strategies, and renewal plans
• Establish partner economics across commissions, marketing, inventory, service, technology, and reporting
• Work cross-functionally with Operations, Product, Inventory, Client Services, Technology, and Marketing to support and scale partnerships
• Define tools, processes, service standards, reporting, and technology for a strong partner experience
• Translate partner needs into internal priorities while maintaining sound economics and operational discipline
• Establish roles between national partnership management and local Business Development activity
• Equip and mobilize 30+ Business Development Managers to develop local relationships and drive advisor engagement
• Establish expectations, sales routines, training, and accountability for partner activation
• Use CRM and performance data to improve activation, conversion, and revenue
• Develop and oversee strategy for conferences, trade shows, partner events, and industry activities
• Plan executive engagement, follow-up, and measurement of event ROI
• Coordinate across Sales, Marketing, Operations, Product, Technology, and other internal teams

Director of Partnerships

Sales

• Develop and execute a territory growth strategy focused on affinity and group travel partnerships
• Identify, prospect, and secure new organizational partners
• Build long-term relationships with group leaders, decision-makers, and program coordinators
• Conduct presentations and informational meetings for prospective partners and travelers
• Collaborate with partners to market and promote travel programs effectively
• Travel regularly within the territory to meet clients, attend events, and strengthen partnerships
• Target alumni and educational associations, community and civic groups, financial institutions and banks, media companies and newspaper organizations, senior travel clubs and special-interest groups, and travel agencies and tour-related businesses

Group Sales Manager – Travel Industry

Account Executive

• Upsell, cross-sell, and renew existing accounts within the assigned territory
• Manage a portfolio of existing customers and support their success with the software
• Hold regular account reviews and provide strategies to optimize customer return
• Collaborate with Customer Success and other internal departments to meet customer expectations
• Become a subject matter and product expert, including technical capabilities and business applications
• Build customer relationships to protect ongoing revenue and identify upselling and cross-selling opportunities
• Deliver accurate weekly sales forecasts and maintain excellent pipelines
• Conduct outbound calling and provide territory and account support
• Work with Product Management and Product Engineering to resolve issues and communicate customer needs for future enhancements
• Support key partners, attend events, and lead in-person meetings

Sales Operations Manager

Corporate Development & Strategy Lead

Director of Partnerships

Group Sales Manager – Travel Industry

Group Sales Manager – Travel Industry

Senior SaaS Account Executive