Sales Operations Manager

• Manage the weekly forecasting cycle, including submission deadlines, data checks, consolidated reporting, and meeting preparation
• Facilitate forecast and pipeline reviews with sales leaders, highlighting changes, risks, and follow-up actions
• Track forecast performance and investigate variances
• Coordinate materials for monthly sales performance reviews and quarterly business reviews
• Document decisions and action items, follow up with owners, and escalate unresolved issues
• Monitor pipeline coverage, opportunity progression, conversion rates, deal slippage, and sales-cycle length
• Maintain consistent opportunity stages, forecast categories, reporting standards, opportunity values, close dates, next steps, and account information
• Maintain dashboards and reports covering bookings, pipeline, forecast performance, quota attainment, and sales productivity
• Reconcile reporting discrepancies with Finance and prepare reporting for commercial leadership
• Coordinate renewal and expansion reporting with account owners and Client Success teams
• Support territory, account coverage, sales capacity, quota allocation, productivity, ramp-time, and coverage planning
• Administer sales compensation inputs, quotas, plan documentation, sales-crediting records, and approved plan changes
• Identify sales workflow improvements and gather requirements for Salesforce enhancements, reporting, and automation
• Maintain process documentation and coordinate deal approval workflows with Sales, Finance, and Legal
• Support accurate handoffs from Sales to Client Success and Professional Services
• Partner with Sales Enablement on training and support new-hire onboarding
• Provide operational support for sales kickoffs and planning activities
• Build relationships across regional sales teams and supporting functions
• Manage competing requests and prioritize work according to business needs

• Report to the CRO
• Build Ent's sales enablement function from scratch
• Own onboarding and ramp for Commercial, Enterprise, and Strategic AEs, including 30/60/90 plans and certification requirements
• Write playbooks for commercial hunting, enterprise sales cycles, and partner co-selling
• Train reps on the threat landscape, CISO budgeting, security-product evaluation, and discovery conversations with security architects
• Build a Gong-based coaching engine with call libraries, scorecards, and review cadence
• Coach frontline managers to run the coaching process
• Create and maintain discovery guides, objection-handling materials, competitive battlecards, proof-of-value kits, business-case templates, and security-questionnaire support
• Partner with product marketing on seller content
• Own launch readiness for product capabilities, pricing changes, and packaging updates
• Enable sales development on prospecting, messaging, call frameworks, and ramp planning
• Extend enablement to channel partners
• Measure ramp time, quota attainment, quota coverage, stage conversion, win rate, certification pass rates, and content usage
• Cut programs that do not improve business outcomes
• Teach reps to use AI for research, preparation, follow-up, and self-review
• Use AI to build and personalize enablement more efficiently

Sales Operations Manager jobs in North America

Sales Operations Manager

Senior Manager, Sales Enablement