What you ll do:
The Manager Sales Operations is a senior, hands-on individual contributor responsible for driving operational rigor, governance, and insight across the end-to-end sales lifecycle from lead generation to deal closure and handover.
This role serves as a strategic partner to Sales, Presales, Finance, and Leadership, ensuring accuracy, predictability, and scalability of the go-to-market engine. The incumbent will own sales processes, CRM systems, forecasting, analytics, and performance insights, while remaining deeply involved in execution (no people management).
Key Responsibilities
Sales Process & Governance
- Own, govern, and continuously optimize the end-to-end sales process (lead opportunity closure)
- Drive adherence to deal governance, qualification frameworks, approval workflows, and compliance standards
- Define, document, and maintain SOPs for opportunity management, pricing approvals, and deal reviews
- Ensure consistent and disciplined usage of CRM and sales tools across sales and presales teams
Forecasting, Pipeline & Analytics
- Own pipeline hygiene, deal aging analysis, and forecast accuracy across regions and strategic accounts
- Deliver weekly and monthly dashboards covering pipeline, bookings, revenue, win/loss, and sales productivity
- Provide leadership with data-driven insights to support GTM decisions, prioritization, and risk mitigation
CRM & Sales Tools Ownership
- Act as the primary owner and administrator for CRM platforms (Zoho preferred; Salesforce / HubSpot acceptable)
- Configure stages, fields, workflows, reports, and dashboards aligned with business needs
Sales Enablement & Deal Support
- Support sales leadership with territory planning, target setting, and quota tracking
- Enable pricing, discounting, and approval workflows in partnership with Finance
- Track proposals, contract status, and closure readiness
- Ensure a smooth handoff from Sales / Presales to Delivery and Finance post-closure
Cross-Functional Collaboration
- Work closely with Presales to track effort utilization, bid effectiveness, and win rates
- Partner with Finance on revenue forecasting, billing triggers, and revenue recognition inputs
- Collaborate with Marketing to track lead sources, campaign effectiveness, and ROI
Required Qualifications
- 10 15 years of experience in Sales Operations, Revenue Operations, or Business Operations
- Strong experience within IT services or technology consulting organizations
- Hands-on expertise with CRM platforms (Zoho preferred; Salesforce / HubSpot acceptable)
- Advanced analytical skills with strong proficiency in Excel, reporting, and dashboards
- Solid understanding of sales pipelines, deal structures, pricing models, and T&M / fixed-price engagements
- Proven ability to influence senior stakeholders and drive process adoption without authority
Preferred Qualifications
- Experience building, scaling, or maturing Sales Ops / RevOps functions
- Familiarity with deal governance models, approval matrices, and sales compliance
- Exposure to BI and visualization tools (Power BI, Tableau, Looker)
- Experience supporting global sales teams across multiple geographies
Never miss an opportunity! Create an alert based on the job you applied for.
