Position Overview
The Client is seeking an experienced, hands-on Sales Operations Manager to build and manage the processes, systems, data, and reporting that support our growing global sales organization.
This role will serve as a critical operational link between Sales, Ad Operations, and Finance, helping ensure that opportunities move efficiently from prospect through close, campaign execution, billing, and performance reporting.
The Sales Operations Manager will have primary responsibility for HubSpot architecture and data integrity, pipeline governance, forecasting, sales reporting, territory and quota administration, commission administration support, and sales process documentation.
The ideal candidate combines strong analytical capabilities with practical experience designing scalable sales processes. This individual should be comfortable getting into the details of CRM data and workflows while also being able to translate that information into meaningful insights for sales and executive leadership.
This is a hands-on role for someone who enjoys bringing structure to a fast-paced environment and using technology, automation, and data to make a sales organization more efficient and effective.
Key Responsibilities
HubSpot Ownership & CRM Architecture
- Serve as the primary business owner and administrator of HubSpot CRM for the sales organization.
- Develop and maintain a scalable HubSpot architecture that supports the Company's evolving go-to-market model.
- Establish and enforce CRM data standards, required fields, naming conventions, and governance policies.
- Maintain high levels of CRM data completeness, consistency, and integrity.
- Design and maintain company, contact, deal, product, pipeline, and other relevant CRM structures.
- Develop and optimize HubSpot workflows, automation, validation rules, and reporting.
- Identify opportunities to eliminate manual data entry and automate repetitive sales processes.
- Manage CRM integrations and coordinate with Finance, Marketing, Ad Operations, and Technology to maintain reliable data flows between systems.
- Conduct periodic CRM audits and proactively resolve data-quality issues.
Pipeline Governance & Sales Process - Secondary work
- Monitor pipeline quality, aging, progression, and conversion.
- Identify stale, duplicate, incomplete, or improperly classified opportunities and work with Sales to resolve them.
- Establish processes for opportunity creation, qualification, advancement, closing, and handoff.
- Develop consistent definitions for metrics such as pipeline, bookings, wins, losses, new logos, expansion, and renewals.
- Help establish a disciplined pipeline review process for sales leadership.
- Identify bottlenecks and opportunities to improve conversion rates and sales-cycle efficiency.
Forecasting
- Own and coordinate the operational sales forecasting process.
- Develop a consistent forecasting methodology across sales teams, regions, and products.
- Maintain forecast categories, probabilities, timing assumptions, and related CRM requirements.
- Partner with sales leadership to improve forecast accuracy and accountability.
- Analyze historical forecast performance and identify recurring sources of forecast variance.
- Provide Finance with reliable pipeline and forecast data for budgeting, cash planning, and financial forecasting.
- Develop reporting that distinguishes pipeline, weighted pipeline, committed revenue, booked revenue, and realized revenue, where appropriate.
- Provide leadership with visibility into expected revenue and key risks to the forecast.
Sales Reporting & KPI Management - Secondary work
- Develop and maintain sales dashboards and recurring management reporting.
- Establish consistent definitions and reporting methodologies for key sales KPIs.
- Track and analyze metrics including:
- Customer acquisition cost
- Revenue and Net Revenue per seller
- Expansion and cross-sell activity
- Identify trends, risks, and opportunities within sales performance data.
- Translate sales data into actionable insights for sales and executive leadership.
- Partner with Finance to ensure sales reporting reconciles appropriately with financial reporting.
Territory, Quota & Capacity Administration
- Support the design and administration of sales territories, quotas, and performance targets.
- Maintain accurate territory and account ownership information within HubSpot.
- Assist leadership with sales capacity and productivity analysis.
- Track quota attainment and provide recurring reporting to sales leadership.
- Support annual and periodic quota-setting processes.
- Help evaluate territory coverage and identify opportunities or gaps in sales capacity.
- Maintain appropriate documentation of quota assignments and changes.
Commission Administration Support
- Partner with Finance and Sales leadership in the administration of sales compensation plans.
- Maintain accurate sales data required for commission calculations.
- Validate deal ownership, revenue attribution, quota attainment, and other commission-related inputs.
- Support monthly and quarterly commission calculations and reconciliation.
- Help investigate and resolve commission discrepancies.
- Maintain documentation of commission plan rules, assignments, and changes.
- Assist with modeling the financial and behavioral impact of proposed compensation-plan changes.
- Help ensure that CRM data appropriately supports the Company's commission structure.
Finance will retain responsibility for final commission calculations, accounting, approval, and payment.
Lead & Opportunity Workflows
- Design and continuously improve workflows from lead creation through opportunity close.
- Establish clear processes for lead qualification, routing, ownership, and follow-up.
- Develop standardized opportunity creation and management requirements.
- Help define handoffs between Marketing, Sales, Ad Operations, and Finance.
- Ensure closed-won opportunities contain the information required for campaign activation, customer onboarding, billing, and financial reporting.
- Identify points of friction, duplicate data entry, or manual handoffs and develop solutions to improve them.
- Use HubSpot automation and other technology to streamline workflows wherever practical.
Sales, Ad Operations & Finance Coordination
- Serve as a key operational liaison between Sales, Account Management, and Finance.
- Help establish a consistent closed-won handoff process from Sales to Ad Operations.
- Ensure commercial terms and required deal information are captured accurately before campaign activation.
- Partner with Finance to ensure appropriate information is available for customer setup, billing, revenue reporting, forecasting, and commission calculations.
- Help reconcile CRM information with campaign delivery and financial data.
- Identify gaps between systems or departments that create billing delays, revenue leakage, reporting inconsistencies, or operational inefficiencies.
- Establish clear ownership and escalation procedures for cross-functional issues.
Sales Process Documentation & Governance
- Develop and maintain documentation for key sales processes, policies, workflows, and CRM requirements.
- Create clear procedures for opportunity management, forecasting, pipeline reviews, account ownership, territory changes, quota administration, and commission-related processes.
- Maintain a central source of truth for sales operations policies and definitions.
- Train new and existing sales team members on HubSpot and established sales processes.
- Develop tools and resources that make it easier for sellers to follow established processes.
- Balance appropriate governance and controls with the need to maintain sales velocity.
Systems, Automation & AI
- Partner with Chief of Staff, AI Optimization to
- Identify opportunities to automate manual sales operations activities and improve data quality.
- Evaluate and utilize AI-enabled tools to improve sales analytics, forecasting, CRM maintenance, data enrichment, and seller productivity.
- Partner with Finance and Technology on CRM integrations with ERP, billing, campaign management, and other business systems.
- Continuously look for opportunities to simplify the sales technology stack and eliminate redundant tools or processes.
Required Qualifications
- 5–8+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a related role.
- Significant hands-on experience administering and optimizing HubSpot CRM or a comparable enterprise CRM platform.
- Demonstrated experience designing and improving sales processes and CRM workflows.
- Strong understanding of pipeline management, opportunity stages, forecasting, and sales performance metrics.
- Experience developing sales dashboards and management reporting.
- Experience supporting quota, territory, and sales compensation administration.
- Strong analytical and problem-solving capabilities.
- Advanced Excel or Google Sheets skills and comfort working with large datasets.
- Strong understanding of CRM data architecture, governance, and data integrity.
- Ability to translate business requirements into scalable processes and systems.
- Excellent communication and cross-functional collaboration skills.
- Ability to work effectively with Sales, Finance, Operations, Marketing, and senior leadership.
- Experience operating in a fast-paced, high-growth, or entrepreneurial environment.
- Highly organized with strong attention to detail and the ability to manage multiple priorities.
Preferred Experience
- AdTech, digital advertising, media, SaaS, or related technology experience.
- Experience working with advertising campaign or Ad Operations teams.
- Experience integrating HubSpot with ERP, billing, marketing automation, or other business systems.
- Experience with multi-product and/or international sales organizations.
- Experience with sales compensation modeling and commission systems.
- Experience calculating or analyzing customer acquisition cost and sales efficiency metrics.
- Experience with BI and data visualization tools.
- Experience implementing AI-enabled sales or RevOps tools and workflow automation.
What Success Looks Like
Within the first 6–9 months, the successful Sales Operations Manager will have:
- Established HubSpot as a reliable source of truth for sales activity, pipeline, and opportunity information.
- Significantly improved CRM data quality, completeness, and consistency.
- Established clear pipeline stages, definitions, and governance.
- Implemented a repeatable and increasingly accurate sales forecasting process.
- Created reliable sales KPI dashboards and management reporting.
- Improved visibility into seller productivity, pipeline conversion, quota attainment, and sales efficiency.
- Established clear territory, quota, and account ownership administration.
- Created a reliable process for supporting sales commission calculations.
- Improved the lead-to-opportunity and opportunity-to-close workflows.
- Created a clear and efficient closed-won handoff between Sales, Ad Operations, and Finance.
- Reduced manual processes, duplicate data entry, and operational friction.
- Documented the Company's core sales processes and established clear ownership and accountability.
- Improved the quality of sales data available to Finance for forecasting, budgeting, billing, and performance analysis.
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